Head of Sales

Head of Sales

• Develop and execute the company's sales strategy in alignment with Intella's business objectives and growth plans.
• Translate company targets into annual and quarterly sales plans, revenue forecasts, and measurable team objectives.
• Identify new revenue opportunities across target industries, customer segments, and geographical markets.
• Establish effective go-to-market strategies for Intella's AI-powered products and solutions.
• Develop strategies to increase enterprise market penetration, customer acquisition, deal size, and overall revenue.
• Evaluate market trends, competitor activities, customer needs, and industry developments to identify opportunities for sustainable growth.
• Work closely with the CEO to align sales priorities with the company's commercial strategy and long-term objectives.

• Lead the acquisition of enterprise customers through strategic prospecting, relationship building, and consultative selling.
• Develop and maintain relationships with C-level executives, business leaders, and key decision-makers.
• Oversee the full enterprise sales cycle, from lead generation and qualification to solution presentation, commercial negotiation, and deal closure.
• Drive complex B2B sales opportunities involving multiple stakeholders, extended sales cycles, and high-value contracts.
• Identify opportunities to position Intella's AI solutions within customer experience, contact center operations, conversational analytics, and automation use cases.
• Build and maintain a healthy sales pipeline through a combination of outbound prospecting, inbound opportunities, strategic partnerships, referrals, and existing networks.
• Lead negotiations on pricing, commercial terms, and contractual agreements within approved company policies.
• Ensure a structured handover of newly acquired customers to the relevant implementation, product, and customer success teams.

• Lead, coach, and develop the sales team, establishing clear expectations, performance standards, and accountability.
• Translate commercial objectives into individual and team targets, ensuring alignment with overall revenue goals.
• Establish a performance-driven sales culture focused on ownership, execution, collaboration, and continuous improvement.
• Recruit and develop sales talent as the organization scales, in coordination with HR and the CEO.
• Conduct regular pipeline reviews, deal reviews, performance discussions, and sales coaching sessions.
• Identify capability gaps and implement targeted development plans to improve sales effectiveness.
• Establish clear roles, responsibilities, reporting lines, and performance expectations across the sales organization.
• Ensure effective collaboration between sales, marketing, product, pre-sales, and customer success.

• Own the sales pipeline and revenue forecast, ensuring accurate reporting and visibility into commercial performance.
• Establish and monitor sales KPIs, conversion rates, deal velocity, average contract value, and quota attainment.
• Implement structured pipeline management practices and ensure consistent use of the company's CRM system.
• Develop regular sales reports and provide actionable insights to the CEO regarding performance, risks, opportunities, and forecast accuracy.
• Identify bottlenecks across the sales funnel and implement corrective actions to improve conversion and shorten sales cycles.
• Monitor sales performance against targets and take timely action when results fall below expectations.
• Establish a reliable forecasting process that supports business planning, resource allocation, and revenue predictability.

• Build and maintain relationships with strategic enterprise accounts, partners, and industry stakeholders.
• Personally lead high-value and strategically important sales opportunities.
• Develop account strategies for major customers, identifying opportunities for expansion, cross-selling, and long-term partnerships.
• Support the development of strategic partnerships that can expand Intella's market reach and create additional revenue opportunities.
• Represent Intella in key client meetings, executive presentations, industry events, and commercial negotiations.
• Maintain a strong understanding of customer business challenges and ensure Intella's solutions are positioned around measurable business value.

• Work closely with Product and Marketing to align sales messaging, market positioning, and go-to-market initiatives.
• Collaborate with the Product team to communicate market feedback, customer requirements, competitive insights, and emerging use cases.
• Partner with Pre-Sales and technical teams to ensure effective solution positioning, demonstrations, and responses to enterprise requirements.
• Coordinate with Customer Success to support successful customer onboarding, retention, renewals, and account expansion.
• Work with Finance to support pricing decisions, deal profitability assessments, revenue forecasting, and commercial planning.
• Collaborate with HR and executive leadership on sales team structure, hiring plans, performance management, and incentive frameworks.

