Sales Manager: Business Development
nCino offers exciting career opportunities for individuals who want to join the worldwide leader in cloud banking. The Sales Manager: Business Development leads a team of Business Development Executives (BDEs) across nCino KYC Africa's two commercial motions: high volume run rate sales and strategic enterprise sales. This sales leader owns team revenue delivery, embeds a disciplined sales process across the team, and coaches BDEs to convert pipeline consistently, not just build it.About usnCino KYC Africa is on a mission to make money laundering impossible. We are a team of curious, committed and passionate individuals who love building extraordinary things while being the best partners our clients will ever have. Our Software as a Service platform and compliance service offerings are being used by a range of accountable institutions globally, from attorney groups and asset managers to foreign exchange firms, and financial advisors - and we are still growing Reporting Line and TeamReports to: Area Vice President, AfricaDirect reports: Business Development Executives covering both run rate (Essentials, Small, Medium) and enterprise segmentsKey working relationships: SDR Team Lead (pipeline handoff and lead quality), Marketing, Partnerships, Enterprise Specialists, Compliance, Onboarding, Finance, Legal, Account Management, and SupportKey ResponsibilitiesRevenue and Sales LeadershipOwn and deliver BDE team revenue goals quarterly and annually, across both the run rate and enterprise segmentsLead, coach and support the BDE team in meeting and exceeding individual and team quotaAttract, hire and onboard top BDE talent to support continued team growthCommercial Methodology and Deal ExecutionEmbed the QUALIFY, PREPARE, CLOSE, GROW sales process across the team, with MEDDPICC as the qualification standard for every opportunityCoach BDEs on applying MEDDPICC in live deals, not only documenting it retrospectivelySupport the team in closing large, complex enterprise transactions, including Proof of Value stages and Mutual Action Plans where relevantUnderstand target market business needs and accurately articulate the nCino value proposition at executive levelPipeline and Forecast DisciplineEnforce deal stage review cadence and CRM hygiene so pipeline data reflects real deal status rather than aspirational statusDeliver accurate monthly, quarterly and annual forecastsUse pipeline and conversion data to identify coaching priorities early, rather than at quarter endCoaching and EnablementRun structured, cadenced coaching using the team's Definitions of Done framework and weekly performance trackingBuild the team's ability to sell to the C-suite and challenge executive decision makersIdentify skill gaps and close them through targeted individual development plansCross-Functional CollaborationPartner closely with the SDR function on pipeline generation, lead quality and conversion feedbackWork with Marketing, Partnerships, Product, Compliance, Onbo...