Head of Sales

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) segments

• Conduct weekly 1:1s with each sales manager to review pipelines, forecast deals, and define strategic priorities

• Lead monthly business reviews with senior leadership on performance metrics, pipeline health, and market opportunities

• Identify and systematically resolve bottlenecks in the sales process to improve conversion rates

• Develop and implement territory planning and account segmentation strategies

3. Coaching & Team Development

• Provide hands-on coaching and support in complex deal negotiations and objection handling

• Ensure seamless coordination between sales team and marketing, customer success, and product teams

• Drive sales enablement initiatives including partner and reseller engagement programs

• Resolve production and implementation challenges to ensure smooth customer onboarding

• Build and maintain comprehensive sales playbooks and best practices documentation

3. Market Development

• Identify and penetrate new market segments and verticals within the F&B industry

• Build strategic partnerships with local system integrators and technology partners

• Represent the company at industry events, conferences, and networking opportunities

• Conduct market analysis and competitive intelligence to inform product and pricing strategies

Success in this role will be measured by:

• Team Quota Achievement: 120%+ of annual team revenue targets in Year 1

• Pipeline Management: Maintaining healthy pipeline worth 3x quarterly targets

• Team Development: Achieving 85%+ team retention and developing 2+ managers for promotion

• Forecast Accuracy: Consistently delivering 90%+ accuracy in quarterly forecasts

• Market Expansion: Growing market share by 25%+ in assigned territories

• Customer Satisfaction: Maintaining NPS scores above 8.0 for new customer acquisitions

Requirements

Required Qualifications

• Experience: 8+ years of B2B SaaS sales experience with minimum 3 years in people management

• Track Record: Proven history of exceeding quotas with $5+ million in annual sales performance

• Leadership: Experience successfully managing and developing teams of 3-8 sales professionals

• Market Knowledge: Deep understanding of SMB/Midmarket sales cycles (typically 3-9 months)

• Technology: Proficiency with CRM systems (Salesforce, HubSpot, Pipedrive) and sales analytics tools

• Communication: Fluency in English required; Arabic language skills highly preferred

• Location: Must be based in Dubai, UAE

Preferred Qualifications

• Previous experience in F&B technology, restaurant POS systems, or fintech solutions

• Established network and proven success in GCC markets

• Experience with quota-carrying management roles in high-growth SaaS companies

• Track record of building sales processes, methodologies, and enablement programs

• Experience with channel partner and reseller management

• MBA or advanced degree in relevant field

Benefits

• Competitive Package

• Uncapped commission on both individual and team performance

• Premium health insurance

• UAE visa sponsorship and residency support

• Flexible PTO policy with 25+ vacation days

• Equity participation in company growth for eligible candidates

• Company laptop, phone, and technology allowance