International Finance Corporation (IFC) — a member of the World Bank — is the largest global development institution focused on the private sector in emerging markets. We work in more than 100 countries, using our capital, expertise, and influence to create markets and opportunities in developing countries. In fiscal year 2023, IFC committed a record US$43.7 billion to private companies and financial institutions in developing countries, leveraging the power of the private sector to end extreme poverty and boost shared prosperity as economies grapple with the impacts of global compounding crises. For more information, visit www.ifc.org.
IFC has embarked on an ambitious new strategy to stimulate more investment activity by Creating Markets, including in Low Income Countries (LICs) and Fragile and Conflict Situations (FCS). This new strategy requires a shift in our approach to proactively create, deepen and expand markets and projects rather than waiting for clients to propose projects for IFC to finance. This strategy also relies on upstream work with Governments and World Bank colleagues to enable private sector solutions and financing. We call this approach the “Cascade.” Working with clients, we will first seek private sector solutions to address development challenges, where such solutions are advisable and can be effective, and reserve public financing for projects only when other options are suboptimal.
The Financial Institution Group (FIG) is one of IFC’s key Departments responsible for a significant portion of IFC’s business volume, profitability and development reach, approximately 40%. FIG engages in a wide range of sub-sectors including Microfinance, SME, Gender, Climate, Insurance, Capital Markets, Housing, Distressed Assets, and other areas, with both investment and advisory services delivered globally to IFC’s clients through IFC’s global network.
FIG has three main objectives: 1) financial inclusion; 2) servicing the real economy; and 3) mobilizing third-party resources. The goal is to develop efficient financial systems that will increase financial inclusion and fuel economic growth in client countries and enhance IFC’s developmental impact.
FIG Africa is based across the continent with main hubs and offices in Kenya, Morocco, Nigeria, Senegal, and South Africa and is recruiting for a Senior Investment Officer (“SIO”) with good local market and industry experience to join the investment team, which originates, manages and monitors IFC’s financial sector investments, including investments that support the institutions’ regional expansion across Africa. The SIO will report to the Eastern Africa FIG Regional Industry Manager and will be
based either in Nairobi, Kenya or Dar Es Salaam, Tanzania.
Note: Excellent oral and written presentation skills in English are required.
Duties and Accountabilities :
T he duties and accountabilities of the role include but are not limited to:
- Develop a strong pipeline of good quality investment opportunities through proactive origination/business development and developing and employing sector/country knowledge.
- Build and maintain strong relationships with existing and potential FIG clients, investors, arrangers and other key stakeholders (development partners, government, World Bank) of the financial sector community to further develop the sector and to develop specific investment opportunities.
- Mobilize other investors alongside IFC.
- Engage with mid and senior-level clients of projects to understand their business directions and challenges that may lead to new opportunities, and support design of client engagement plans, as applicable.
- Lead investment transactions incorporating lessons learned from IFC’s earlier investments and portfolio management.
- Support upstream initiatives across the World Bank to unlock constraints to financial sector growth and inclusion in the region and globally.
- As team leader and sector investment specialist, evaluate, structure, negotiate, and close new transactions, portfolio restructurings, rescheduling, capital increases, equity sales, as necessary.
- Use strong negotiation skills to develop solutions and overcome impasses in complex transactions.
- Build productive and mutually beneficial relationships/networks internally and externally to identify business opportunities, discuss structuring alternatives, and resolve issues.
- Collaborate in developing client strategies/ engagement plans and pitch books for industry and countries.
- Develop innovative and appropriate financial structures for complex transactions.
- Lead term sheet negotiation/legal documentation process; use strong negotiation skills to develop solutions and overcome impasses in straightforward and complex transactions.
- Mentor and coach less-experienced staff and help build talent and grow skill base of staff.
- Coordinate closely with social, environmental, governance, and technical assistance colleagues in order to add value to our clients’ businesses, find pragmatic solutions to the specific sector challenges, and achieve sustainable development impact.
- Monitor complex portfolio projects supporting value contribution and development impact to IFC’s debt and equity investment portfolio: lead active portfolio management and negotiations to maximize financial and development effectiveness results.
