Head of Sales

Mirchandani Technologies

Dubai, UAE

Full Time

Director

Onsite

2 weeks ago

B2B SalesEnterprise SalesBusiness DevelopmentNegotiationTeam LeadershipAI Solutions

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About the Role

This is a senior, hands on leadership role for a proven sales professional who thrives on building new business and closing high value enterprise deals.
As the Head of Sales, you will be the senior commercial face of Mirchandani Technologies in the region — opening doors, building trusted relationships, navigating complex procurement, and converting opportunities in AI software and consultancy into signed, profitable contracts.
You will be responsible for driving the company's revenue growth while personally generating and closing strategic enterprise, government, and international accounts.
You will also build, mentor, and lead a high performing sales team, establish scalable sales processes, and own the company's commercial strategy across the GCC.

Key Responsibilities

Revenue Growth & Business Development: Own and deliver the company's revenue targets and overall sales strategy.
Build and maintain a strong sales pipeline through outbound prospecting, networking, referrals, strategic partnerships, and industry events.
Identify and win enterprise, government, and international clients for AI software development, technology consulting, and digital transformation services.
Develop strategic account plans and expand existing client relationships.
Relationship building & market development: Establish and nurture senior level relationships (C suite, department heads, procurement, IT decision makers) across target accounts.
Develop a deep understanding of each prospect's business challenges and position AI/software solutions that map to real outcomes and ROI.
Build the company's presence in the GCC market through strategic networking, industry events (e.g. GITEX, LEAP), and thought leadership opportunities.
Develop and manage channel and technology partnerships as additional routes to market.
End to end sales cycle management: Manage the full sales cycle: prospecting → qualification → discovery → solution shaping → proposal → negotiation → close → handover.
Negotiate commercial terms, pricing, SOWs, and contracts to close deals that are good for both client and company.
Team leadership: Lead, coach, and develop the junior sales team; set targets, monitor performance, and build a high accountability, high motivation sales culture.
Help the team recruit and grow the sales talent as the function grows. Establish repeatable sales processes, playbooks, qualification criteria, and pipeline discipline.

Required Qualifications & Experience

5+ years of successful B2B/IT Sales in IT services, software, or consulting sales experience.
Demonstrable experience closing large, big ticket enterprise deals in IT software, technology services, or consultancy.
Middle East market experience (Dubai/GCC strongly preferred), with a clear understanding of how to approach, build relationships with, and sell to regional enterprises and government entities.
Experience selling to government/public sector and large enterprise clients, including familiarity with formal procurement and tendering processes.
Prior team leadership or sales management experience, or a clear readiness to step up into leading a team.
Proven self generated pipeline — evidence of opening accounts independently, not only managing inherited or inbound accounts.
Strong commercial acumen: negotiation, pricing, contracts, and the ability to structure profitable deals.
Excellent communication, presentation, and stakeholder management skills in English.
Comfort and curiosity with technology, and the ability to discuss AI/software solutions credibly with both business and technical buyers.
Self motivated, resilient, results driven, and able to operate with autonomy in a scaling business.

Preferred Qualifications

Existing network of relationships with enterprise and government decision makers and/or system integrators in the UAE/GCC.
Specific experience selling AI, data, analytics, automation, or digital transformation solutions.
Arabic language proficiency (valuable for government and local enterprise engagement and for KSA expansion).
Familiarity with cloud and AI platform partner ecosystems (e.g. Microsoft, AWS, Google Cloud, NVIDIA) and partner led selling.

What We Offer

Competitive fixed salary, plus performance based commission structure
Quarterly and annual performance bonuses & incentives
Company sponsored visa (where applicable)
Strong On Target Earnings (OTE) with an uncapped commission structure to reward high performance with unlimited earning potential.