Gertrude Umeh is a seasoned Business Development Executive at Risevest, one of Africa’s leading FinTech companies, where she has honed her skills over the past three years. With a passion for problem-solving and driving impact through technology, Gertrude transitioned into the tech industry from an educational background, demonstrating her adaptability and drive for continuous growth. She holds a degree in English Language and Literature and initially pursued a career in media. However, after challenges in securing a media role, she turned to teaching, where she became a certified Montessori teacher and worked in education for several years.
Her path took an inspiring turn when she decided to venture into tech, driven by her curiosity and admiration for tech founders who were solving critical problems through innovative solutions. In a pivotal moment, Gertrude reached out to Eke Urum, CEO of Risevest, and expressed her desire to transition into tech. This bold move led to an opportunity in tech sales, a field she hadn’t initially considered but has since embraced wholeheartedly.
Starting as a Sales Associate, she quickly rose through the ranks, earning a promotion to Sales Development Representative (SDR) within a year. Through determination and continuous learning, Gertrude discovered her passion for tech sales and immersed herself in the global tech sales community.
In this exclusive conversation, Gertrude Umeh opens up about her transformative journey from an education background to becoming a key player in Africa’s burgeoning tech sales industry. She shares insights into her transition from being a Montessori teacher to a Business Development Executive at Risevest, the challenges she overcame, and how a bold outreach to Risevest’s CEO, Eke Urum, changed the course of her career.
Can we get to know you?
My name is Gertrude Umeh, and I am a Business Development Executive at Risevest, one of Africa’s leading FinTech companies. I’ve been in this role for three years now, driving growth and expanding opportunities in the tech space. In addition to my work at Risevest, I co-founded a tech sales community called Tech Sales Nexus with Akachi Omeri. We started the community about six months ago, and the journey has been incredible so far as we’ve worked to grow and support tech sales professionals.
On the personal side, I’m a proud mother of four, and balancing my career and family life has been an important part of my journey. That’s a quick snapshot of who I am, and I’m excited to share more about my passions and interests as we continue this conversation.
Tea or coffee? Which one gets you up and going in the morning?
Oh, I love green tea! It’s my go-to drink. I don’t really do coffee, though I’ll have it occasionally. But every day, without fail, I have my green tea.
Can you tell us about your journey in tech sales?
My journey in tech sales has been both unexpected and rewarding. I originally come from an education background, having studied English Language and Literature. After university, I briefly worked in media, but when opportunities in that field didn’t pan out, I turned to teaching and became a certified Montessori teacher, working for about three years. However, I always felt I wanted more for myself and became intrigued by the tech world after following several founders on Twitter.
Inspired by the innovations and problems they were solving, I decided to reach out to Eke Urum, the CEO of Risevest and expressed my interest in transitioning to tech. He offered me a sales associate role, and I eagerly accepted, determined to get my foot in the door. After about a year, I was promoted to SDR, and that’s when I truly began to immerse myself in tech sales, joining communities both locally and internationally. Instead of just transitioning into a different role, I realized tech sales was where I wanted to grow and succeed.
Do you have any role models or mentors who influenced your career path?
I joined several tech sales communities, both in Nigeria and the US, and I was deeply impressed by their passion for the field. This enthusiasm greatly influenced me. While I had some sales experience, I never imagined pursuing it as a career until I discovered the opportunities in tech sales. Learning about the thriving careers and growth trajectories in this field was eye-opening and fueled my curiosity.
Although I don’t have a single mentor, I’ve been greatly influenced by a number of voices in the tech sales community. Notable figures like Ty Smith, Melissa Gaglione, Zoya Segelbacher, and others on LinkedIn have significantly impacted my career journey. Recently, I also connected with Miriam, a Ghanaian based in the UK, who has already made a profound impact on my career in a short time.
You are the co-founder of a tech community. What was the vision behind creating Tech Sales Nexus?
Tech Sales Nexus was created to address the need for a dedicated community that highlights and supports the tech sales profession. Despite having worked in tech sales for over a year, I initially didn’t even recognize it as such. There’s a lack of recognition and support for sales roles, even though businesses understand the importance of sales and the need for salespeople.
