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.
Focus on B2B and SaaS-based solutions, including customer acquisition, subscriptions, renewals, and account expansion.
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 visibility, efficiency, and automation.
Job Purpose
Lead Madar’s sales function, drive revenue growth, expand the customer base, and develop strategic commercial opportunities.
Focus on B2B and SaaS-based solutions, including customer acquisition, subscriptions, renewals, and account expansion.
Sales Leadership and Growth
- Develop and execute the sales strategy aligned with Madar’s business objectives.
- Own annual, quarterly, and monthly sales and revenue targets.
- Lead, manage, coach, and develop the sales team.
- Identify new markets, customer segments, opportunities, and strategic accounts.
Customers and Commercial Execution
- Manage key and enterprise customer relationships.
- Lead proposals, pricing discussions, commercial negotiations, and contract closures.
- Develop go-to-market and enterprise sales approaches for SaaS and digital solutions.
- Ensure appropriate commercial terms, pricing, and margins across deals.
Pipeline and Performance
- Build and maintain a strong sales pipeline and manage opportunities.
- Establish sales targets, KPIs, forecasts, and performance tracking mechanisms.
- Monitor conversion, win rates, recurring revenue, retention, and sales performance.
- Provide accurate forecasts, pipeline reports, and performance updates to management.
Cross-Functional Operations
- Work closely with Product, Operations, Finance, Marketing, and Customer Experience teams.
- Analyze market trends, competitor activity, customer requirements, and pricing dynamics.
- Improve CRM utilization, sales processes, reporting, and sales governance.
Qualifications and Experience
- Bachelor’s degree in Business Administration, Sales, Marketing, Technology, Supply Chain, Logistics, or a related field.
- 8–10 years of sales and business development experience, including leadership experience.
- Strong B2B and SaaS sales experience.
- A proven record of achieving and exceeding revenue targets.
Additional Requirements
- Technology platform, digital solution, or subscription-service sales experience is highly preferred.
- Logistics, transportation, supply chain, or logistics technology experience is advantageous.
- Experience managing enterprise and strategic accounts is required.
- Strong CRM, pipeline, forecasting, negotiation, and contract management knowledge is required.
- Strong knowledge of the Saudi market is preferred.
Languages and Competencies
- Arabic fluency is required.
- Professional English proficiency is required.
- Core competencies include sales leadership, enterprise sales, negotiation, account management, team development, and data-driven decision-making.
Key Performance Indicators
Revenue achievement, ARR/MRR, new customer acquisition, SaaS subscription growth, retention, renewals, upselling, and cross-selling.
Pipeline value, coverage, conversion rate, gross margin, profitability, forecast accuracy, and sales team performance.
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