- Review and analyze the financial and operating performance of clients, including covenant compliance reviews and impact reporting; prepare quarterly risk ratings, annual supervision and other management reports as well as country strategy papers, briefs and project profiles.
- Responsible for rating reviews or loan loss reserve on a quarterly basis for the overall assigned portfolio and monitor changes to risk flags to determine performance of assigned portfolio with limited supervision.
- Apply knowledge of project/portfolio lifecycle to identify and meet critical path milestones, and to implement tasks (including production of documents) in a timely and high-quality fashion for the processing or supervision of projects.
- Supervise and ensure quality of portfolio reporting information prepared by junior staff, providing broader industry, sub-sector and country perspective into project risks and issues.
Selection Criteria
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- Master’s degree in finance or similar relevant education; accreditation as a CFA or CPA is considered a plus;
- At least 10-14 years of relevant experience in the financial sector, including a solid operational understanding of commercial banks and other financial entities in Africa.
- Demonstrated network of top-level contacts in the financial services and investment industries in Africa.
- Documented experience and expertise in identifying, evaluating, structuring and negotiating private debt and equity investments; experience in portfolio management.
- Sound business judgment and strong problem solving/negotiation skills to identify issues and present creative, practical solutions.
- Ability to work effectively on simultaneous projects under time pressure.
- Capacity to deal with conflicting priorities and deliver high quality work on schedule; facility to work successfully in multicultural teams and across boundaries.
- Ability to build and maintain relationships with the business community and governmental authorities, as needed.
- Proactiveness, strong business development and client relationship skills, and ability to focus on client needs effectively.
- Ability to interact directly and independently with the senior management of potential clients, financial and technical partners, as well as senior government officials.
- Sound business judgment in identifying potential business partners and investment opportunities.
- Ability to draft documents and reports that are concise, well-organized, and appropriately focused on most critical points that are relevant to the target audience.
- Excellent verbal and written communication skills in English. French/ will be a plus.
- Strong interpersonal skills, ability to interact effectively with clients and colleagues.
- Team player; Ability to work sensitively and effectively in a multicultural setting.
- Takes personal responsibility and accountability for timely response to client queries, requests or needs, working to remove obstacles that may impede execution or overall success.
- Willing to travel to various regions in Africa (as long as safety standards are met based on the World Bank standards).
- Strong passion in sustainable economic development.
- Exceptional attention to detail.
- Strong research and quantitative skills.
- Strong Computer skills to develop user-friendly/punchy analyses/presentations (word, excel, and PowerPoint).
World Bank Group Core Competencies
The World Bank Group offers comprehensive benefits, including a retirement plan; medical, life and disability insurance; and paid leave, including parental leave, as well as reasonable accommodations for individuals with disabilities.
We are proud to be an equal opportunity and inclusive employer with a dedicated and committed workforce, and do not discriminate based on gender, gender identity, religion, race, ethnicity, sexual orientation, or disability.
Please apply on the official website using the link(s) below
Location: Remote, Work from Anywhere
Salary: $200,000 Annually
Benefits: Health Insurance, Flexible/Unlimited PTO, Paid Vacation
Title: Head of Sales (Capital Markets)
Location: Worldwide – Remote
JobDescription:
Who are we?
Invisible has experienced exponential growth, quadrupling in size year over year for the past three years. Operating as a profitable business, we maintain a near complete ownership stake, with a firm foundation built on robust financial management. As part of our commitment to our team, we are excited to offer substantial equity compensation, presenting a life-changing equity opportunity for our Partners.
Invisible Technologies stands at the forefront of operations innovation. We remove strategic roadblocks for clients, providing solutions to the worlds most complex business problems. A technology-led managed execution service, our success is driven by our powerful process orchestration platform, which blends the perfect mix of artificial and human intelligence with automation to create extraordinary growth and scale opportunities for clients.
We believe that
- Our Mission is to unlock the creative potential of people and companies; we are the engine that powers innovation.