Often, there’s a tendency to use euphemisms to avoid directly acknowledging a sales role, which can undermine the significance of the career. Tech Sales Nexus aims to change this perception by showcasing sales as a legitimate and valuable career path. We want to help the next generation and current sales professionals see their roles as integral to a larger goal and worth celebrating.
Our community is designed to support tech sales professionals and anyone interested in sales, offering guidance and fostering a collaborative learning environment. While none of us claim to be experts, we are all committed to learning together and advancing the businesses we work with.
What does a typical day in your current role look like?
A typical day in my current role starts with my morning routine, which includes exercise and prayer, as I am a devoted Christian. After that, I get ready for work. I rely on my notepad for jotting down tasks and follow-ups from previous days, though I also use note-taking apps.
From 9 a.m. to around 10:30 a.m., I focus on prospecting and lead generation. My meetings usually begin around 11 a.m., but today, I had a 10 a.m. meeting with the retention team. As one of the senior business development executives at Risevest, I work with my colleagues to manage the retention and affiliate teams at Risevest and strategize on improving their performance.
After the meeting, I return to prospecting and lead generation. I prefer to schedule client meetings in the afternoons, though I accommodate morning requests if needed. Lunch follows, and then it’s back to reaching out to clients and attending more meetings. The workday typically ends at 5 p.m., though it sometimes extends beyond that—like yesterday, when I finished around 8 p.m.
If you weren’t in Tech sales, what do you think you would be in right now?
If I weren’t in tech sales, I would definitely pursue a career in media. For the longest time, I dreamed of being a radio host. I was an avid listener of Cool FM, Beat FM, and Inspiration FM—these were my favorites. I also followed Nigerian Info closely when it was a hot topic before the host changed. I’ve always been passionate about radio and the idea of hosting my own show, so that’s a career path I would love to explore.
What has been the most rewarding experience in your tech sales career so far?
For me, the most rewarding part of my job is the people I get to meet. While the financial benefits are great, it’s the connections and relationships that truly stand out. Through my work, I’ve had the opportunity to meet incredible individuals and be part of meaningful conversations and collaborations that I wouldn’t have encountered otherwise.
I love building and nurturing my network, and some relationships have evolved beyond mere business connections to genuine partnerships and friendships. This aspect of my career is deeply fulfilling and makes all the challenges worthwhile.
Can you share the process of closing a complex tech deal?
A complex tech deal can indeed take years to close. For example, last year, I reached out to a prominent tech investor and entrepreneur, but initially received no favorable response. Instead of pushing, I focused on nurturing the relationship by engaging with his social media posts and staying connected. Recently, he followed me back and reached out to continue our conversation.
In B2B sales, closing a deal involves more than just scheduling a meeting. It often requires multiple decision-makers and extensive follow-ups. Even if the need is pressing, the process can be prolonged by various factors, including internal business priorities and additional decision-makers. A deal can sometimes take a year or even two to close, and sometimes, it might not close at all. Following up judiciously while maintaining a full pipeline is crucial, especially with larger companies where bureaucracy can delay the process.
How do you evaluate and select strategic partners in tech sales?
When choosing partners, our focus is on both brand awareness and conversion. We start by evaluating the audience of potential partners. Specifically, we look for businesses whose users align with our ideal customer profile. For B2B partnerships, this means finding companies with a user base that fits our target market. For B2C, we consider whether their audience matches the consumers we want to reach.
Additionally, we assess the partner’s brand reputation and track record. In my experience, successful partnerships require a strong synergy between the two businesses. Even if the industries differ, the key is whether their users are the type of audience we aim to engage with. Therefore, we prioritize partners with a solid brand history and a user base that complements our goals.
Can you share an example of a partnership that significantly impacted your company’s growth?
Earlier this year, I had a standout partnership with Selar that I’m particularly proud of. We initiated discussions last year, and by this year, we solidified the collaboration. One of the highlights was sponsoring their Creator Summit, which provided great visibility and introduced Risevest to Selar’s audience. Selar’s user base spans both younger and older generations, but we were especially excited about reaching the Gen-Z demographic.
