Capi is building the financial infrastructure for emerging markets trade.
Backed by $18M+ from top-tier investors like Creandum, Y Combinator, General Catalyst, and angels from Revolut, Checkout, Stripe, and Remitly, we’re building the financial infrastructure that emerging markets deserve.
Our mission is to grow GDP in emerging markets by making the global financial system fairer and more accessible. We’re tackling global trade, making it easier for importers to pay their international suppliers. Our platform enables businesses to expand rapidly, create jobs, and be engines of prosperity for their countries.
Our team is made up of approx 100 people across 10 countries; we are a group of a highly-ambitious, get-it-done people, who like to work hard on something that has a tangible impact in the world. And we’re looking for more people to join our team!
Take a look through Capi’s mission & values.
About the Commercial Team
The Commercial team is at the heart of Capi's growth. We bring together market strategy, commercial execution, customer relationships, and regional expansion to build and scale Capi's presence across Africa.
We are a team of ambitious, analytical, and entrepreneurial operators who combine deep market understanding with rigorous execution. We work closely with customers, partners, institutions, and internal teams to identify opportunities, solve complex problems, and turn market insight into sustainable growth.
Our teams operate with a high degree of ownership and accountability, using data and strong operating systems to make better decisions, measure performance, and continuously improve how we work. As Capi scales, we are focused not only on winning in individual markets, but on building the systems, processes, and capabilities that allow the business to scale efficiently across the region.
The Commercial team works closely with Product, Operations, Finance, Compliance, and other functions to ensure that our growth is sustainable, customer-led, and aligned with Capi's broader strategy.
Role Overview
We are looking for a highly analytical, strategic, and hands-on Regional General Manager to help build and scale Capi's commercial organization across the region.
Reporting to the Head of Growth and as a member of COMEX, you will sit at the intersection of regional strategy, commercial performance, market expansion, and country leadership.
Your primary responsibility will be to build high-performing country teams and develop Commercial Team Leads into future Country General Managers. You will provide the structure, coaching, data, systems, and strategic support they need to progressively take ownership of their markets.
You will also play a key role in building the regional infrastructure that enables Capi to scale: establishing performance management systems, identifying opportunities across markets, supporting licensing and regulatory initiatives, and developing relationships with major institutions such as BCEAO and other regional stakeholders.
This is a senior operating role for someone who enjoys building systems as much as building businesses. You will need to move comfortably between strategy and execution, using data to understand what is happening across markets, identifying where teams need support, and creating repeatable processes that allow Capi to grow efficiently.
Key Responsibilities
Regional Commercial Strategy & Performance
Support the Head of Growth in defining and executing Capi's regional commercial strategy.
Monitor and drive commercial performance across countries, including transaction volume, revenue, customer acquisition, retention, and profitability.
Establish clear regional KPIs, reporting structures, and operating rhythms.
Build dashboards and performance management systems that provide a clear view of business performance across markets.
Identify performance gaps, diagnose their root causes, and work with country teams to develop corrective action plans.
Identify opportunities to replicate successful strategies, customer segments, partnerships, and commercial practices across countries.
Provide regular analysis and recommendations to COMEX on regional performance and opportunities.
Team Leadership & People Development
Lead and coach Commercial Team Leads across countries, helping them grow into strong, autonomous Country General Managers.
Establish clear expectations, objectives, and development plans for each Commercial Team Lead.
Develop their capabilities across commercial strategy, financial management, people leadership, operations, and stakeholder management.
Gradually increase their scope and autonomy as their markets and leadership capabilities mature.
Identify future country leaders and build a strong internal leadership pipeline.
Support Commercial Team Leads in hiring, structuring, and developing their local teams.
Create a culture of ownership, accountability, and continuous improvement across countries.
Systems, Processes & Operational Excellence
Build scalable systems and processes that allow Capi's commercial organization to operate consistently across markets.
Develop regional playbooks covering sales, customer management, forecasting, reporting, partnerships, and market development.
Standardize planning and forecasting processes across countries while allowing for local market differences.
Improve the quality and use of data across the commercial organization, including HubSpot and other business intelligence tools.
Identify operational bottlenecks and build solutions that improve efficiency and execution.
