About the Role
You will serve as the front-line sales manager for EMEA and MENA, carrying your own enterprise number while overseeing the Google implementation desk and a team consisting of enterprise account executives, inside sales, and a program coordinator. This role empowers you to coach and develop sellers while driving sales performance across the region, with the expectation of establishing visible management practices. Your responsibilities include managing exceptions in the pipeline and ensuring that your team's operations are efficient and effective.
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What You Will Do
- Own the number. Carry an enterprise bookings target for named Tier-A accounts and team expansions, with weekly reviews against the revenue board.
- Run the desk. Oversee the day-to-day operations of the Google implementation desk and enterprise AEs, which includes managing pipeline reviews, deal coaching, and adhering to approval timelines.
- Coach in the room. Participate in high-stake pursuits, influence outcomes, and manage expansion conversations with leading regional accounts alongside delivery teams.
- Build the playbook. Create a repeatable process for the team's sales motions encompassing discovery, pitch, proposal, and procurement to increase win rates.
- Grow the people. Conduct weekly one-to-ones and quarterly development plans for your team, ensuring a high hiring standard for new roles in your region.
What Success Looks Like
- Achieve your own and the team's bookings on target quarterly while maintaining a pipeline coverage of at least 2.5 times.
- Enhance team conversion rates significantly within two quarters.
- Initiate five documented Tier-A expansion conversations quarterly, each with a clear next step.
- Ensure that every seller in your span has a current development plan and is satisfied with their management support.
Requirements
What We Need From You
- 8 to 10 years of B2B enterprise sales experience, with at least 3 years in direct management of sellers, preferably in SaaS, adtech, martech, or data infrastructure sectors.
- Proven track record in meeting personal quotas while managing a team, focused particularly in the Gulf or wider EMEA region.
- Fluency in partner-led sales with experience selling alongside major platform teams like Google or Meta, and ability to convert referrals.
- Comprehensive knowledge of first-party data, conversions APIs, tagging, and measurement techniques relevant for conducting discovery calls.
- Strong discipline in using CRM and dashboards to manage based on data insights rather than anecdotes.
- Comfort and familiarity with AI tools for research, preparation, drafting, and analysis, with an expectation that your team also utilizes these tools.
- Excellent English is a must; Arabic proficiency is highly advantageous for the Gulf region.
Nice to Have
- Previous experience as a player-coach in a company with fewer than 100 employees.
- Familiarity with Gulf enterprise markets in sectors like retail, telecom, travel, real estate, or BFSI.
- Exposure to sales across South Africa or a broader African market context.
Probably Not a Fit If
- You are seeking exclusively a management role with no personal sales targets, or vice versa, only an individual contributor role with no team oversight.
- You prefer a robust inbound marketing engine for leads to close; most of the pipeline stems from partner sources that require effective conversion efforts.
Benefits
- Join a startup environment grounded in a stable, profitable, and bootstrapped business model.
- Competitive compensation package and access to one of the best employee-friendly ESOP programs in the industry.
- Flexible work arrangements, enabling you to work from anywhere, coupled with coworking access if you seek change from a home environment.
- Comprehensive health coverage for you and your family.
- Opportunity for real international exposure: work with clients and partners spanning the Gulf, Europe, Africa, India, APAC, and the US.
- Participate in an annual offsite where the company's culture is actively fostered.
