A leading software development company that built a unified commerce engine for the food and beverage industry is looking to hire a dynamic and results-driven Head of Sales to drive and manage the SMB / Midmarket sales team in the GCC region (excl. KSA).
This is a quota-carrying management role where you will be responsible for both direct sales execution and leading a high-performing team of four Sales Managers. You will oversee the complete sales function for prospects with fewer than 100 brand locations, ensuring strong execution of our go-to-market strategy while driving significant revenue growth across UAE, Oman, Qatar, Bahrain, and Kuwait.
This role is instrumental in shaping the SMB / Midmarket sales function and offers the opportunity to build and scale a world-class sales organization in one of the world's fastest-growing markets.
Key Responsibilities :
1. Sales Leadership & Execution
- Directly manage, coach, and develop a team of four Sales Managers across the GCC region
- Lead by example through active deal closing and maintaining your own sales quota
- Drive team performance to achieve set target in annual recurring revenue by month, quarter and annual.
- Ensure consistent pipeline growth of 3x quarterly targets and maintain forecast accuracy above 90%
- Establish and maintain key relationships with strategic accounts and prospects
2. Go-to-Market Strategy & Forecasting
Co-define and execute the comprehensive GCC go-to-market strategy for SMB (2-25 locations) and Mid market (26-100 locations) segmentsConduct weekly 1 : 1s with each sales manager to review pipelines, forecast deals, and define strategic prioritiesLead monthly business reviews with senior leadership on performance metrics, pipeline health, and market opportunitiesIdentify and systematically resolve bottlenecks in the sales process to improve conversion ratesDevelop and implement territory planning and account segmentation strategies3. Coaching & Team Development
Provide hands-on coaching and support in complex deal negotiations and objection handlingEnsure seamless coordination between sales team and marketing, customer success, and product teamsDrive sales enablement initiatives including partner and reseller engagement programsResolve production and implementation challenges to ensure smooth customer onboardingBuild and maintain comprehensive sales playbooks and best practices documentation3. Market Development
Identify and penetrate new market segments and verticals within the F&B industryBuild strategic partnerships with local system integrators and technology partnersRepresent the company at industry events, conferences, and networking opportunitiesConduct market analysis and competitive intelligence to inform product and pricing strategiesSuccess in this role will be measured by :
Team Quota Achievement : 120%+ of annual team revenue targets in Year 1Pipeline Management : Maintaining healthy pipeline worth 3x quarterly targetsTeam Development : Achieving 85%+ team retention and developing 2+ managers for promotionForecast Accuracy : Consistently delivering 90%+ accuracy in quarterly forecastsMarket Expansion : Growing market share by 25%+ in assigned territoriesCustomer Satisfaction : Maintaining NPS scores above 8.0 for new customer acquisitionsRequirements
Required Qualifications
Experience : 8+ years of B2B SaaS sales experience with minimum 3 years in people managementTrack Record : Proven history of exceeding quotas with $5+ million in annual sales performanceLeadership : Experience successfully managing and developing teams of 3-8 sales professionalsMarket Knowledge : Deep understanding of SMB / Midmarket sales cycles (typically 3-9 months)Technology : Proficiency with CRM systems (Salesforce, HubSpot, Pipedrive) and sales analytics toolsCommunication : Fluency in English required; Arabic language skills highly preferredLocation : Must be based in Dubai, UAEPreferred Qualifications
Previous experience in F&B technology, restaurant POS systems, or fintech solutionsEstablished network and proven success in GCC marketsExperience with quota-carrying management roles in high-growth SaaS companiesTrack record of building sales processes, methodologies, and enablement programsExperience with channel partner and reseller managementMBA or advanced degree in relevant fieldBenefits
Competitive PackageUncapped commission on both individual and team performancePremium health insuranceUAE visa sponsorship and residency supportFlexible PTO policy with 25+ vacation daysEquity participation in company growth for eligible candidatesCompany laptop, phone, and technology allowance