Jonathan mbaluka
Nairobi
Summary
Results-driven Enterprise Sales Expert with over 10 years of experience driving revenue growth in Sub-Saharan Africa. Closed over $7 million in complex deals across government, NGO, fintech, and banking sectors. Built strategic partnerships with M-Pesa, Airtel Money, and regional banks. Leveraged AI and CRM tools to optimize pipeline coverage and enhance outreach, fostering collaborative efforts for innovative solutions.
Overview
9
9
years of professional experience
Work History
Senior Manager, Enterprise Sales & Partnerships
WORKPAY
Nairobi
01.2025 - Current
- Own the full sales cycle for net-new and expansion pipeline across East and West Africa, targeting enterprise, NGO, and government accounts for payroll, EOR, and payments SaaS.
- Secured $1M UN-WFP deal by structuring complex multi-stakeholder procurement process, integrating payroll and disbursement workflows while navigating formal and informal procurement channels.
- Facilitated $500K GNB deal by unlocking new payment and payroll modules within existing infrastructure, successfully navigating multi-country compliance requirements and multi-threaded decision structures.
- Developed multi-country partner and prospect ecosystem across Kenya, Uganda, Nigeria, Tanzania, and Rwanda, creating tailored value propositions and go-to-market sequencing for each market.
- Leverage AI-assisted prospecting, automated CRM hygiene (HubSpot), and market intelligence tools to multiply pipeline coverage and improve outreach targeting.
- Engage at C-suite level (CTO, CFO, Procurement Directors) across enterprise, regulated, and government environments, navigating formal and informal decision networks.
- Payroll, EOR & Payments SaaS | Nairobi, Kenya
Partnership & Expansion Sales Manager, Sub-Saharan Africa
INLAKS COMPUTERS
Nairobi
08.2022 - 12.2024
- $3M KRA deal: largest single-account win in the Sub-Saharan portfolio - executing a multi-year government procurement cycle across payments and tax infrastructure, owning every stage from prospecting through close.
- Developed data-driven business cases, competitive pricing proposals, and commercial strategies, enhancing value proposition for government, banking, and enterprise accounts across East Africa.
- Built and maintained C-suite relationships with CTOs, CFOs, and procurement directors across banking and regulated sectors, converting long-cycle engagements into high-value deals.
- Established pipeline forecasting frameworks and standardized deal stages for $3M+ annual portfolio, ensuring revenue visibility and informed decision-making for senior leadership.
- Contributed to channel and partner strategy by identifying system integrators and local consultancies, facilitating effective market entry strategies across Nigeria and Kenya.
- Payments & Banking Tech | Nairobi / Lagos
Senior Relationship Manager, Digital Payments Expansion
INTERSWITCH GROUP
Nairobi
03.2019 - 01.2022
- Secured $350K UN-WFP deal by extending digital payments platform into new disbursement use cases, overseeing entire sales lifecycle from discovery to close and onboarding.
- Managed 15+ account portfolio across East Africa, leveraging structured expansion qualification playbooks to pinpoint upsell opportunities and expedite conversion.
- Provided competitive intelligence that informed GTM prioritization across Nigeria, Kenya, Uganda, and Tanzania.
- Digital Payments | Nairobi / Lagos
Director, Business Development & Market Expansion
FULUSI GROUP LIMITED
Nairobi
01.2017 - 02.2019
- Designed GTM strategy, usage-based pricing models, and partner acquisition frameworks for a multi-product fintech platform entering Kenya, Uganda, Tanzania, and Rwanda.
- Structured revenue-generating partnerships with M-Pesa and Airtel Money, establishing channel alliances with major payment networks and regional banks, resulting in accelerated user acquisition.
- Raised $1M in Series A funding, showcasing market traction, commercial credibility, and a strategic expansion roadmap to attract institutional investors.
- Led customer segmentation and market-entry sequencing, guiding product prioritization and localizing commercial models to align with regulatory and cultural realities across four markets.
- Fintech Startup | Nairobi / London
Education
MBA - In Progress
Strathmore University
04-2026
BBA - Marketing
Kenya Methodist University
Diploma - Business Admin
Mount Kenya University
Skills
- Enterprise hunting
- Channel sales strategy
- C-Suite Engagement
- Complex deal management
- Ecosystem Activation
- Market entry strategy
- SaaS
- AI sales strategy
- Pipeline Forecasting
- Salesforce
- HubSpot
- Microsoft Dynamics
- G-Suite
- CRM Ops
- Research tools
- Data analysis
- Sales strategy
- Project management
- Market research
- Relationship building
- Negotiation skills
- Financial modeling
Tools And Platforms
- Salesforce
- HubSpot
- Microsoft Dynamics
- Notion
- Slack
- G-Suite
- AI prospecting & research tools
Selected Wins
- $3M, KRA - National Tax Infrastructure
- $1M, UN-WFP - Payroll Expansion
- $500K, GNB - EOR Cross-Sell
- $350K, UN-WFP - Digital Payments
- $1M, Series A Raised - Fulusi
Partnerships
- M-Pesa
- Airtel Money
- Central Bank of Kenya
Languages
English, Swahili, Spanish
Core Expertise
- Net-New Enterprise Hunting
- Partner-Led GTM & Channel Sales
- Ecosystem Activation
- Multi-Country Market Entry
- C-Suite Engagement (CTO / CFO)
- Complex Multi-Threaded Deals
- SaaS / EOR / Digital Payments
- Government & NGO Enterprise
- Pipeline Forecasting & CRM Ops
- AI-Augmented Sales Motion
Professional Highlights
$7M+, 5+, 10+
Timeline
Senior Manager, Enterprise Sales & Partnerships
WORKPAY
01.2025 - Current
Partnership & Expansion Sales Manager, Sub-Saharan Africa
INLAKS COMPUTERS
08.2022 - 12.2024
Senior Relationship Manager, Digital Payments Expansion
INTERSWITCH GROUP
03.2019 - 01.2022
Director, Business Development & Market Expansion
FULUSI GROUP LIMITED
01.2017 - 02.2019
MBA - In Progress
Strathmore University
BBA - Marketing
Kenya Methodist University
Diploma - Business Admin
Mount Kenya University