Job Description

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