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