Growth Leader - E-Commerce&Online Payments, Cape Town

Role Purpose

The Business Development Manager– E-Commerce&Online Payments is responsible for driving new business growth in Lesaka’s digital commerce portfolio, with a primary focus on Adumo Online, payment gateways, e-commerce acquiring, pay-by-link, payment integration solutions, and related online payment services. Job Description

The role is accountable for new merchant acquisition, revenue growth, relationship management, and cross-sell within the online payment environment. The incumbent must be commercially strong, technically confident, and credible in engaging with merchants and internal stakeholders. This role requires regular travel, including travel across provinces where required.Key Outcomes

Grow the e-commerce and online payments merchant base Increase gateway transaction volumes and digital revenue Win new merchant logos in target sectors Build a strong and healthy pipeline of direct merchant opportunities Improve conversion from opportunity to signed merchant and from signed merchant to live merchantBuild strong merchant relationships that support retention and long-term value Identify and convert cross-sell opportunities within the merchant base Position Lesaka / Adumo as a credible and competitive online payments partner in the market Key Responsibilities

New Business Acquisition: Identify, prospect, and acquire new e-commerce and online payments merchants; sell Adumo online payment gateway solutions to SMEs, mid-market, and enterprise merchants; build and manage a healthy pipeline of merchants requiring online payments, card-not-present capabilities, checkout solutions, pay-by-link, recurring payments, and related digital payment services; drive the full sales cycle from prospecting through to proposal, commercial negotiation, contracting, and handover for implementation; achieve monthly, quarterly, and annual sales targets for signed merchants, live merchants, transaction value, and revenue; present the full Lesaka value proposition and identify relevant opportunities to extend merchant value through adjacent solutions.Solution Selling and Commercial Management: Understand merchant e-commerce models and recommend the most suitable online payment solution; position gateway capabilities confidently; engage with business owners, finance teams, operations teams, and technical stakeholders; translate technical payment concepts into clear commercial value for merchants; work closely with implementation and technical teams; prepare and deliver compelling commercial proposals and solution recommendations.Merchant Activation and Go-Live Support: Ensure signed merchants are progressed efficiently to implementation and activation; work closely with onboarding, risk, operations, support, and technical teams to reduce time-to-live; track each deal from signed status through integration, testing, activation, and trading; follow through until the merchant is successfully transacting and revenue generating; prevent leakage between signed deals and live deals through disciplined pipeline management and active follow-up.Relationship and Merchant Management: Build and maintain strong relationships with merchants, relevant partners, and internal stakeholders; act as a trusted commercial point of contact; manage merchant queries, concerns, and service-related issues proactively; protect merchant experience and support retention; maintain regular engagement; support long-term merchant value through strong account stewardship.Cross-Sell and Portfolio Growth: Identify and convert cross-sell opportunities within the existing and newly acquired merchant base; promote relevant Lesaka solutions; work with internal stakeholders to improve merchant stickiness; monitor merchant performance; support revenue growth by increasing product holding and transaction volumes within the portfolio.Market Intelligence and Competitive Insight: Keep abreast of e-commerce, fintech, gateway, and acquiring trends in South Africa; track competitor offerings, pricing, integration models, and service gaps; provide structured feedback; use merchant and market feedback to support continuous improvement.CRM, Reporting and Sales Discipline: Maintain accurate and current pipeline, activity, forecasting, and deal status in Salesforce/CRM; update opportunities, notes; provide weekly pipeline updates; drive disciplined forecasting and conversion management; maintain high standards of sales governance.Target Customer Profile

Merchants trading online or looking to launch online Businesses requiring payment gateway capability Merchants requiring card-not-present solutions Businesses needing checkout integration or payment links Mid-sized and enterprise merchants seeking to optimise online payment acceptance Businesses looking to improve customer payment experience and digital transaction capabilityExperience Required

Minimum 5 years’ proven experience in business development or sales in payments, fintech, acquiring, gateways, e-commerce, or digital financial services Strong experience selling online payment solutions, payment gateways, merchant acquiring, fintech products, or software-led payment solutions Demonstrated success in meeting or exceeding new business targetsExperience engaging with both commercial and technical stakeholders Strong understanding of e-commerce payments, integration-led sales, digital transaction flows, and merchant needs Experience in proposal development, consultative selling, commercial negotiation, and closing Experience working with CRM systems and pipeline reportingQualifications

Matric required Relevant tertiary qualification in Business, Commerce, Marketing, Finance, or Technology is advantageous Technical / Functional Knowledge

Online payment gateways Merchant acquiring E-commerce payment flows Card-not-present transactions Payment links Hosted checkout and API / integration environments Online merchant onboarding Reconciliation and settlement basics Fraud, risk, and chargeback basics Digital commerce trends in South AfricaAdditional Requirements

Valid driver’s licence required Own reliable vehicle required Willingness and ability to travel regularly within the assigned region and across provinces where required

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