Executive Head Community Sales and Distribution - Lesaka ( FinTech)

Were Hiring: Executive Head Community Sales and Distribution Location: National Business Unit: Merchant Division Group: Lesaka Technologies Channel: Community Channels (SME, Spaza / Micro & Informal Trade Ecosystems) Executive Level: Revenue & EBITDA Accountable Role Purpose The Executive Head: Community Sales and Distribution is accountable for the national growth, penetration, profitability, and sustainability of the Community Channels (SME, Spaza / Micro & informal Trade Ecosystems)a designated Double Down Big Bet within the Merchant Strategy. This role owns: Rapid scale into the Spaza sector Deep product penetration across the Micro trade ecosystem Margin discipline and EBITDA contribution Channel architecture and performance governance Sustainable portfolio quality The mandate is clear: scale rapidly, penetrate deeply, and win sustainably. This is a commercial executive role with direct revenue and EBITDA accountability. Strategic Context Community Channels are the primary vehicle for: Informal and micromerchant penetration Kazang device and VAS adoption Kazang Pay and card acquiring expansion Capital crosssell into informal trade Ecosystem bundling and merchant stickiness Pathto1M merchant ambition Winning across Community Channels is fundamental to margin recovery, density economics, and embedded payments expansion. Primary Executive Accountabilities National Community merchant growth ARPU uplift across VAS, card, wallet, and capital Samebase TPV growth Portfolio quality and churn reduction EBITDA delivery Channel cost discipline and productivity Sales performance governance across regions Key Responsibility Areas Channel Strategy & Market Penetration Own national Community channel strategy aligned to Merchant reset Drive density in highimpact territories and township clusters Define microtrade penetration strategy Identify scalable distribution partnerships Eliminate lowimpact initiatives and focus on margin drivers Micro Merchant Ecosystem Expansion Drive device penetration across informal trade Increase adoption of prepaid VAS, Kazang Pay, wallet usage, and capital Improve product bundling to increase merchant stickiness Ensure activation and monetisation not just distribution Revenue, Margin & EBITDA Ownership Own Community revenue and gross margin targets Improve ARPU and merchant lifetime value Optimise incentive models toward profitable growth Drive disciplined costtoacquire and costtoserve management Regional Leadership & Performance Governance Lead Regional Sales Executives with clear commercial contracts Establish weekly national performance cadence Maintain visibility on leading indicators Rapidly intervene in underperformance Build leadership depth across regions Portfolio Quality & Risk Discipline Ensure disciplined onboarding and compliance Protect capital and payment portfolio health Monitor churn and early warning signals Balance aggressive growth with sustainable portfolio management Alignment to Strategic Enablers Operationalise Merchant Strategy enablers within Community: Channel Architecture Segment Programs Product Bundle Integration Pricing & Monetisation Operations & CX Reliability Data Flywheel Utilisation Executive Competencies Commercial & unit economics mastery Distributed channel scaling architecture Informal market penetration strategy Ecosystem & product integration intelligence Execution discipline & performance governance Risk, portfolio & governance judgement Dataled decision leadership Executive presence & influence Experience & Qualifications Minimum Experience: 12 years in senior commercial leadership Experience scaling informal or highvolume trade channels Deep understanding of prepaid, payments, or fintech distribution Demonstrated EBITDA ownership Proven multiregion executive leadership Preferred Experience: Fintech, payments, embedded finance, telecoms, or enterprise distribution Experience structuring APIbased or embedded partnerships Exposure to regulated commercial environments Qualifications: Bachelors Degree in Commerce, Business, Law, Economics, or related field required MBA or relevant postgraduate qualification strongly preferred Our Values At Lesaka Merchant, we are guided by four core values: Entrepreneurial Spirit We innovate boldly and act with ownership. Integrity We operate with honesty, trust, and transparency. Collective Wisdom We collaborate and leverage shared expertise. Bias to Action We deliver with urgency, discipline, and focus. Preference will be made to support EE / AA measures. Ready to Lead the Future of Community Market Expansion? If you're driven by growth, innovation, and building scalable commercial channels, this role offers the opportunity to leave a lasting impact. Apply now or share this opportunity with an exceptional executive leader! Hiring ExecutiveHead CommunitySales Distribution InformalMarket FintechJobs Lesaka MerchantDivision ExecutiveLeadership EBITDA