Account Executive (New Business)

Our Scrums.Com Story

At Scrums.com (formerly SovTech), we believe the future of software lies in the talent, innovation, and creativity found on the African continent. For over a decade, we have been pioneering world-class software development for a global audience. We are the leading custom software development company from Africa that, like any great tech company, was founded in a garage. Scrums.com has now grown to more than 350 of the best AI-powered software engineering experts, building world-class platforms for growing businesses across four cities on three continents.

‍Looking ahead, we remain committed to growing Africa's tech ecosystems. Africa is home to the world's youngest population, with over 50% of Africans under the age of 25. Recent estimates indicate there are over 700,000 professional software developers across Africa today. That number is projected to double by 2025. We believe in the future of African tech talent and the impact it will have on scaling global companies.

Accelerating business growth with expert tech talent

Trusted by 400+ companies, Scrums.com helps businesses scale with our cloud-based engineering subscription platform, offering consistent, cost-effective AI-powered experts, teams, and reliable developer analytics. 

Our Culture

Our culture is underpinned by 8 core values. 

Earth’s leading software company from Africa- that's where we're going.

Why Join Us?

Be part of a dynamic, people-first team that’s showcasing and advancing Africa’s tech landscape on the global scale. At Scrums.com, we celebrate your individuality, empower your decision-making, and create meaningful experiences. Together, we’re driving innovation and building  exceptional teams 🚀 Take a look at some of the highlights:

Embrace Our African Talent Footprint, Flexibility, and Autonomy 🌍

• At Scrums.com, we champion an empowered workplace where you shape the culture, influence decisions on tech stacks, and take charge of user testing—all while working from wherever you thrive best across our interconnected Guilds.
• Our distributed teams span South Africa, Nigeria, Kenya, Zimbabwe, and other parts of the continent, showcasing the diversity and brilliance of African talent.

The Scrums.com Vibes 💙

• Annual Foos-Fest ⚽️ : Showcase your skills at our legendary Foosball Festival and take home quirky, sought-after awards.
• AI-Powered Hackathons 💻 : Collaborate with your team to create innovative, market-ready products in just 24 hours—all while enjoying live music and family-friendly fun.
• Year-End Celebrations 🏞️ : Reflect and connect at our unforgettable year-end events, a decade-old tradition we continue to cherish.
• Popcorn Fridays, Dev Chats, and Braais🍿 : Bond with colleagues over insightful discussions and sizzling good vibes.
• Fluid Clubs🥾 : Join like-minded peers in activities like hiking, running, and more to foster shared interests beyond work.
• Weekly All-Hands 🙌 : Stay inspired and in the loop with our weekly All-Hands sessions that bring us together as one team.
• Explore Week 🐘 : Our annual tradition encourages you to work from anywhere around the globe for one exciting week—freedom meets inspiration!

Scrums.com Rewards & Recognition 🎉

• Stacos (our company currency) : Reward and recognise your peers with Stacos and exchange them for cool vouchers to celebrate accomplishments big and small.
• Commission Incentives : Unlock attractive rewards for successful business development leads and employee referrals.

Continued Career Growth & Support 🔑

• Internal AI Platforms : We empower our teams with access to both closed and open source LLM’s that make work easier and empower your professional growth. We love AI! 
• High-Performance Culture : Stay aligned and on track with OKRs (Objectives and Key Results) and structured annual reviews.
• Personalized Mentorship : Receive dedicated guidance from leadership and the Talent SuccessTeam through one-on-one sessions and quarterly check-ins tailored to your career aspirations.

Our teams are powered by AI—Transforming How We Work 🤖

• Our teams embrace cutting-edge AI platforms, agents and tools, creating smarter workflows and accelerating career development with AI. 
• OpenAI, Anthropic, Llama - we use them all so choose what suits you best!
• You don’t need your own licenses - we cover the costs and have our own internal AI platforms that gives you access to them all in a secure environment. 

Outstanding Employee Benefits* ➕

• Discovery Medical Aid : Prioritizing your health with the best care.
• Half-Day Birthday Leave : Celebrate your special day with an afternoon off!
• Family responsibility & Parental Benefits : Providing full support for a meaningful work-life balance.
• *Please note: Benefits may vary depending on employment type
• Join us and be part of a dynamic, supportive team that’s making waves across Africa.

