Head of Sales

About Workable

Workable is East & Central Africa's leading flexible workspace brand and the first in the region to achieve IFC EDGE green building certification. We create inspiring, sustainable work environments for entrepreneurs, corporates, and enterprise clients who want to "Love the Work."

As we expand our footprint, we are looking for a dynamic Head of Sales to lead both inbound and outbound sales activities, ensuring we fill our spaces with ambitious, growing businesses.

Role Summary

The Head of Sales will be responsible for driving revenue growth by converting inbound leads, executing outbound prospecting, and managing the full sales cycle from enquiry to signed membership agreements. This role requires a proactive, results-driven individual who can balance structured B2B sales with relationship-based community selling.

Key Responsibilities

Inbound Sales (50%)

• Handle all inbound leads from digital, referral, broker, and walk-in channels.

• Conduct tours and presentations, tailoring solutions to client needs.

• Manage pipeline in CRM, ensuring timely follow-up and high conversion.

• Negotiate terms and close deals within pricing and margin guidelines.

Outbound Sales (50%)

• Develop target lists for enterprise and SME clients in Nairobi and regional markets.

• Run outreach campaigns via calls, email, LinkedIn, and networking events.

• Build relationships with real estate brokers, consultants, and ecosystem partners.

• Identify and pursue anchor tenants for enterprise suites.

Accountability & Reporting

• Deliver against monthly desk occupancy and revenue targets.

• Maintain accurate sales forecasts and pipeline reporting.

• Track ROI on inbound channels and outbound campaigns.

• Provide competitor and market intelligence to leadership.

Key Requirements

• Bachelor's degree in Business, Marketing, or related field.

• 5+ years' B2B sales experience, preferably in real estate, coworking, hospitality, or premium services.

• Proven track record in meeting/exceeding sales targets.

• Strong negotiation, presentation, and relationship-building skills.

• Tech-savvy with experience using CRM tools (e.g., HubSpot, Salesforce).

• Entrepreneurial spirit, self-starter, and comfortable in a fast-paced environment.

KPIs for Success

• Desk occupancy % (private offices + enterprise suites).

• Speed of lead response and conversion rates.

• Outbound pipeline value generated monthly.

• Client satisfaction post-move-in (NPS/feedback).

• Broker & partner channel contribution.

What We Offer

• Competitive salary + performance-based incentives.

• Opportunity to be part of a fast-growing, sustainability-driven brand.

• Vibrant work environment in our flagship locations.

• Growth opportunities as Workable scales across the region.

Sales Manager KPI Scorecard

1. Revenue & Occupancy (Primary KPIs)

• Private Office Occupancy, ≥ 90% average, Across 17F + 18F

• Enterprise Suites Occupancy, ≥ 85% average, Measure by ft² leased

• Total Revenue Closed, [Set per budget], Memberships + add-on services

• Average Deal Value, Track upward trend, Benchmark by desk/ft²

2. Sales Activity & Pipeline

• Inbound Lead Response Time, < 2 hours, Speed to response = higher conversion

• Lead-to-Tour Conversion, ≥ 60%, From inbound + broker leads

• Tour-to-Sale Conversion, ≥ 30%, Aim higher for SMEs/enterprise

• Outbound Prospecting Calls/Emails, 150–200 high-quality touches, Measured via CRM Outbound Pipeline Value Created, 3× quarterly sales target, Healthy pipeline multiple

3. Channel Performance

• Broker Contribution, ≥ 25% of deals, Build broker network

• Digital/Inbound Conversion, ≥ 20%, Paid + organic campaigns

• Referrals & Partnerships, 10+ qualified leads, Leverage community & ecosystem

4. Client Experience & Retention

• Client NPS (Net Promoter Score), ≥ 8.0, Collected post-move-in

• Churn Rate (non-expiry exits), < 5%, Aim to reduce voluntary exits

• Upsell/Cross-sell Revenue, ≥ 10%, of total Meeting rooms, event space, F&B

5. Reporting & Discipline

• CRM Data Hygiene, 100% active deals updated weekly, No "ghost" deals

• Forecast Accuracy, ±10% vs. actuals, Reliable reporting to leadership

• Weekly Sales Reports, Submitted 100%, With key wins & risks

Quarterly Review Format

Weighting:

Revenue & Occupancy: 50%

Sales Activity & Pipeline: 25%

Client Experience & Retention: 15%

Reporting & Discipline: 10%

Scoring:

• Exceeds = 120%+

• Meets = 100%

• Below = < 80%

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