Sales Director

About the role

Obscure Technologies is a two‑tier cybersecurity value‑added distributor operating in 26 African markets. The Sales Director will own the gross‑profit (GP) target for the sales organisation and drive partner‑led growth across the continent.

Key responsibilities

• Own and deliver the FY27 team GP target, forecasting accurately in Aviso and HubSpot.
• Maintain margin discipline by preventing unnecessary discounting and low‑value deal pursuit.
• Manage the two‑tier pipeline through its seven stages, ensuring deal hygiene and timely action on stale or slippage deals.
• Lead weekly forecast cadence and mid‑month/month‑end reviews with the Managing Director.
• Lead, coach and develop a quota‑carrying team of nine reps and Business Unit Managers using the Challenger Sale methodology.
• Raise deal‑qualification standards, build individual development plans, and grow a future‑ready sales bench.
• Drive adoption of AI tooling and ensure the team is self‑sufficient and future‑ready.

Required profile

• Proven ability to lead, coach and develop a quota‑carrying sales team.
• Strong focus on gross‑profit performance rather than headline revenue.
• Experience managing complex, multi‑stage sales pipelines in a partner‑led environment.
• Ability to enforce margin discipline and consistent quarterly GP delivery.
• Familiarity with the Challenger Sale methodology and AI‑tool adoption.

Required skills

• Aviso (forecasting tool)
• HubSpot (CRM platform)