Requirements

Role Overview

At Scrums.com, Account Executives (AEs) are responsible for driving net new business growth. You will own the full sales cycle, from qualified lead (SQL) through to closed-won, working directly with prospective clients to uncover their needs, showcase our platform, and close deals that fuel our growth. This role is for a hunter, someone who thrives on finding and winning new opportunities, building trust quickly, and representing Scrums.com as the world’s first Software Engineering Orchestration Platform (SEOP).

Key Responsibilities

1. New Business Generation

• Own the full sales cycle: discovery, demos, proposals, negotiations, and closing.
• Proactively prospect and create opportunities through outreach, social selling, and networking.
• Consistently build and maintain a healthy pipeline of new opportunities.

2. Discovery & Solution Selling

• Conduct in-depth discovery sessions to understand client needs, goals, and challenges.
• Align client challenges with Scrums.com’s SEOP solutions (AI Agents, Dedicated Teams, PDaaS, Staff Aug).
• Deliver impactful demos and presentations that showcase ROI and business value.

3. Deal Management & Accuracy

• Maintain deal hygiene in HubSpot: pipeline stages, forecasts, notes, and contract details.
• Work closely with Legal and Finance to ensure compliant contracts and accurate order forms.
• Accurately forecast monthly and quarterly bookings.

4. Closing & Revenue Targets

• Consistently achieve or exceed sales targets (monthly/quarterly ARR and new logo acquisition).
• Drive subscription-based deals with clear ROI for prospects.
• Navigate complex deal cycles, influencing multiple stakeholders (CTOs, CIOs, Engineering Managers).
• Work with Marketing to align campaigns to target personas.
• Collaborate with Client Partners for smooth handovers post-close.
• Provide feedback to Product on market needs and competitive trends.
• Qualities of a High-Performing AE

5. Internal Collaboration

We expect all AEs in the Grow Stream to embody the same values that drive our high-performing teams:

• Humble → Respectful, grounded, and eager to mentor others.
• Relationship-Focused → Build genuine trust that earns long-term loyalty.
• Strong Social Media Presence → Leverage LinkedIn and thought leadership to generate inbound interest.
• Clear & Simple Communication → Cut through complexity and speak the client’s language.
• Audience-Tailored → Adapt tone and detail to resonate with prospects.
• Engaging & Attentive → Show genuine interest in client needs—no buzzwords, just value.
• Decisive & Action-Oriented → Move fast, learn from losses, and focus on the next win.
• Smart Under Pressure → Handle pricing, negotiations, and client objections with calm judgment.

Performance Metrics

Success for AEs is measured by new business growth:

• New Logos Closed (monthly/quarterly).
• New Booked ARR (target attainment %).
• Pipeline Creation (opportunities generated through self-sourced + BDR partnerships).
• Deal Accuracy in HubSpot (stage hygiene, notes, forecasts).
• Sales Cycle Efficiency (time from SQL to close).

What We’re Looking For

• 2–5+ years of SaaS sales experience in a closing role.
• Proven track record of consistently hitting/exceeding quota.
• Skilled in consultative and solution-based selling to technical and executive personas.
• Strong commercial acumen and ability to build ROI-driven business cases.
• Comfortable navigating complex deals with multiple stakeholders.
• Growth mindset and hunger to win in a fast-paced, high-performance environment.
• Competitive base salary + uncapped commission structure.
• Incentives for exceeding quotas (spiffs, bonuses, recognition).

Compensation & Growth

• Career growth into Enterprise AE, Sales Manager, or International AE roles as Scrums.com scales.

Why Join Scrums.Com?

At Scrums.com, we’re not just selling software services, we’re building the future of Software Engineering Orchestration. You’ll be joining a sports-inspired, performance-driven culture where results are celebrated, and every win is a team win. As an AE, you’ll be on the frontlines of growth, helping top FinTechs, SaaS scaleups, and global enterprises accelerate their software delivery with AI-powered orchestration.