- Our Clients are pioneers of innovation; in industries ranging from AI to insurance to solar, many of our clients are well-known and on the cutting edge of technology and strategy.
- Ownership is our guiding value; every partner on the team is the CEO of their area – each of us are empowered to jump in and solve the problems in front of us.
- Meritocracy creates alignment; the value someone produces should be reflected back in the position of responsibility and compensation that they receive.
- Transparency is vital for us to run an entirely remote organization; what one of us knows, all of us should know.
Your Mission
As an entrepreneurial sales leader, you are driven to take ownership of your vertical as if it were your own business. You thrive on the challenge of running your own P/L and are eager to build and grow your team. You understand that success is not always a straight line and are comfortable with adapting and evolving your playbook as needed to achieve consistent growth.
This is not your typical sales leadership role. Here, you will have the benefits and resources of Invisible Technologies to support you on your journey of building out new or existing verticals, while also having the freedom to operate like your own start-up.
While other roles may offer higher pay, stability, or an established book of business, this role speaks to a select few individuals who are motivated by the prospect of taking charge of their own destiny. It will be challenging at times, and may even seem insurmountable, but the rewards can be great for those who are successful.
Invisible has made significant in-roads within the Capital Markets sector. Your primary mandate will be to add structure, process and a scalable path to gaining ever more traction within this vertical.
If the idea of running your own vertical excites you, and you are eager to take on this unique opportunity, we encourage you to apply. However, we understand that this may not be the right
fit for everyone, and that’s perfectly okay too.
The pillars of your responsibility will include:
- Developing and implementing a comprehensive go-to-market strategy, utilizing best practices and optimizing sales and marketing strategies to ensure success.
- Driving performance and alignment across the sales and marketing functions to achieve growth targets.
- Collaborating with the Customer Success Department to develop and execute retention and expansion strategies that keep customers engaged and satisfied.
- Using a data-driven approach and ROI mentality to evaluate, execute, and monitor go-to-market activities, ensuring that resources are being utilized effectively.
- Taking accountability for results by focusing on both short- and long-term strategies, accurately forecasting and meeting or exceeding agreed-upon bookings and growth targets.
- Scaling the sales organization by recruiting, training, and retaining a highly skilled, diverse, and ownership-focused team.
- Collaborating with sales management to optimize the selling process, including forecast methodologies, sales strategy, sales management systems, and compensation programs, while implementing effective operational processes and discipline.
- Work closely with the Head of Marketing to develop marketing strategies using data-driven approaches and concise reporting to turn them into quantifiable outcomes that improve efficiency, conversion rates, pipeline, and bookings.
- Leveraging market research to define the Company’s ideal customer profile and assess additional verticals for new business generation and continued expansion.
Who we want
Additional qualifications that are not required but would be desired are:
- Demonstrated history of scaling businesses to over 100M+ ARR, showcasing a proven ability to drive significant growth at scale.
- Deep understanding of the Capital Markets vertical. Can you connect our offerings with the verticals burning needs.
- 10+ years of successful leadership experience in enterprise/complex consultative sales, having managed all aspects of go-to-market strategies while driving revenue growth
- Proven ability to drive revenue growth through innovative product development, effective marketing, branding, and strategic partnerships.
- Substantial experience in team leadership and P&L management, with a track record of successfully executing on business strategies.
- Demonstrated success in creating, defining, and implementing go-to-market strategies that drive revenue growth and market expansion.
- An exceptional team player with outstanding communication, presentation, and executive presence skills.
- Proven success in building and motivating high-performing sales teams, consistently delivering on quarterly bookings and ARR targets.
- Proficient in the use of CRM and sales enablement tools to support the building, analysis, and optimization of the sales process.
Compensation & Benefits
- $200k base – $600k OTE + generous equity
- Working Times: US (EST or PST) Hours
- Additional opportunities to earn more equity and increase your ownership percentage of the company, through promotions and through re-distribution of re-acquired shares via buybacks.
- Healthcare Benefits (or Stipend Option)
- Flexible Work Schedule / Unlimited Vacation Days