Ensure that lessons learned in one market are captured and translated into repeatable regional practices.
Market Expansion & Regulatory Strategy
Support Capi's expansion into new markets by assessing commercial, operational, and regulatory opportunities and risks.
Work closely with Compliance, Legal, Operations, and leadership on licensing and regulatory initiatives.
Help coordinate Capi's approach to regulatory engagement across the region.
Build and maintain strong relationships with regulators, central banks, payment networks, banks, and other strategic institutions.
Represent Capi in discussions with major regional institutions, including BCEAO, and help establish Capi as a credible long-term partner.
Monitor regulatory and market developments and translate them into actionable recommendations for Capi's leadership.
Strategic Partnerships & Institutional Relationships
Develop relationships with major financial institutions, ecosystem partners, and regional stakeholders.
Support Country Leads in developing strategic local relationships while owning key regional relationships.
Identify partnerships that can accelerate Capi's growth, improve infrastructure, or strengthen our market position.
Represent Capi externally when senior-level engagement is required.
Cross-Functional Leadership
Act as a key bridge between country teams and Capi's central functions.
Work closely with Product, Operations, Finance, Compliance, and Marketing to ensure regional priorities are aligned.
Bring market and customer insights into company-wide strategic discussions.
Help prioritize initiatives based on commercial impact, customer needs, and operational feasibility.
Contribute actively to COMEX discussions and company-wide decision making.
What Success Looks Like
In this role, success is not simply measured by regional revenue growth. It is measured by the strength of the organization you build.
After 12–24 months, we expect to see:
Strong, data-driven commercial performance across the region.
Commercial Team Leads who are increasingly autonomous and capable of operating as Country General Managers.
A clear and repeatable path for developing and promoting country leadership.
Consistent commercial processes, reporting, and operating rhythms across markets.
Stronger relationships with regulators, BCEAO, financial institutions, and other strategic stakeholders.
Scalable systems that allow Capi to launch and grow new markets more efficiently.
A regional organization that can grow without adding unnecessary complexity.
Requirements
Experience
10+ years of experience in commercial leadership, general management, strategy, consulting, operations, or business development.
Proven experience managing or developing teams across multiple markets, business units, or countries.
Strong track record of building systems, processes, and operating models in a high-growth environment.
Experience in fintech, payments, banking, financial services, or B2B technology is strongly preferred.
Experience working with regulators, financial institutions, or licensing processes is highly desirable.
Strong understanding of African markets, particularly West Africa, is a significant advantage.
Skills & Competencies
Highly analytical: able to quickly understand business performance, identify patterns, and turn data into clear decisions and actions.
Strong systems thinker: naturally looks for ways to build processes, tools, and operating models that scale beyond individuals.
Exceptional people leader: able to coach high-potential leaders and progressively develop them into autonomous General Managers.
Commercially minded: understands how to translate market opportunities into revenue, transaction volume, and sustainable growth.
Strategic and hands-on: comfortable moving from a COMEX-level discussion to working directly with a country team to solve a problem.
Strong stakeholder manager: credible with executives, regulators, banks, institutions, and external partners.
Excellent communicator: able to create clarity, align teams, and communicate complex topics simply.
Strong financial and operational judgment.
Fluent in English; French
Additional Attributes
Entrepreneurial and comfortable operating in ambiguity.
Obsessed with building scalable systems rather than solving the same problem repeatedly.
High ownership and strong sense of accountability.
Naturally curious and constantly looking for ways to improve how the organization operates.
Enjoys developing people and takes pride in building future leaders.
Comfortable operating across different cultures, markets, and levels of the organization.
Willing to travel regularly across the region.
Strong alignment with Capi's mission to make international payments simpler, faster, and more accessible for African businesses.
Additional Information
Full-time position with competitive salary, share options, and benefits.
Significant travel across the region will be required.
The Regional General Manager will report to the Head of Growth and be a member of COMEX.
Capi is an equal opportunity employer and welcomes candidates from diverse backgrounds. We’re all about building a diverse, inclusive team at Capi. Whoever you are, we’d love to hear from you. If there’s anything you need to make the interview process easier—whether it’s accessibility support, a different format, or just a heads-up about what to expect—just let us know, we’re happy to help.
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