Johannesburg: Senior Sales Executive posted by iOCO Digital Pty Lty

We are looking for a results-driven Senior Sales Executive with 11+ years experience in B2B sales and business development within technology-driven environments. The successful candidate will own the full sales cycle, drive new business growth, and expand key accounts through a consultative, value-led approach. Strong commercial acumen, stakeholder management skills, and a proven track record of exceeding revenue targets are essential.

What you’ll do:

• New Business Development
  • Identify, qualify, and pursue new business opportunities aligned to Impressions products and services.
  • Build and maintain a strong pipeline through outbound prospecting, inbound lead follow-up, and partner referrals.
  • Conduct discovery sessions to understand client needs, challenges, and commercial objectives.
  • Position our business solutions as value-driven, outcome-focused offerings.
• Sales Cycle Ownership
  • Lead the end-to-end sales process, including proposals, pricing, negotiations, and deal closure.
  • Collaborate with Sales Administration to prepare accurate quotes, proposals, and order confirmations.
  • Work with finance teams to finalise contracts, pricing structures, and commercial terms.
  • Ensure seamless handover of closed deals to internal delivery and account teams
• Account Growth & Retention
  • Manage and grow a portfolio of key accounts, driving upsell, cross-sell, and renewal opportunities.
  • Maintain strong, trusted relationships with senior client stakeholders.
  • Proactively identify expansion opportunities within existing clients environments.
  • Support contract renewals in collaboration with Sales Administration and Finance.
• Forecasting & Reporting
  • Maintain accurate CRM records, ensuring pipeline hygiene and reliable forecasting.
  • Report on sales performance, pipeline health, and revenue projections.
  • Contribute to quarterly and annual sales planning and target setting.
• Collaboration & Sales Enablement
  • Work closely with Marketing to align campaigns, messaging, and go-to-market initiatives.
  • Provide feedback on market trends, competitor activity, and customer needs.
  • Support the development of sales collateral, presentations, and pitch decks.
  • Mentor junior sales team members where required.

Your Expertise:

• Proven experience (11+ years) in a sales, business development, or account executive role.
• Strong track record of meeting or exceeding revenue targets.
• Experience selling B2B solutions, preferably within SaaS, digital, or technology-driven
  environments.
• Demonstrated ability to manage complex sales cycles and senior decision-makers.
• Experience working with CRM systems and maintaining high data accuracy.
• Strong commercial acumen, including pricing, forecasting, and deal structuring.

Skills & Competencies

• Excellent communication, presentation, and negotiation skills.
• Consultative selling approach with strong problem-solving ability.
• Highly organised, results-driven, and comfortable working to targets.
• Ability to collaborate cross-functionally with sales operations, finance, and delivery teams.
• Strong relationship management and stakeholder engagement skills.
• Ability to thrive in a fast-paced, performance-driven environment.
• Experience in working with RFQ/RFI/RFPs

Technical competencies

• CRM systems (e.g. Netsuite, Salesforce or similar)
• Microsoft Excel (forecasting, reporting)
• Microsoft PowerPoint (client presentatoons and proposals)
• Technical understanding of applications integrations