Regional Head- Middle East

About the Role
As Regional Head — Middle East, you will create and grow the company's business and operating footprint across the region. This role involves building a portfolio of government, institutional, and private-sector partnerships, focusing on high-potential applications for the company's logistics platform across various sectors including healthcare, retail, food, logistics, and public services.

Some opportunities may involve government-backed networks aimed at enhancing access to essential goods and health systems, while others will be purely commercial partnerships. You will pursue these pathways, concentrating the company's resources on the most compelling markets, use cases, and partners based on commercial, strategic, and operational viability. This position is a hands-on, zero-to-one leadership role where you will personally define the region’s market entry strategy, establish key relationships, develop network models, and guide complex opportunities through to launch. As the markets mature, you will recruit and lead country teams, overseeing local operations, customer outcomes, and business performance. You will serve as the company's senior external representative across the region.

What You'll Do

• Build and prioritize a regional opportunity portfolio. Identify and develop both government and commercial pathways; assess high-value use cases and focus investments on opportunities with strong revenue, strategic, and operational potential.
• Create government and institutional partnerships. Establish senior relationships with governments, health systems, public agencies, and development partners to develop partnerships that bolster logistics, public services, and economic opportunities.
• Develop commercial partnerships. Originate and expand relationships with private-sector customers and strategic partners within sectors such as retail, healthcare, and logistics.
• Shape viable network and business models. Translate the company's capabilities into locally relevant propositions, and develop clear cases for investment based on customer demand and operating feasibility.
• Structure and close complex deals. Lead negotiations covering commercial terms, procurement, financing, and launch commitments, while maintaining momentum through complex decision-making processes.
• Create the enabling environment for launch. Collaborate with governments and infrastructure partners to establish necessary regulatory conditions for deployment.
• Lead launch readiness and regional performance. Ensure accountability from partnership signing to launch and early performance, coordinating with global teams to ensure network viability and growth.
• Build and lead country organizations. Recruit and develop in-country leaders as markets mature, establishing accountability and performance standards.
• Own regional business performance. Manage the regional plan, pipeline, and investment case while overseeing revenue, unit economics, and P&L performance.
• Represent the company externally. Act as the senior regional representative with government, customer, partner, and investor relations.

What You'll Bring

• Exceptional experience in business development, strategic partnership, or commercial leadership, with proven capabilities in structuring and closing complex deals.
• Strong commercial judgment and curiosity, with an ability to rigorously test business hypotheses.
• Capability to engage with senior government stakeholders and navigate public-sector dynamics effectively.
• Deep knowledge of key Middle Eastern markets and understanding of local decision-making processes across various environments.
• Experience in managing complex negotiations involving multiple stakeholders and competing interests.
• An entrepreneurial approach, willing to personally solve problems and generate momentum independently.
• Leadership skills to recruit and develop effective teams over time.
• Ability to work cross-functionally with global teams in product, operations, legal, and finance.
• Exceptional communication and negotiation skills, adept at engaging with diverse stakeholders.
• Willingness to travel extensively across the region.
• Eligibility to work and be based in the Middle East.

What Else You Need To Know
The company is an equal opportunity employer and prohibits any discrimination or harassment based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. We value diversity and encourage applications from candidates who are typically underrepresented in tech. If this position interests you, please apply, even if you are unsure of being a perfect fit.