Business Development Manager

About the role
We’re looking for a motivated Business Development Manager to grow the company’s presence across the MENA region, with a particular focus on the GCC markets. You’ll own your pipeline and manage the full sales cycle independently, from first conversation to signed deal, adapting your plans as markets and priorities shift. Based in our Dubai office, you’ll spend regular time on the road visiting client sites across the region, with peer support from the company’s global sales team.

Key responsibilities
Pipeline & Sales Delivery

• Manage the end-to-end sales process with customers across the MENA region, particularly the GCC, planning and reprioritising your own pipeline to meet agreed sales targets.
• Build and manage a strong pipeline of potential clients to grow market penetration, spotting obstacles early and raising them before they affect delivery.
• Nurture new accounts by highlighting early successes and supporting the rollout of our technology across their operations.
• Grow existing accounts by building on past successes and encouraging wider adoption across their portfolio.
• Handle common objections with confidence, and bring in senior colleagues for more complex deals and negotiations.

Stakeholder Communication & Influence

• Build strong relationships with key influencers and decision makers in the hospitality industry to help build demand for our product.
• Identify routes into target organisations and build relationships with senior decision-makers, adapting your communication style to each person.
• Represent the company at regional industry conferences, events, and networking opportunities to strengthen our presence and grow our network.
• Keep internal stakeholders updated on deal progress, risks, and changes, so everyone stays aligned.

Collaboration & Regional Partnership

• Work with the wider team to develop plans for winning and growing business with clients, making sure key stakeholders are on board.
• Collaborate with colleagues in sales, marketing, technology, and Operations across our global locations, sharing market knowledge and learnings.

Market Insight & Continuous Improvement

• Contribute ideas to the Business Development strategy for the MENA region.
• Keep track of competitor activity and market developments, flagging possible collaboration or partnership opportunities to the team.
• Use AI tools to support prospecting, account research, and sales productivity, in line with the company’s wider AI adoption initiative.
• Reflect on deals won and lost, and seek feedback to keep improving your sales approach.

Education and experience

• Solid experience in business development, B2B or SaaS sales, managing the sales cycle from prospecting and qualification through to negotiation and close.
• A consistent track record of meeting or exceeding sales targets.
• Experience selling technology solutions to corporate clients.
• University degree or equivalent professional experience preferred.

Essential skills

• Confident running discovery conversations and tailored presentations with several stakeholders.
• Able to manage your own pipeline independently and reprioritise as needed.
• Excellent written and verbal communication in English.

Nice to have

• Experience selling into hospitality, particularly hotels, contract catering, or F&B groups.
• An existing network across GCC hospitality.
• Arabic language skills.

Personal attributes

• You manage your own work independently, planning ahead and reprioritising when things change.
• You spot obstacles early, flag them promptly and come with a proposed solution when you escalate.
• You stay composed under pressure and adapt your approach when deals stall instead of letting setbacks knock you off course.
• You're approachable and clear with people at all levels, and you adjust your style to each person.
• You build strong relationships across teams and proactively share what you learn.
• You're analytical and comfortable using data to find opportunities and get to the root of problems.
• You look for feedback, reflect on what's worked and what hasn't, and use it to keep improving.
• You're curious about AI-powered tools and comfortable using them to sell and work more effectively.

Benefits

• Company stock options package.
• Eligible for sales commission scheme.
• Company private health insurance and eye care allowance.
• Life insurance (3 times base salary).
• Annual economy ticket to home country.
• 2 Wellness hours per month plus AED 204 monthly wellness allowance.
• Employee Assistance Programme – 24/7 helpline for your wellbeing.
• 22 days of paid vacation time in addition to national holidays, plus the option to buy a further 5 days annual leave.
• Learning and development allowance of AED 1,370 annually.
• Hybrid way of working – we're all in the office on Tuesdays and Thursdays.
• Early Finish Fridays – log off at 3pm on a Friday if you've completed your tasks by then.
• Our own office space with a great working environment.
• You will love what you do – waking up every day solving one of the biggest social problems of our generation: food waste.
• Committed team members with broad experience who share a common passion to build a world-class business.