• Identify and assess opportunities to expand into new industries, customer segments, and regional markets.
• Develop a strong understanding of the competitive landscape across AI, conversational intelligence, customer experience technology, and contact center solutions.
• Establish clear differentiation for Intella's products based on customer needs, business outcomes, and competitive advantages.
• Identify potential strategic accounts and develop targeted approaches to penetrate high-value market segments.
• Provide leadership with market intelligence and recommendations to support commercial expansion and strategic decision-making.

Key Performance Indicators (KPIs)

Performance will be evaluated against agreed commercial objectives, with specific targets established by the CEO based on company strategy, available resources, and the sales cycle.

• Achievement of annual and quarterly sales revenue targets.
• New Annual Recurring Revenue (ARR) or contracted revenue generated, where applicable to the commercial model.
• Growth in enterprise customer acquisition and commercial bookings.
• Achievement of individual and team sales quotas.

• Pipeline coverage against sales targets.
• Qualified pipeline generation and conversion rates.
• Opportunity-to-win ratio and overall win rate.
• Average deal size and sales cycle duration.
• Accuracy of revenue forecasts.

• Number and value of new enterprise accounts acquired.
• Revenue generated from strategic accounts and new market segments.
• Expansion revenue from existing customers, where applicable.
• Development of strategic commercial partnerships.

• Overall team quota attainment.
• Individual sales representative productivity and performance.
• CRM adoption, pipeline accuracy, and reporting discipline.
• Effectiveness of sales coaching and performance management.
• Achievement of agreed hiring and team development milestones.

Job Requirements

• Bachelor's degree in Business Administration, Marketing, Economics, Engineering, or a related discipline.
• An MBA or relevant postgraduate qualification is an advantage.

• 8+ years of experience in B2B sales, enterprise sales, business development, or commercial leadership.
• At least 3 years of experience leading, managing, or developing a sales team.
• Demonstrated success in achieving and exceeding revenue targets in a B2B environment.
• Proven experience selling technology products or solutions to enterprise customers.
• Experience managing complex sales cycles, commercial negotiations, and high-value contracts.
• Demonstrated ability to build and manage a sales pipeline and deliver reliable revenue forecasts.
• Experience working in SaaS, AI, enterprise software, cloud technology, customer experience technology, or a related technology sector is strongly preferred.
• Experience selling to large enterprises and engaging C-level decision-makers is highly desirable.
• Experience developing go-to-market strategies and scaling sales operations is an advantage.
• Exposure to regional markets, particularly the GCC and wider MENA region, is preferred.

• Strong understanding of enterprise B2B sales methodologies, including consultative selling, solution selling, and account-based selling.
• Practical experience using CRM platforms and sales analytics tools.
• Strong commercial acumen, including pricing, negotiation, contract structuring, and revenue forecasting.
• Ability to understand and communicate the business value of complex technology and AI solutions.
• Strong analytical skills and the ability to use sales data to drive decisions.
• Ability to develop sales strategies, define KPIs, and implement scalable sales processes.

• Strategic thinking combined with a hands-on approach to execution.
• Strong leadership, coaching, and team development capabilities.
• Excellent negotiation, presentation, and stakeholder management skills.
• Strong commercial judgment and decision-making abilities.
• High levels of accountability, ownership, and results orientation.
• Ability to operate in a fast-paced, evolving technology company.
• Strong cross-functional collaboration and communication skills.
• Resilience and adaptability when managing complex sales cycles and changing market conditions.
• Ability to balance immediate revenue targets with long-term customer relationships and sustainable growth.

• Fluency in English is required.
• Arabic proficiency is strongly preferred, given Intella's focus on Arabic-language AI solutions and its regional market opportunities.

Key Working Relationships

• Executive Leadership
• Product Management
• Marketing
• Pre-Sales and Technical Teams
• Customer Success
• Finance
• Human Resources

• Enterprise customers and C-level executives
• Strategic partners and channel partners
• Industry stakeholders and technology ecosystem partners

Why Join Intella?

• Take a leadership role in a growing AI technology company.
• Work directly with the CEO and Co-Founder to shape commercial strategy and business growth.
• Contribute to the adoption of AI-powered solutions across enterprise customers.
• Build and scale a sales organization with a direct impact on the company's growth trajectory.
• Work at the intersection of AI, conversational intelligence, and customer experience technology.
• Help shape how businesses across the region adopt and benefit from Arabic AI solutions.