Director, Business Development – MENA Region

• Develop, own, and execute the MENA enterprise business development strategy and annual operating plan
• Build and maintain a multi-year MENA growth roadmap covering priority countries, target industries, strategic accounts, channel opportunities, and partnerships
• Lead country-level market analysis and opportunity assessment across the Middle East and North Africa
• Own MENA top-of-funnel performance and pipeline creation, including opportunity quality, stage progression, forecast visibility, and contribution to regional revenue goals
• Lead, coach, and develop business development professionals supporting the MENA region
• Build executive-level relationships with prospective customers, government-linked entities, industrial operators, industry partners, associations, and strategic stakeholders
• Identify, evaluate, and develop regional channel, referral, implementation, and strategic alliance partners
• Provide regional customer and market intelligence to inform product strategy, localization, go-to-market positioning, pricing, packaging, contracting, and service offerings
• Represent the company in executive meetings, industry forums, conferences, and strategic customer engagements
• Oversee strategic MENA industry affiliations, memberships, conferences, and events; measure their contribution to pipeline, partnerships, and brand credibility
• Direct qualification and advancement of complex MENA enterprise opportunities, including discovery, solution positioning, demonstrations, executive presentations, proposals, tenders, and RFP responses
• Partner with Sales, Marketing, Product, Consulting, Managed Services, and other functional leaders on regional pursuit strategies and resources
• Establish and improve MENA business development methodologies, playbooks, qualification criteria, account planning standards, localization practices, and handoff processes
• Ensure CRM governance, accurate regional pipeline data, activity tracking, and executive reporting
• Develop MENA market-entry business cases, country prioritization recommendations, partnership models, and investment proposals
• Monitor competitor activity, industry trends, investment priorities, regulatory developments, data requirements, and customer priorities affecting MENA growth
• Collaborate with Sales Operations, Finance, and Legal on territory planning, pipeline analytics, budgeting, commercial terms, contracting, and ROI analysis
• Champion responsible use of approved AI tools for prospect research, market analysis, outreach personalization, pipeline insights, and productivity

• Bachelor’s degree in Business, Marketing, Finance, Engineering, or a related field; MBA or other advanced degree preferred
• 10+ years of progressive experience in business development, enterprise sales, corporate development, strategic partnerships, or a related growth function, including substantial responsibility for the MENA region
• 5+ years of leadership experience building, managing, and developing business development or sales teams
• Demonstrated success developing markets and generating qualified enterprise pipeline across the Middle East and North Africa, including advancing complex B2B opportunities with long sales cycles and multiple stakeholders
• Strong knowledge of MENA business practices, customer expectations, procurement and tender processes, partner ecosystems, and country-specific market dynamics
• Established network of senior customer, partner, industry, and government-linked relationships within priority MENA markets preferred
• Experience creating and executing regional business development strategies, country plans, budgets, performance metrics, and executive-level reporting
• Proven ability to build relationships and influence senior executives, prospective customers, partners, and cross-functional leaders across diverse cultures and business environments
• Strong commercial judgment with experience evaluating country and market attractiveness, customer needs, competitive positioning, localization requirements, and return on investment
• Advanced proficiency with CRM platforms, pipeline analytics, forecasting, dashboards, and data-driven decision-making
• Experience leading complex proposals, tenders, RFP responses, demonstrations, negotiations, and executive presentations in MENA markets
• Ability to translate technical products and services into clear business value for executive and operational audiences
• Excellent spoken and written English communication skills, including polished executive presentation and facilitation capabilities; Arabic proficiency is strongly preferred, and French proficiency is beneficial for North African markets
• High cultural fluency and demonstrated ability to navigate relationship-driven business environments, local decision-making structures, and cross-border stakeholder expectations
• Strong strategic thinking, analytical, problem-solving, prioritization, and decision-making skills in ambiguous, deadline-driven environments
• Demonstrated ability to collaborate across Sales, Marketing, Product, Technology, Finance, Legal, and Services organizations
• Advanced proficiency in Microsoft Office, especially PowerPoint and Excel
• Experience in enterprise SaaS, contractor management, industrial operations, energy, petrochemicals, maintenance, procurement, or adjacent MENA markets preferred
• Knowledge of practical applications for AI in business development, including research, account prioritization, content development, workflow automation, and pipeline analysis
• Ability and willingness to travel frequently throughout the MENA region and internationally as business needs require