Commercial Lead, Kenya

About Lua

Lua is the Agent OS, a platform creating autonomous digital workers that perform complete tasks independently: accessing company systems, making decisions, taking actions, and improving with each cycle. Unlike conventional chatbots, Lua’s agents handle real work, leveraging internal data and workflows while fully owned by the client company. Teams configure these digital employees using Lua’s bespoke scripting language, while the platform manages infrastructure, multi-model orchestration, data handling, channels (including WhatsApp, Slack, Email, Instagram, Messenger, voice-enabled web widgets, HTTP APIs), and system monitoring.

Lua’s clients are market-leading companies in sectors across Africa, the Middle East, and South Asia, including heritage site operation, travel and hospitality, retail, healthcare, banking, social commerce, and microinsurance, employing over 64,000 staff and generating more than $5 billion annually. Supported by Y Combinator funding of $5.8 million, Lua is seeking a pioneering Commercial Lead to establish and grow their presence in East Africa.

Role Overview & Responsibilities

• Develop and open new enterprise sales avenues across Kenya’s priority industries by leveraging your existing network to reach senior decision makers and influencers.
• Lead initial commercial engagements to assess client challenges, timelines, budgets, decision processes, and fit with Lua’s solutions accurately and transparently.
• Collaborate closely with Lua’s product and technical teams to tailor suitable use cases, articulating digital agent capabilities, audits, pilots, and deployment options in practical business terms.
• Manage sales processes including demos, discovery meetings, workshops, and follow-ups; create compelling commercial proposals, business cases, and client-facing documentation.
• Drive opportunities from early interest to monetized audits, pilots, full deployments, and subsequent account expansion, ensuring rigorous follow-up and accurate pipeline tracking.
• Establish strong partnerships with relevant ecosystem participants such as consultants, system integrators, and market connectors.
• Provide actionable market intelligence to refine Lua’s East African market strategy including product positioning, packaging, pricing, and go-to-market approaches.

Performance Metrics

Success is gauged by the calibre and seniority of sales opportunities initiated, promptness and discipline in execution and follow-up, and ultimately by secured and collected revenues. Within the initial 90 days, the expectation is to secure at least one signed and compensated client engagement involving an audit, pilot, or deployment.

Candidate Profile

• At least 10 years of senior-level experience in B2B or enterprise sales, partnerships, or commercial roles, with proven success in securing and managing deals within medium to large organizations.
• A well-established, high-quality network across Kenya’s business landscape comprising senior executives, founders, and operational leaders, which translates into actual business outcomes.
• Proficiency in consultative selling, especially with complex, novel, or emerging technology where solutions evolve through exploration rather than preset offerings.
• An in-depth understanding of Kenya’s business purchasing habits including relationship-driven sales, internal influence, procurement procedures, budgeting, and executive involvement.
• Strong commercial acumen to swiftly and honestly assess opportunity viability and required next steps.
• Demonstrated high degree of ownership and proactivity, maintaining momentum and follow-through even in challenging client environments.

Desirable Experience

• Background in selling SaaS, artificial intelligence, automation technologies, fintech, cloud services, or digital transformation programs.
• Experience engaging sectors such as banking, insurance, SACCOs, telecommunications, logistics, manufacturing, retail, or large-scale service organizations.
• Familiarity with selling pilot projects, audits, discovery phases, or transformation initiatives, supported by disciplined CRM and pipeline management practices.