Head of Sales

About Madar

Madar, a Saudi digital logistics platform owned by Elm, is dedicated to transforming transportation management across various industries. The platform connects shippers, carriers, and logistics partners within a unified ecosystem, enhancing visibility, efficiency, and automation. Madar facilitates seamless shipment execution, financial integration, and real-time tracking, aiming to redefine logistics in the Kingdom and beyond.

Role Overview

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

Key Responsibilities

• Develop and execute the overall sales strategy in alignment with Madar’s business objectives.
• Achieve 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.
• Collaborate 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

• 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

Experience Required

Candidates should possess 5-10 years of relevant experience in sales leadership, particularly within B2B and SaaS environments.