Country Head, KSA

The Role: 

At Anchanto, we know that the one of the keys to growth is a high-performing team. That’s why we’re seeking a skilled Country Head for Saudi Arabia. The ideal candidate will have experience in B2B SaaS ecommerce / logistic product sales management, as well as skills related to strategic analysis and marketing. In this role, you will handle the P&L of the country with a full responsibility of the revenue and the expenses for the operations.  

As a Country Head for Anchanto’s products focused on Enterprise segment, you will have the opportunity to help promote growth and shape the future of SaaS products for eCommerce players in the Retail and Logistics sector. We will rely on you to partner with our sales and marketing department to conduct market research and develop a strategic business development plan.  

Reporting directly to the Chief Revenue Officer EMEA, your key goal will be to drive substantial revenue growth - through New-Logo Sell, Upsell and Cross-Sell - by deepening consultative relationship. You will play a crucial role in developing a strong network of C-level relationships with local business partners and customers.

As a quota holding role, there will be an annual target, and an incentive plan linked.  

Key Responsibilities: 

#1 Sales & Revenue Leadership and Business Expansion   

• New Logos: Responsible for achieving year-over-year topline growth in the KSA by meeting sales targets for both personal and team performance. 
• Growth Strategy: Drive growth primarily through new customer acquisitions, supplemented by upselling and cross-selling to existing clients. Set and achieve quarterly sales targets for both yourself and your team. 
• Pipeline Development: Build and manage a strong customer pipeline in the KSA , directly engaging in high-value deals and CXO-level relationships. 
• Networking: Maintain strong relationships with government bodies, industry associations, and other relevant stakeholders.

• Business Relationships: Build and maintain positive relationships with customers, partners, Saudi conglomerates organisations, digital agencies, media, last-mile carriers, and web development agencies. 
• Existing Revenue: Ensure 100% renewal of all current customers, with a focus on potential growth and backlog revenue expansion. 

#2 Team and Cross-Function Management 

• Team Management: Lead and develop the sales and account teams in proposal creation, pitching, pipeline management, and continuous skill development. 
• Reporting: Provide the Chief Revenue Officer with data-driven insights and reports on key performance metrics, client satisfaction, and growth opportunities. 
• Hiring: Recruit essential roles to support smooth operations across sales, marketing, implementation, account management, and support functions. 
• Leadership: Set responsibilities and KPIs for different teams (sales, marketing, account management, delivery, support) to align with country targets and cross-departmental objectives. 
• Collaboration: Work closely with Customer Delivery and Project Management teams to prioritize and fulfil customer requirements, ensuring timely revenue delivery. 

#3 Thought Leadership:  

• Industry Knowledge: Stay updated on the eCommerce and logistics ecosystem in the KSA, especially in key customer domains such as Brands, Retailers, Distributors, and 3PLs. 
• Industry Expertise Sharing: Demonstrate industry expertise through partnerships, case studies, and whitepapers delivered with current customers and partners in the eCommerce Ecosystem 

#4 P&L Ownership:  

• Account planning: Develop clear account plans for all existing customers, with direct involvement in the top 10 strategic and high-revenue clients. 
• Budget Management: Oversee the country’s budget, including headcount, outsourced services, office leases, and marketing expenses. 
• ROI Focus: Ensure sustainable, long-term ROI to maintain a positive P&L in the KSA. 
• Annual Planning: Develop and agree on annual plans and timelines with Executive Management and internal teams.

Essential Requirements: 

• 12+ years of experience, with minimum of 8 years' experience in a Sales Leadership role, preferably as an Account Director or Business Development Director in Saudi Arabia,
• Fluent in Arabic (reading, writing, speaking),
• Experience with SaaS products in the eCommerce, Retail and Logistics sector,
• Strong understanding of eCommerce and eCommerce logistic concepts and comfortable working and communicating C-level stakeholders. Comfortable and adept in translating business outcomes in operational language 
• Exceptional communication skills, especially written 
• Ability to do presentations, and captivate an audience 
• Ability to build rapport, create connections, and drive engagement 

Personal Attributes: 

• Self-aware about your strengths and clarity in storytelling 
• Able to handle ambiguous briefs from customers and restore sanity in discussions 
• Self-motivated with the ability to proactively seek out solutions and opportunities 
• Collaborative with peers and always proactive in sharing best practices