For a fintech company like ours, our typical focus is on individuals with the financial capacity to save and invest. However, partnering with Selar allowed us to present our product to a new audience segment. The partnership was incredibly successful, from our collaboration with Selar’s team to the positive outcomes in reaching this new user base.
While conversions don’t happen instantly, introducing our product through this partnership set us on a promising path. Working with Milton Tutu and the Selar marketing team was a fantastic experience. Out of all the partnerships I’ve been involved in, this one stands out as one of my favorites so far.
How do you see the role of tech sales evolving in the next few years?
In the coming years, I envision tech sales being recognized alongside other prominent tech roles such as software engineering and data analytics. When people transition into tech, they will include tech sales as a top career choice. This shift is imminent, and we’re actively working to make it a reality.
I also foresee tech sales evolving to match the earning potential of roles like product managers. Currently in Nigeria, the compensation for tech sales roles doesn’t reflect the value brought to the table. I believe this will change, with tech sales professionals gaining the recognition and remuneration they deserve. The role will no longer be relegated to the background but will be acknowledged for its significant contribution, both in terms of pay and overall respect.
What are the biggest challenges you’ve faced in tech sales today and how do you navigate them?
The number one challenge I’ve observed in tech sales is the lack of support for newcomers. Experienced sales professionals often do not extend a helping hand to those just starting out. In Tech Sales Nexus, many of our speakers are from outside Nigeria and even outside the continent. It’s surprising because, when you reach out to some sales professionals in Nigeria, you often receive no response or a very cold reply.
I would love to see more support within the local community. When I started, I had minimal support. Most of what I learned was through self-study, taking courses, following influential people on LinkedIn, and reading their posts. I even invested my own money in courses. Organizations need to step up and provide more support to their sales teams, helping them develop and excel.
Another significant challenge is the sales process, beyond tech sales, is effective follow-up. Scheduling meetings can be tough, and even if you’re reaching out to the ideal customer profile, you might face months of silence. This unpredictability is a major challenge in the sales field.
What personal qualities do you think are essential for success in tech sales and partnerships?
This has to be one of my favorite questions so far. Resilience is crucial in sales—it’s something I can emphasize even if you wake me up from sleep. If you’re someone who easily gives up in the face of struggle or difficulty, then sales might not be for you.
Additionally, you need to be ready to learn, adapt, and stay curious. It’s important to read constantly—not just books, but also industry articles, case studies, and any material that keeps you informed and ahead in the field.
What’s your favorite tech gadget or tool that you can’t do without?
I can’t do without my phone—it’s like my personal assistant. Along with my laptop, these are essential tools for my work. If I had to choose an app I can’t live without, it would definitely be Google Workspace. It’s incredibly important for my daily tasks.
Another app I rely on is LinkedIn. I absolutely love LinkedIn; it’s vital for my work. It’s where I prospect and connect with my audience. While Google helps me research businesses and companies, LinkedIn provides me with valuable data and connections, making it indispensable in my professional life.
What’s your favorite way to unwind after closing deals and building partnerships?
I love watching Korean dramas—they’re one of my favorite pastimes. Exercise is also a big part of my life; I find it therapeutic. I do a bit of Pilates, which includes breathing exercises and mindfulness, helping me de-stress and relax. Additionally, spending time with my kids and family is very important to me. These are my favorite ways to unwind.
Can you share a book, a podcast, or resources that has significantly influenced your career growth?
I’ve read quite a few books, though I don’t always remember titles. Recently, two that made a strong impact on me are The Storyselling Method by Philipp Humm and Dare to Lead by Brené Brown. Both have been influential this year, shaping my mindset significantly. While I’ve read many books, these two stand out as particularly impactful for me in 2024.
As for podcasts, I listen to a lot, including Sell Better, but I don’t have a single favorite. For now, I’ll stick to highlighting the books.
It’s a pleasure talking to you, Gertrude.
Thank you for the opportunity. I am so, so honored.
