Head Of Sales - Device Financing

About Mogo Mogo is part of Eleving Group — a high-growth international fintech platform operating across 15+ countries in Africa, Europe, and Central Asia.
In Kenya, we provide credit access to entrepreneurs who are often excluded from traditional banking — empowering motorcycle taxi riders, gig workers, Uber/Bolt drivers, and small business owners to finance vehicles, smartphones, and business growth through asset financing, mobile-first technology, and AI-based underwriting.
Our smartphone financing portfolio launched mid-**** and is already showing strong early traction.
We are now ready to scale it aggressively — and we need an exceptional commercial sales leader to own that journey.
The Opportunity This is a rare, high-ownership sales leadership role at the frontier of Kenya's device financing market.
Smartphone penetration among Kenya's gig workers, youth, and SMEs is expanding rapidly — and Mogo is well-positioned to capture a significant share.
As Head of Sales, you will define and drive the go-to-market strategy, build out the dealer and retail network, lead a high-performing sales team, and own the commercial numbers end-to-end.
You will report directly to the Country Manager and interface regularly with the CEO and Eleving Group's international leadership.
This is a builder's role: you will find channels, close partnerships, develop people, and set the commercial foundation that scales Mogo's device financing from early traction to market leadership.
Key Responsibilities
1. Sales Strategy Commercial Leadership Define and execute a multi-year sales growth roadmap for device financing — sizing market opportunities and translating them into clear quarterly channel and revenue plans.
Set and own sales performance targets and KPIs across the device financing business, tracking dealer productivity, customer acquisition, portfolio size, and repayment performance.
Analyse market trends in Kenya's smartphone and device financing ecosystem to identify competitive whitespace and position Mogo's offering effectively against BNPL players, telco-led financing, and bank-channel alternatives.
Develop pricing structures, bundling options, and promotional campaigns that balance customer affordability with risk-adjusted commercial returns.
2. Dealer Retail Network Development Build, expand, and actively manage a high-performing dealer and retail partner network across Nairobi and upcountry markets.
Identify, onboard, and activate new sales channels — including independent smartphone retailers, chains, and non-traditional distribution points aligned to Mogo's target customer segments.
Design and implement dealer incentive frameworks, tiered commission structures, and performance accountability mechanisms that drive sustained partner engagement.
Lead commercial negotiations with OEM brands (Samsung, Oppo, Tecno, Itel, Infinix) and distributors to secure favourable supply terms, co-marketing arrangements, and preferred portfolio positioning.
3. Customer Acquisition Go-to-Market Execution Drive aggressive customer acquisition across all sales channels — monitoring conversion rates, customer acquisition cost (CAC), and first-payment performance as core metrics.
Partner with the Marketing and CXC teams to develop compelling sales collateral, in-store activations, and field campaigns that communicate Mogo's financing value proposition clearly.
Build and maintain field-based Brand Promoter and sales agent teams, including rostering, performance management, and training on product knowledge and selling skills.
Identify adjacency opportunities — insurance add-ons, accessories, airtime bundles — that deepen customer value and enhance unit economics.
4. Team Leadership People Development Recruit, onboard, develop, and lead a high-performing sales team across both direct and partner channels.
Manage mid-level sales managers and field-based teams with clear performance frameworks, regular feedback cadences, and structured development plans.
Foster a culture of ownership, hustle, data-informed decision-making, and accountability within the sales organisation.
Act as the internal champion for the device financing sales function — influencing cross-functional stakeholders in Risk, Finance, and Operations without direct authority.
5. Sales Operations Portfolio Quality Oversee the end-to-end sales process: dealer onboarding, customer application, credit facilitation handoff, device dispatch, and post-sale relationship management.
Partner with the Risk and Credit teams to maintain underwriting discipline at point-of-sale, monitor portfolio health in real time, and manage default trends proactively.
Build and document operational playbooks for sales channel management, onboarding, and field activation that enable the business to scale without breaking.
Monitor and report on key commercial metrics — portfolio size, ARPU, CAC, LTV, dealer productivity, default rates — delivering weekly and monthly dashboards to the Country Manager and Eleving Group stakeholders.
6. Financial Performance Reporting Own the commercial revenue line for device financing: revenue forecasting, cost management, margin tracking, and profitability reporting.
Prepare high-quality financial and commercial reports and presentations for Country Manager and senior leadership review.
Identify underperformance early and implement corrective action — whether in channels, geographies, product mix, or team capability.
What We Are Looking For Experience 5–7 years in senior sales leadership roles in fintech, device or asset financing, BNPL, consumer finance, telco, or retail — with demonstrable ownership of commercial revenue lines.
Proven track record of building and scaling dealer, distributor, or retail partner networks in Kenya or East Africa — ideally in the smartphone, device, or consumer electronics space.
Demonstrated ability to lead and grow field-based sales teams, including mid-level managers, brand promoters, and agents in fast-paced environments.
Hands-on experience managing commercial KPIs: customer acquisition cost, portfolio size, repayment performance, dealer productivity, and channel margin.
Familiarity with Kenya's device financing landscape — M-Kopa, Lipa Later, Aspira, or similar players — is a significant advantage.
Education Bachelor's degree in Business, Finance, Sales, Marketing, Economics, or a related field.
MBA or advanced qualifications in Fintech, Commercial Management, or Strategic Sales are preferred.
Skills Competencies Strategic sales leadership: channel strategy, go-to-market design, and growth roadmap execution in high-uncertainty emerging market environments.
Commercial acumen: ability to interpret financial and portfolio data and translate it into sharp, actionable sales decisions.
Dealer and partner negotiation: proven ability to create win-win commercial structures with OEMs, distributors, and retail partners while protecting Mogo's margin position.
People leadership: experience managing layered teams, delivering performance management, and building sales culture.
Data-first mindset: comfortable with CRM platforms, sales dashboards (Google Looker, Power BI, or similar), and rigorous sales reporting.
Operational rigour: process design, SOP development, and tools implementation to enable sales scale.
Cross-functional influence: leads effectively across Risk, Finance, Operations, and Marketing without direct authority.
Nice to Have Experience with BNPL, mobile money-linked financing, or telco-channel device sales.
Prior exposure to CRM platforms and sales automation tools in a field-sales environment.
Existing relationships with smartphone OEM brand teams or major device distributors in Kenya.
What We Offer A rare opportunity to take full commercial ownership of an already-launched device financing business and build it into a market leader — shaping strategy, growing channels, and driving real customer impact.
Competitive monthly salary benchmarked at the 75th percentile of the Kenyan fintech market, plus a results-oriented performance bonus tied to commercial outcomes.
Comprehensive health insurance for you and your dependants.
Fast-track path to regional commercial leadership within Eleving Group's African portfolio.
Direct visibility to and partnership with the Country Manager and Eleving Group's international leadership.
Relocation support (flights, visa) and periodic home-country flights where applicable.
An approachable, multicultural, and performance-driven team that prizes initiative and intellectual honesty.
Diversity, Equity Inclusion Mogo is committed to building a diverse and inclusive workplace.
We welcome applications from candidates of all backgrounds, genders, abilities, and experiences.
We believe different perspectives make us stronger — and we are committed to creating an environment where every person can thrive.