Vp, Sales Excellence (Dubai Based)

DUBAI BASED ROLE. Relocation would be required but with highly competitive, tax free salary package.

Company Profile:

• We are aspiring to create a lighthouse technology company which will have a lasting impact in the entire tech ecosystem in our geography.
• Our primary business is a leading online real estate and rental marketplace dedicated to connecting consumers to their perfect property.
• With a C-Level team of ex Facebook, Google, Cisco, eBay, Zillow, PepsiCo and McKinsey executives we are backed by General Atlantic, a US based private equity company, who have invested in Facebook, Uber, Airbnb, Snapchat, Alibaba and Klarna.
• Property Finder is one of the largest technology start-ups in the Middle East, North Africa and Turkey, currently on a path to become a unicorn.
• The company is one of the largest technology start-ups in the region and on a journey to becoming a Unicorn.
• A UAE-born startup, Property Finder expanded its operations to Qatar, Bahrain, Saudi Arabia, Egypt and Turkey over the years.

Role Summary:

• As part of the Commercial team, we’re looking for an experienced VP, Sales Excellence, reporting directly to the company’s CRO.
• This is a highly senior role that will shape the company’s commercial engine, with amazing impact potential and direct visibility to the C-level.

The Role:

Lead the strategic thinking and implementation of best-in-class commercial operations, commercial strategy and commercial enablement functions for a classifieds marketplace. More specifically:

1) Commercial Strategy:

• Act as the right-hand of the CRO on the commercial strategy, coming up with opportunities to optimize or accelerate client retention, new business acquisition, country commercial strategy determination, and prioritization
• Discover new opportunities to grow and optimize the business through analytics, modeling, and business case development – working very closely with corporate strategy, commercial finance and business analytics functions
• Continuously optimize the commercial operating model (e.g., number of accounts per business consultant, client segmentation and service models) in order to ensure highest level of productivity, as well as highest ROI is achieved given the commercial investment

2) Commercial Operations:

• Analytically decipher what’s driving over- or underperformance across different client segments, teams and geographies, understanding the end-to-end commercial funnel
• In case of underachievement, recommend a set of corrective actions to the CRO and implement the initiatives
• Sales targets & performance
• Partner with commercial finance in determining and allocating sales targets to various teams / geographies, correctly determining the distribution between: retention, new business, upsell etc.

3) Sales Enablement:

• Training: Develop a best-in-class business consultant training journey that aims to elevate skills of the teams across consultative selling and interpreting analytics to take necessary actions
• Tools: Partner with commercial analytics and other relevant functions to continuously build new tools, improve existing tools and drive adoption by the commercial team
• Develop and standardize sales enablement activities, including but not limited to:

4) Voice of Customer:

• Closely partner with product to ensure the right product roadmap is in place as a result of customers’ feedback
• Have a very clear understanding of the customer journey at Property Finder, and become the champion in the organization of identifying (through a structured process), surfacing and developing solutions for customer pain points
• Be a key partner to marketing in B2B forums, both in their design as well as execution

The Person:

• Track record in being able to implement large scale commercial change/transformation programs
• Highly analytical and can manage multiple growth strategies simultaneously including customer acquisition, retention and upsell
• 12+ years of experience in highly analytical roles specifically focusing on sales excellence (and/or business operations) – ideal candidate would have previous experience and stellar track record in SaaS organizations, or top tier consulting companies specifically focusing on sales performance improvement
• Proven record of high performance and achievements in career, particularly in the areas of responsibility as per above
• Exceptional written and verbal communication skills – ability to influence direction of the organization using the combination of 1) power of analytics, 2) stakeholder influencing and 3) agenda driving

Company Principles:

• Data beats opinions
• Don’t confuse motion with progress
• People over pixels
• Failure is success if we learn from it
• Move fast and make things