About the Role
An experienced sales leader is sought to drive revenue growth across the Middle East and Africa, starting with an established base in the Middle East and North Africa. Leading a team of Business Development Managers based in Dubai, UAE, the primary objective is to deepen relationships with existing customers, explore new markets, and foster a strong partner network. This key role involves reporting to senior regional leadership and collaborating with various teams including Partnerships and Alliances, Marketing, Sales Operations, Product, Customer Success, and Finance. This position requires regular travel across the region (30–40%).
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Key Responsibilities
- Own the regional revenue plan, setting strategy and delivering against sales targets and revenue objectives.
- Lead, coach, and develop a team of Business Development Managers, creating a high-performance culture through hiring, mentoring, and clear accountability.
- Identify and win new business beyond the current client base, focusing on underpenetrated markets across the Middle East and Africa.
- Build and grow channel sales by collaborating with the Partnerships and Alliances team to recruit and manage resellers, distributors, advisory firms, and technology partners.
- Guide complex sales cycles involving multiple stakeholders, including senior executives and government buyers, and personally lead key negotiations and closes.
- Maintain accurate pipeline visibility and reliable revenue forecasts, taking corrective action when performance drops.
- Track market trends, competitor activity, and the role of AI-powered technology to refine sales strategy and report progress to senior management.
Required Qualifications
- Bachelor’s degree or equivalent work experience.
- 15+ years of sales experience, with at least 5+ years in leadership roles coaching sales teams.
- Proven track record of meeting and exceeding sales targets.
- Experience in performance management, identifying gaps, implementing improvement plans, and ensuring accountability across a regional team.
- Extensive experience selling in Saudi Arabia and GCC countries, with a well-established network of clients and partners.
- Knowledge of the channel landscape in the Middle East and Africa, including building and managing sales via resellers, distributors, advisory firms, and technology partners.
- Experience selling software, technology, or data-driven solutions.
- Willingness to travel across the region (30–40%).
- Familiarity with selling AI-driven solutions.
- Experience entering new markets or formulating territory plans in underpenetrated regions.
- Experience selling to government and public-sector buyers.
- Experience with co-sell and referral partner models.
Preferred Qualifications
- Experience with subscription-based, recurring-revenue products.
- Familiarity with markets in the Middle East and Africa beyond the Gulf, supporting the expansion mandate.
- An established network among government entities and public-sector decision-makers.
- Fluency in both Arabic and English.
What’s in it For You?
- Hybrid Work Model: A flexible hybrid working environment for office-based roles, creating a digitally and physically connected experience.
- Flexibility & Work-Life Balance: Supportive policies through “Flex My Way” designed to help manage personal and professional responsibilities including remote work flexibility for up to 8 weeks per year.
- Career Development and Growth: Continuous learning culture, offering tools and knowledge through the “Grow My Way” program to thrive in an AI-enabled future.
- Industry Competitive Benefits: Comprehensive benefits package including flexible vacation, two annual Mental Health Days, access to wellbeing resources, and tuition reimbursement.
- Inclusive Culture: Recognized reputation for inclusion and belonging, flexibility, and alignment with company values.
- Social Impact: Opportunities for community involvement through paid volunteer days and participation in Environmental, Social, and Governance (ESG) initiatives.
- Real-World Impact: Opportunity to contribute to global efforts in justice, truth, and transparency through service to professionals and institutions worldwide.
