Head of Sales

Madar is a leading Saudi digital logistics platform, owned by Elm transforming transportation management across industries. It connects shippers, carriers, and logistics partners through a unified ecosystem that delivers visibility, efficiency, and automation. Madar enables seamless shipment execution, financial integration, and real-time tracking — redefining the future of logistics in the Kingdom and beyond.

Job Purpose

The Head of Sales is responsible for leading Madar’s sales function, driving revenue growth, expanding the customer base, and developing strategic commercial opportunities. The role will lead the sales team, establish sales strategies and targets, manage key accounts, and ensure achievement of the company’s revenue and growth objectives, with a strong focus on *B2B and SaaS-based solutions*.

Key Responsibilities

• Develop and execute the overall sales strategy aligned with Madar’s business objectives.

• Own and deliver 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 and maintain a strong sales pipeline and ensure effective opportunity management.

• Identify new business opportunities, markets, customer segments, and strategic accounts.

• Manage relationships with key and enterprise customers.

• Lead commercial negotiations, proposals, pricing discussions, and contract closure.

• Develop effective go-to-market and enterprise sales approaches for SaaS and digital solutions.

• Establish sales targets, KPIs, forecasts, and performance tracking mechanisms.

• Monitor pipeline conversion, win rates, customer acquisition, recurring revenue, and overall sales performance.

• Work closely with Product, Operations, Finance, Marketing, and Customer Experience teams.

• Provide accurate sales forecasts, pipeline reports, and performance updates to management.

• Analyze market trends, competitor activities, customer requirements, and pricing dynamics.

• Improve CRM utilization, sales processes, reporting, and sales governance.

• Ensure appropriate commercial terms, pricing, and margins across deals.

Key Performance Indicators (KPIs)

• Revenue achievement vs. target

• Annual/Monthly Recurring Revenue (ARR/MRR)

• New customer acquisition

• SaaS subscription growth

• Customer retention and renewal rate

• Upselling and cross-selling

• Sales pipeline value and coverage

• Conversion / win rate

• Gross margin and profitability

• Sales forecast accuracy

• Sales team performance

• 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*.

• Experience selling *technology platforms, digital solutions, or subscription-based services* is highly preferred.

• Logistics, transportation, supply chain, or logistics technology experience is an advantage.

• Proven track record of achieving and exceeding revenue targets.

• Strong understanding of the *SaaS sales cycle, recurring revenue models, customer acquisition, renewals, and account expansion*.

• 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.

• Strong knowledge of the Saudi market is preferred.

Core Competencies

• Sales Leadership

• B2B & SaaS Sales

• Enterprise Sales

• Revenue Growth

• Strategic & Commercial Thinking

• Negotiation & Closing

• Key Account Management

• Team Leadership & Development

• CRM & Pipeline Management

• Data-Driven Decision Making

• Cross-Functional Collaboration

Languages

• Arabic: Fluent

• English: Professional proficiency