Laveka Nketani

Revenue Operations and Commercial leader with more than 10 years of experience building predictable revenue across enterprise SaaS and professional services. Experienced in CRM optimisation, customer lifecycle management, forecasting, commercial planning, and executive governance, with a track record of improving revenue growth, strengthening customer retention, and aligning cross-functional teams around measurable business outcomes.

Account Director at Tilte Solutions SA (2024-01 – Present)

Enterprise Growth & Commercial Governance

• Developed and delivered the FY26 commercial strategy for Absa, achieving 31.6% year-on-year revenue growth through account expansion, contract renewals, and new revenue opportunities across the portfolio.
• Managed Net Revenue Retention across 15 Absa business units, leading renewal strategies, reducing churn risk, and identifying growth opportunities that resulted in a 100% renewal rate for FY26.
• Built a monthly revenue reporting process across Jira, CRM, Pastel, and sales dashboards, partnering with Finance and Sales to reconcile completed projects and revenue, validate invoicing, calculate quarterly commission incentives, and improve gross revenue reporting accuracy.
• Partnered with the Growth Director and executive leadership to develop pricing strategies, commercial proposals, presentations, and solution packaging that increased deal value and identified opportunities to productise existing services into scalable commercial offerings.
• Led executive governance with Absa through Quarterly Business Reviews (QBRs), bringing together Finance, Sales, Delivery, Customer Success, and Group Procurement to review contract and SLA performance, forecast future demand, manage commercial and data risk, and support long-term account growth.

Business Development and Channel Management at Trinity IoT Telecoms (2020-10 – 2023-12)

Revenue Operations, GTM Execution & Partner Growth

• Scaled the MTN SaaS partnership by growing channel net-new revenue by 50% across four African markets through new BU onboarding, creating and distributing sales collateral to support team members, hosting product training sessions and promotional events with MTN's account managers, and aligned target and incentives to their sales plans and processes to drive their daily actions to offer better forecasting and close more deals.
• Managed the channel sales pipeline with MTN, of 200+ monthly leads and 140+ opportunities, by working with BU sales managers, and 30+ account managers, by implementing scoring and prioritising metrics to improve lead conversion. Supported deal progression throughout deal stages by collecting and managing deal data and insights, and used it to amend sales intervention, like improving MQLs and revitalizing dormant deals through engagement tactics, using HubSpot's workflows and automations. The engaging content re-activated 25% of dormant prospects to closure.
• Managed the customer lifecycle journey on Hubspot from ABM initiatives, working with marketing, to onboarding with the project and customer satisfaction teams, through to expansion and retention with account managers. Mapped and documented the journey on to a SOP which integrated customer engagement strategies to drive customer behaviour towards retention, sales or service at all touchpoints for B2B and B2B2C.
• Redesigned CRM deal structures to accurately allocate shared contract revenue across two business units, improving BU financial reporting, delivery ownership and fast-tracking hand-over, resource planning, and revenue visibility, forecasting and tracking across Finance and client-facing teams.
• Produced ROI and commercial performance analysis with the Commercial Director and Division Head at MTN to report and account for channel sales performance through Quarterly Business Reviews and influenced decisions to ramp-up renewal strategies, product and marketing investment decisions, and growth strategy.
• Partnered with Product and R&D to translate customer feedback from the competitive analysis I conducted into product improvements based on customer requests that strengthened the product's market positioning and increased customer adoption through new features and capabilities.
• Partnered with cross-functional teams to implement CRM workflows, automations, and customer engagement programmes that proactively surfaced seasonal campaign opportunities within existing client accounts, to distribute offers and generated new ad hoc revenue opportunities across the Marketing Operations business unit.
• Met with the Commercial Director and the Finance Manager to update on the monthly variance in usage volumes that determined monthly billing and commission.
• Drove the partner incentive program.

Customer Experience Manager / CX Consultant at Illation (Pty) Ltd (2016-08 – 2020-09)

Go-to-Market Strategy, Pipeline Operations & Enterprise Growth

• Generated over R10 million in new business revenue within the first year by developing cold enterprise relationships, leading solution-based sales engagements, and closing complex opportunities involving stacked technology deals.
• Built and maintained a R21 million qualified sales pipeline by developing go-to-market strategies for six technology solutions, sourced globally, introducing structured prospecting, and driving enterprise demand generation.
• Maintained clean pipeline governance and revenue forecasting, providing leadership with accurate commercial reporting to support sales planning, resource allocation, and revenue growth.
• Partnered with the Business Enablement department to refine solution positioning, strengthen go-to-market execution, and generate qualified outbound opportunities.
• Positioned Illation as a preferred enterprise supplier by leading commercial proposals and RFP responses that secured multi-million-rand opportunities within the private and public sector.
• Managed up to 20 accounts by identifying client service and expansion opportunities, strengthening customer relationships, delivering on ROI and supporting long-term recurring revenue growth.

Certification in Revenue Operations Certification – HubSpot Academy

Programme in Corporate Governance Programme – Director's Association

Programme in 3H Leadership Programme – Lockstep Global Leadership Consultancy

Professional in Global Business Development Professional – Global Business Development Association

Practitioner in Global Growth Practitioner – Global Business Development Association

Certification in AWS Cloud Practitioner – Amazon Web Services

Certification in IoT and Business Digitization – Cisco

BA in Business and Marketing – STADIO Higher Education (formerly LISOF)