Head of Sales A2P SMS

Overview

Business Development & Revenue Growth

• Develop and execute the global sales strategy for A2P SMS services.
• Identify, approach, and onboard new clients generating A2P SMS traffic.
• Build strategic relationships with CPaaS providers, SMS aggregators, enterprises, fintech companies, social media platforms, authentication providers, and digital service providers.
• Manage the entire sales cycle from prospecting and negotiation to contract execution and traffic launch.
• Achieve and exceed revenue, gross profit, and traffic volume targets.

Client Acquisition & Account Management

• Develop a pipeline of qualified opportunities across international markets.
• Expand existing customer relationships and increase traffic volumes from current accounts.
• Conduct commercial negotiations and manage contractual agreements.
• Ensure high levels of customer satisfaction and long-term retention.
• Act as the primary commercial contact for key strategic accounts.

Commercial Management

• Monitor revenue, margin, and profitability across customer portfolios.
• Work closely with routing and operations teams to maximize commercial performance.
• Participate in pricing strategy development and customer-specific pricing negotiations.
• Evaluate business opportunities based on traffic quality, profitability, and long-term potential.

Market Expansion

• Identify new markets, regions, and verticals for business growth.
• Analyze market trends, competitor activity, and industry developments.
• Develop go-to-market strategies for new products and messaging solutions.
• Support the company's expansion into emerging messaging technologies, including RCS and CPaaS services.

Leadership & Team Management

• Build, manage, and mentor a high-performing international sales team.
• Define KPIs, sales targets, and performance metrics.
• Implement sales processes, forecasting methodologies, and CRM best practices.
• Conduct regular performance reviews and coaching sessions.

Industry Representation

• Represent the company at international telecom and messaging events.
• Establish and maintain relationships with industry stakeholders, operators, aggregators, and technology providers.
• Promote the company's brand and commercial capabilities within the global messaging ecosystem.

Experience

• Minimum 5 years of experience in A2P SMS, messaging, or telecommunications sales.
• Minimum 3 years of leadership experience managing commercial or sales teams.
• Proven track record of generating revenue and acquiring international messaging clients.
• Demonstrated success in negotiating high-value commercial agreements.
• Existing network of industry contacts within the messaging and telecommunications sector.

Industry Knowledge

• Strong understanding of:
• A2P SMS ecosystem and value chain.
• SMS aggregation and SMS Hub business models.
• Direct carrier connectivity and wholesale messaging.
• International SMS routing and traffic management.
• OTP, authentication, transactional, and notification messaging.
• CPaaS platforms and messaging APIs.
• SMS pricing models and margin optimization.
• Mobile operator relationships and interconnect agreements.
• Messaging compliance and anti-fraud practices.

Skills

• Strategic sales leadership.
• Enterprise and wholesale telecom sales.
• High-level negotiation and relationship management.
• Commercial and financial analysis.
• Revenue forecasting and pipeline management.
• Strong presentation and communication skills.
• CRM and sales process management.
• Excellent stakeholder management abilities.

Languages

• Fluent English (written and spoken).
• Additional languages are considered an advantage.

Key Performance Indicators (KPIs)

• Monthly A2P SMS traffic volume generated.
• Revenue growth.
• Gross profit and margin performance.
• Number of new strategic clients acquired.
• Customer retention rate.
• Expansion of existing customer accounts.
• Pipeline value and forecast accuracy.
• Achievement of quarterly and annual sales targets.

Preferred Qualifications

• Previous experience with international messaging providers, SMS aggregators, CPaaS companies, or mobile operators.
• Existing portfolio of active customers and industry relationships.
• Experience attending and conducting business at major telecom and messaging conferences.
• Knowledge of RCS Business Messaging and emerging communication technologies.
• Experience managing sales across multiple international regions.

Critical Success Factors

• The successful candidate should be able to demonstrate:
• An active network of decision-makers within the A2P SMS industry.
• The ability to bring new business opportunities within the first 90 days.
• Strong understanding of messaging economics, routing, and margin management.
• A proven history of scaling revenue in a competitive telecommunications environment.
• Entrepreneurial mindset with a results-driven approach.