Head of Business Development & Sales

Job Specifications:

Strategic Contribution

• Design and execute the overall Business Development & Sales strategy aligned with corporate growth objectives.
• Develop annual and multi-year business development plans, setting ambitious yet achievable revenue and expansion targets.
• Identify new verticals, use cases, and market opportunities within fintech, payments, and embedded finance ecosystems.
• Define go-to-market strategies for new products and services across enterprise and government segments.
• Monitor industry trends, competitive landscape, regulatory developments, and emerging technologies to ensure strategic positioning.
• Report regularly to executive leadership and Board on pipeline health, revenue performance, and strategic initiatives.

Strategic Business Development

• Identify, pursue, and close high-value strategic partnerships with government entities, sovereign wealth funds, regulatory bodies, and public sector institutions.
• Engage with enterprises, conglomerates, banks, and financial institutions to offer enterprise-grade fintech solutions.
• Structure and negotiate complex deals including:
• BIN sponsorship arrangements for card product launches
• Mobile Wallet-as-a-Service (WaaS) white-label or co-branded platforms
• Remittance service provider aggregation partnerships
• Customized payment acceptance and embedded finance solutions
• Build and maintain long-term relationships with C-suite executives, government officials, regulators, and key decision-makers.
• Lead RFP responses, public sector tender submissions, and large-scale procurement engagements.
• Structure innovative commercial models including revenue-share agreements, equity partnerships, and risk-sharing frameworks.

Solution Architecture & Consultative Selling

• Understand complex client business, regulatory, and technical requirements and translate them into commercially viable solutions.
• Collaborate closely with Product, Technology, Compliance, Legal, and Operations teams to develop tailored offerings.
• Develop compelling business cases, ROI models, and financial projections for enterprise and government clients.
• Lead contract negotiations, pricing strategy discussions, and partnership structuring.
• Serve as trusted advisor to clients on digital payments transformation and fintech innovation strategies.

Regional Expansion

• Develop and execute market entry strategies across GCC and MENA markets.
• Conduct detailed market research and competitive analysis to identify expansion opportunities.
• Establish relationships with regulators, central banks, and government authorities in target jurisdictions.
• Navigate regulatory frameworks, licensing processes, and compliance requirements across markets.
• Build local strategic partnerships and distribution channels to accelerate market penetration.
• Adapt product and commercial models to regional requirements including Islamic finance and Sharia-compliant structures where applicable.

Sales Leadership & Team Management

• Build, lead, and scale the sales organization from early stage to full commercial maturity.
• Recruit, develop, and retain high-caliber sales talent across enterprise and public sector segments.
• Set sales strategy, targets, quotas, and KPIs aligned with corporate revenue objectives.
• Establish governance frameworks, sales processes, and performance management systems.
• Oversee pipeline management, forecasting accuracy, and revenue predictability.
• Coach and mentor sales leaders and team members to maximize productivity and professional growth.
• Foster a culture of accountability, excellence, collaboration, and continuous improvement.

Cross-Functional Collaboration

• Partner with Product teams to influence roadmap development based on market feedback and client needs.
• Work closely with Legal and Compliance on regulatory matters and contract structuring.
• Collaborate with Marketing on positioning, messaging, and demand generation strategies.
• Coordinate with Operations and Customer Success on client onboarding and service delivery excellence.
• Align with Finance on pricing models, deal economics, revenue recognition, and profitability tracking.

Change Management & Continuous Improvement

• Lead initiatives to continuously improve sales processes, commercial frameworks, and partnership models.
• Drive digital transformation initiatives within the commercial function.
• Identify efficiency enhancements, automation opportunities, and cost optimization initiatives.
• Promote innovation in deal structuring and commercial engagement models.

Reporting & Compliance

• Ensure accurate and timely reporting of business development activities and revenue performance.
• Present periodic updates to executive leadership and Board of Directors.
• Ensure compliance with all regulatory requirements, internal governance standards, and contractual obligations.
• Maintain high ethical standards in all negotiations and commercial engagements.

Qualification & Experience:

Minimum requirements:

• Bachelor’s degree in Business Administration, Finance, Economics, Engineering, or related field

Preferred:

• Minimum 10 years of progressive experience in business development, strategic partnerships, or enterprise sales, with at least 5 years in senior leadership roles managing sales teams and P&L responsibility.
• Proficiency in English and Arabic