Head of Sales - Payments & Fintech

Okoora is building the global category of Embedded FX Infrastructure, enabling banks, PSPs, ERPs, lenders, travel platforms, and financial systems to control, automate, and monetize every FX flow inside their products. Our FX360 Infrastructure Stack powers multi-currency accounts, payments, FX execution, protection, and exposure management for leading platforms worldwide.

As we scale our sales organization across multiple verticals, we are hiring a Head of Sales to lead, coach, and elevate our Payments & Fintech Sales team to high-performance execution standards. This is a hands-on sales leadership role for a manager who still enjoys being involved in deals while leading a small, high-performing team.

Role Overview

The Head of Sales is responsible for developing, coaching, and leading the BDR and Account Executives to excellence. This is a true sales leadership role focused on:

• Coaching and upskilling salespeople
• Improving conversion rates across the funnel
• Ensuring consistent adherence to Okoora’s sales motion and narrative
• Driving high-quality discovery, demos, and Commit-level conversations
• Holding the team to world-class performance and discipline standards

You will act as the day-to-day leader of the sales floor, ensuring that every team member knows what to do, how to do it, and how to improve continuously.

This role reports to the CEO.

Key Responsibilities

1. Lead, Coach & Develop the Sales Team

• Provide daily coaching for BDR and Account Executives.
• Run call reviews, simulations, and structured feedback sessions.
• Teach effective discovery, objection handling, narrative framing, and demo execution.
• Ensure every salesperson deeply understands our ICPs, value pillars, and sales methodology.

2. Own Pipeline Quality & Deal Progression

• Ensure all opportunities have clear next steps and forward momentum.
• Identify stagnation early and intervene.
• Collaborate with BDRs and Account Executives to drive consistent funnel progression.
• Improve Demo → Commit conversion through disciplined follow-up and coaching.

3. Execute Sales Routines & Performance Cadence

• Run daily morning meetings focused on goals and priorities.
• Hold weekly pipeline reviews.
• Conduct one-on-one performance conversations.
• Maintain a performance-driven atmosphere with clarity and accountability.

4. Lead Team Onboarding & Skill Ramp-Up

• Build structured onboarding programs for new hires.
• Ensure new team members quickly learn Okoora’s sales motion, pricing model, and category narrative.

5. Uphold Okoora’s Narrative & Pricing Standards

• Ensure all sales conversations follow Okoora’s category language and messaging.
• Enforce strict adherence to Commit + Usage pricing logic.
• Prevent PSP-style framing or transactional language.

6. Collaborate Cross-Functionally

• Work with Sales Ops to ensure data accuracy and performance visibility.
• Provide feedback to Marketing on ICP-specific messaging and lead quality.
• Work directly with Sales Leadership on forecasting and target achievement.

Requirements

Experience

• 3+ years of experience managing B2B sales teams.
• Proven success coaching salespeople and elevating team performance.
• Experience selling complex, value-driven solutions (Fintech, SaaS, Infrastructure preferred).
• Strong command of English (spoken and written).
• Experience working with global markets.

Skills & Qualities

• Strong leadership presence and the ability to inspire action.
• Excellent coaching and communication skills.
• Ability to hold people accountable with clarity and fairness.
• Deep understanding of structured sales processes.
• Commercial mindset and strong analytical thinking.
• High emotional stability and resilience.
• Ability to work in a high-velocity, high-expectation environment.