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Sales & Business Development Lead

The Sales & Business Development Lead spearheads revenue generation and strategic commercial development across Government (B2G), Corporate (B2B), Direct-to Consumer (B2C), and third-party platform monetization verticals. The role is responsible for structuring and closing high-value commercial agreements, scaling VIP & hospitality direct sales, and expanding the organization’s event ecosystem through onboarding external organizers. This position combines deal-making, direct revenue ownership, and platform growth strategy to drive sustainable top-line expansion.

Key Responsibilities

1. Business to Government (B2G) Initiatives

Lead end-to-end commercial strategy and execution for government-backed activations and mandates.
Develop commercial proposals, commercial masterplans, and pricing models for Ministries, Authorities, and Royal Commissions.
Structure BOQs and multi-year commercial frameworks.
Negotiate scope, pricing, and contractual frameworks aligned with profitability targets.
Coordinate cross-functionally to ensure commercially viable execution.
Build long-term government pipeline strategy and revenue forecasting.

2. Business to Business (B2B) & Platform Commercialization

Identify and close strategic B2B partnerships across ticketing, 3rd party event organizers, hospitality, distribution, venue utilization, and premium experiences.
Structure revenue sharing and commercial distribution agreements.
Lead negotiations with institutional buyers and enterprise clients.
Handle onboarding, commercial structuring, and closure of third-party event organizers utilizing NOFOMO as their primary ticketing engine.
Align legal, finance, and operations teams to ensure seamless onboarding and integration.

• Build recurring revenue streams through ecosystem expansion. • Monitor pipeline health, forecast revenue, and track deal performance metrics.

3. Direct-to-Consumer (B2C) & VIP Direct Sales

Lead direct sales efforts for VIP and hospitality products including private boxes, balconies, tables, and premium access packages.
Own full pipeline management from lead generation to closure across high-value buyers.
Develop structured sales frameworks to maximize inventory sell-through and yield optimization.
Manage and mentor a team of promoters and direct sales agents, setting KPIs and monitoring performance.
Implement CRM tracking systems to ensure accurate revenue forecasting and pipeline visibility.
Optimize revenue per attendee through premium packaging and upsell strategies.
Analyze consumer demand trends to inform pricing architecture and product positioning.

Strategic & Cross-Functional Responsibilities

Active participation in commercial P&L input across assigned activations.
Active participation in financial models including revenue projections, margin analysis, and break-even assessments.
Present sales strategy and performance reporting to executive leadership.
Establish standardized sales templates and processes.
Build scalable sales structures for future portfolio growth.
Mentor junior team members and drive commercial excellence culture.

Key Competencies

Institutional & government deal structuring
Enterprise sales & revenue negotiation
Platform commercialization & partner onboarding
VIP hospitality direct sales leadership
Pipeline management & CRM systems
Financial modeling & revenue forecasting
Cross-functional commercial execution

Experience & Background

10+ years experience in sales strategy, business development, and revenue leadership
Experience working with government entities and institutional stakeholders
Demonstrated success closing multi-million SAR deals
Experience managing hospitality inventory & direct sales teams
Background in events, ticketing platforms, entertainment, or hospitality preferred

KPIs