Head of AI & Agents

About the Role
The Head of AI & Agents is accountable for steering the commercial growth and market development of the company and its agent-based solutions. Reporting directly to the COO, this role involves developing and executing the AI & Agents commercial strategy, encompassing the definition of target markets, customer segments, value propositions, and scalable routes to market. The Head is responsible for ensuring revenue growth, new-customer acquisition, strategic market expansion, and the formulation of effective go-to-market strategies tailored for enterprise and government clients.

This position supervises three key functions: Business Development, Partnerships, and Presales. It ensures conversion of direct sales and partner-led opportunities into a qualified pipeline and revenue. The Presales function translates customer needs into technically sound, secure, scalable, and commercially viable AI solutions. The Head establishes clear priorities, performance metrics, and ensures strong collaboration among these functions to enhance the entire commercial lifecycle from market identification to deal closure.

Close collaboration with the COO and various departments such as Product, Engineering, and Delivery is essential to align the AI commercial strategy with product capabilities and market demand. The Head of AI & Agents drives continuous optimization of go-to-market strategies to maximize market penetration and commercial growth.

Duties & Responsibilities
AI & Agents Commercial Strategy and Growth

• Develop and execute the commercial strategy and operating plan for AI & Agents, aligning with the overall company strategy and commercial priorities.
• Translate business objectives into revenue plans, target markets, priority industries, customer segments, go-to-market motions, and measurable performance targets.
• Define and supervise the go-to-market (GTM) strategy for AI & Agents, including market positioning, customer segmentation, value propositions, and proper market-entry strategies.
• Identify and prioritize go-to-market opportunities across enterprise and government markets.
• Own the AI & Agents vertical's commercial outcomes, encompassing new-business revenue, qualified pipeline, conversion rates, and partner contributions.
• Analyze market trends and customer needs to identify growth and differentiation opportunities and report regularly on commercial performance, pipeline health, and key opportunities.

Business Development and Market Expansion

• Lead the Business Development function in identifying and closing new enterprise and government opportunities for AI & Agents.
• Align target-account plans and prospecting priorities with the AI & Agents go-to-market strategy.
• Coordinate market development and customer acquisition initiatives across priority segments.
• Support strategic opportunities, complex sales cycles, and executive-level engagements.
• Facilitate value-based and consultative selling aligning customer challenges with relevant AI solutions.
• Build and maintain relationships with senior customer stakeholders, aiding in critical negotiations.

Partnerships and Ecosystem-Led Revenue

• Develop a partner-led growth strategy, focusing on converting relationships into a qualified pipeline and revenue.
• Oversee engagement with hyperscalers, technology partners, consultancies, and other ecosystem stakeholders.
• Establish clear commercial objectives and measurable outcomes within partnership plans.
• Support strategic partner negotiations and marketplaces to enhance growth and market access.

Presales, Solution Strategy and Commercial Readiness

• Lead the Presales function ensuring customer requirements translate into viable tech solutions.
• Align solution design and validation processes with commercial priorities.
• Provide oversight on risks, assumptions, and success criteria before major proposal submissions.
• Collaborate with Product, Engineering, and Delivery teams for smooth project handover.

Pipeline, Forecasting and Commercial Governance

• Establish a structured operating cadence for pipeline reviews, opportunity progression, and revenue forecasting.
• Ensure accurate documentation of opportunities and commercial outcomes in Salesforce or similar systems.
• Monitor commercial KPIs including pipeline coverage, win rates, and deal cycles.
• Collaborate with shared services on reporting and sales process discipline.

Cross-Functional Collaboration and Customer Value

• Align commercial plans with solution capabilities and coordinate between various internal teams.
• Build effective collaboration between Business Development, Partnerships, and Presales to enhance sales cycle progression.
• Represent the AI & Agents vertical in leadership forums and strategic engagements.

Leadership, Team Development and Continuous Improvement

• Lead and develop the Partnership Lead, Business Development Manager, and Presales Consulting Manager setting clear objectives and performance expectations.
• Support team capability development and succession planning for high performance.
• Identify and implement opportunities for enhancing sales effectiveness and customer experience.
• Perform other duties necessary for department effectiveness.

Requirements

• Bachelor’s degree in Business Administration, Computer Science, Engineering, Information Systems, or a related field; a relevant postgraduate qualification is a plus.
• At least 15 years of experience in enterprise technology sales, AI business development, partnerships, or commercial leadership.
• Proven track record of achieving B2B revenue targets and managing complex sales cycles.
• Strong understanding of AI solutions, Generative AI, and related technologies.
• Experience with strategic partnerships and solution consulting activities.
• Excellent commercial acumen, including proficiency in pipeline management and revenue performance analysis.
• Proven ability to navigate complex procurement processes and engage senior stakeholders.
• Strong leadership, communication, and analytical skills.
• Proficiency in CRM platforms (e.g., Salesforce) and Microsoft Office applications.
• Professional fluency in English and Arabic.

Behavioral Competencies

• Team Building & Management
• Conflict Management
• Time Management
• Results Orientation
• Influencing Others

Technical Competencies

• AI & Technology Commercial Strategy
• Enterprise Business Development
• Strategic Partnerships & Co-Selling
• AI Presales & Solution Governance
• Pipeline, Forecasting & Revenue Management
• Commercial Negotiation & Deal Management
• AI Solution Risk and Delivery Alignment