Head of Sales
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Key skills for this role
Role Overview
Lead Madar’s sales function, drive revenue growth, expand the customer base, and develop strategic commercial opportunities.
Lead the sales team, establish sales strategies and targets, manage key accounts, and achieve revenue and growth objectives.
Focus on B2B and SaaS-based solutions.
Key Skills for This Role
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About Madar
Madar is a Saudi digital logistics platform owned by Elm.
The platform connects shippers, carriers, and logistics partners through a unified ecosystem.
Its capabilities include shipment execution, financial integration, visibility, efficiency, automation, and real-time tracking.
Job Purpose
Lead Madar’s sales function, drive revenue growth, expand the customer base, and develop strategic commercial opportunities.
Lead the sales team, establish sales strategies and targets, manage key accounts, and achieve revenue and growth objectives.
Focus on B2B and SaaS-based solutions.
Key Responsibilities
- Develop and execute the overall sales strategy aligned with Madar’s business objectives.
- Own annual, quarterly, and monthly sales and revenue targets.
- Drive B2B and SaaS sales, including customer acquisition, subscription growth, renewals, upselling, and cross-selling.
- Lead, manage, coach, and develop the sales team.
- Build the sales pipeline and manage opportunities effectively.
- Identify new business opportunities, markets, customer segments, and strategic accounts.
- Manage key and enterprise customer relationships.
- Lead commercial negotiations, proposals, pricing discussions, and contract closure.
- Develop go-to-market and enterprise sales approaches for SaaS and digital solutions.
- Establish targets, KPIs, forecasts, and performance tracking mechanisms.
- Monitor pipeline conversion, win rates, recurring revenue, retention, and sales performance.
- Collaborate with Product, Operations, Finance, Marketing, and Customer Experience teams.
Qualifications
- Bachelor’s degree in Business Administration, Sales, Marketing, Technology, Supply Chain, Logistics, or a related field.
- Minimum 8–10 years of sales and business development experience, including leadership experience.
- Strong experience in B2B and SaaS sales.
- Proven record of achieving and exceeding revenue targets.
- Experience managing enterprise and strategic accounts.
- Strong commercial negotiation and contract management experience.
- Experience leading and developing high-performing sales teams.
- Strong knowledge of CRM systems, sales pipelines, forecasting, and performance reporting.
Preferred Experience and Competencies
- Technology platform, digital solution, or subscription-service sales experience is highly preferred.
- Logistics, transportation, supply chain, or logistics technology experience is an advantage.
- Strong knowledge of the Saudi market is preferred.
- Core competencies include sales leadership, enterprise sales, revenue growth, negotiation, key account management, CRM management, data-driven decision-making, and cross-functional collaboration.
- Arabic fluency and professional English proficiency are required.
Key Performance Indicators
Revenue achievement against target, ARR/MRR, new customer acquisition, and SaaS subscription growth.
Customer retention and renewal rate, upselling and cross-selling, pipeline value and coverage, and conversion or win rate.
Gross margin, profitability, forecast accuracy, and sales team performance.
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