Head of Sales & Business Development (UAE)

• Sales Strategy & Revenue Ownership • Own the annual revenue target and build the sales plan by service line, client segment and channel. • Define target segments, such as startups, SMEs, family-owned businesses, Free Zone entities and international companies expanding into the UAE. • Work with the Partners on pricing, packaging and retainer models for each service line. • Prioritise recurring revenue (accounting and Virtual CFO retainers) alongside one-time mandates (company formation, tax registrations, projects). • Track market trends, regulatory changes (Corporate Tax, e-invoicing, AML) and competitor activity to spot new opportunities. • Business Development & Key Accounts • Personally lead and close high-value and strategic mandates. • Build relationships with founders, CEOs, CFOs and finance controllers/managers. • Run consultative discovery meetings to understand each client's structure, challenges and compliance needs, then propose the right mix of services. • Bring in delivery team experts for technical discussions on tax, accounting or regulatory matters. • Approve proposals, engagement letters and pricing within the authority limits set by the Partners. • Channel Partnerships & Network • Build and manage referral partnerships with banks, Free Zone authorities, business setup consultants, law firms, audit firms, real estate and insurance firms, and chambers of commerce. • Set up structured referral arrangements and track partner-sourced revenue. • Represent yourCFO at industry events, exhibitions, business councils and networking forums. • Marketing & Lead Generation • Work with marketing on campaigns, webinars, seminars, content and LinkedIn presence that generate qualified leads. • Position yourCFO as a trusted advisor through thought leadership on UAE tax, compliance, CSP and CFO topics. • Set up and track outbound programmes (email, LinkedIn, calling) run by the team. • Client Onboarding, Retention & Growth • Ensure smooth handover to delivery teams, with a clear scope, timelines and fee terms agreed upfront. • Drive cross-selling across service lines (for example: CSP client → CFO Support → Virtual CFO). • Monitor client satisfaction, renewals and collections in coordination with delivery and finance. • Generate referrals and testimonials from satisfied clients. • Pipeline, CRM & Reporting • Ensure all leads, opportunities and activities are recorded in the CRM. • Present weekly pipeline reviews and monthly sales reports to the Partners, covering forecasts, conversion rates and revenue by service line. • Maintain forecast accuracy and highlight risks to targets early. KEY PERFORMANCE INDICATORS • New revenue booked against target, by service line. • Growth in recurring monthly retainer revenue. • Pipeline coverage and lead-to-client conversion rate. • Average deal size and sales cycle length. • Share of revenue from referral partners. • Client retention and cross-sell revenue. • Bachelor's degree in Business, Commerce, Finance or a related field. An MBA, CA or ACCA is an advantage. • 6-8 years of B2B sales experience, with at least at least 3-5 years in financial consulting, selling accounting, tax, audit, CFO, business setup or corporate services (preferably in the UAE). • Proven record of meeting or exceeding revenue targets and closing high-value professional services mandates. • An established network of business owners, finance leaders and referral partners in the UAE. • Good working knowledge of UAE VAT, Corporate Tax and the Mainland/Free Zone business setup landscape. • Hands-on experience with CRM tools and sales reporting. KEY COMPETENCIES • Strategic thinking and sales planning. • Consultative, CXO-level selling. • Negotiation and closing. • Partnership and network building. • Excellent English communication and presentation skills. Arabic, Hindi or other regional languages are an advantage. • Commercial judgement on pricing and deal profitability. • Integrity and professionalism in representing a financial advisory brand. CAREER PATH Head of Sales & Business Development → Director – Growth → Partner Track