Business Development Director - GCC

Role Purpose

The Business Development Director (BDD) is responsible for acquiring new strategic clients across priority markets, building executive-level relationships, and delivering complex, high-value deals across the business’s core service and SaaS product lines. Operating as a senior member of the global commercial team, the BDD leads consultative solution selling efforts focused on property developers and ultra luxury real estate brands. This role requires sophisticated engagement with C-level stakeholders, deep understanding of client drivers, and the ability to partner across product, delivery, and marketing teams to generate demand and secure long-term partnerships. Where relevant, the BDD is also responsible for directly managing Business Development Managers, providing leadership, coaching and development to elevate team performance and contribution to commercial targets.

Performance Dimensions

• Drive net new revenue growth through acquisition of enterprise and premium-market clients.
• Lead strategic sales pursuits and influence buying decisions at the executive level.
• Align market development with business strategy and solution value propositions.
• Contribute to commercial performance goals for regional growth and account development.
• Lead, coach, and manage Business Development Managers to execute aligned new business strategies

Key Relationships

Internal

• Chief Revenue/Client Officer
• Global Business Development Team
• Marketing and Demand Generation Teams
• Client Partnerships & Customer Success Teams
• Product and Solution Engineering Teams
• Head of Production and Delivery Leads

External

• Property Developers, Real Estate Brands, Agents & Agencies
• Strategic Partners, Consultants, and Industry Stakeholders

Key Challenges

1. Building long-term, strategic relationships in a complex, high-stakes sales environment.
2. Positioning and selling technical and creative service solutions to non-linear buying groups.
3. Navigating ambiguity across project-based and SaaS models while aligning to delivery capacity.
4. Managing long-cycle deals with multiple stakeholders, financial models, and implementation complexity.
5. Leading and developing a high-performing sales team in a high-growth environment.

Key Accountabilities

New Business Acquisition

• Drive sales pipeline and win new clients in line with regional and global sales targets
• Manage end-to-end sales lifecycle from MQL to signed agreement and internal handover
• Identify and close strategic opportunities aligned to priority verticals

Strategic Sales Execution

• Execute complex, multi-solution sales processes with clarity and precision
• Lead client discovery, proposal design, pricing negotiation, and stakeholder management
• Build business cases and ROI justification tailored to developer/client requirements

Client Engagement & Executive Relationship Management

• Build and maintain C-suite level relationships in developer and brand organisations
• Influence high-value stakeholders across product, marketing, design and digital teams
• Represent the brand at events, pitches and commercial showcases

Cross-functional Partnering

• Collaborate with Product, Marketing, Delivery and Operations to shape solutions
• Align scope and timelines with capacity planning teams and delivery leads
• Ensure seamless handover to Client Partnerships and Delivery teams

Commercial Forecasting & CRM Hygiene

• Own sales forecasting and maintain CRM data hygiene for your territory/region
• Provide accurate revenue pipeline insights to CRO and commercial operations
• Use data to inform ICP qualification, targeting, and pricing strategies

Market Development & Thought Leadership

• Act as a subject matter expert on visualisation, real-time and SaaS solutions
• Identify market shifts and new client opportunities (e.g. digital twin, virtual sales experiences etc)
• Contribute to go-to-market strategy, content development and campaign feedback loops

Leadership & Team Management

• Manage, coach, and develop Business Development Managers
• Set clear targets and drive accountability across the team• Support onboarding, training, and career development for BDMs
• Foster a culture of excellence, collaboration, and Solution Partnership Based selling

KPI / Metrics

• Net new revenue closed (project-based + SaaS)
• Qualified pipeline value and progression velocity
• Average deal size and win rate
• Sales cycle length and client acquisition cost (CAC)
• Executive engagement metrics (C-level conversion, brand coverage)
• Forecast accuracy and CRM hygiene compliance
• BDM team performance and development metrics

This list is not exhaustive, other KPIs and Metrics may change or be added as required

Requirements

Preferred Work Experience

• 10+ years of experience in enterprise sales, business development or solution consulting
• Strong track record of closing six- and seven-figure deals in complex sales environments
• Proven success working with property developers, architectural firms or built environment sectors
• Experience selling a blend of creative services, digital content, SaaS, or tech-enabled products
• Exceptional stakeholder management, proposal writing and negotiation skills
• Experienced sales leader with a proven ability to manage and coach high-performing team
• Experience engaging with real estate marketing, product, and innovation teams
• Knowledge of CGI, 3D, real-time rendering or SaaS platforms in architecture/urban development
• Previous experience in start-up/scale-up or agency environments preferred

Certification or Qualifications

• Bachelor's degree in Business, Architecture, Real Estate, Marketing, or related field
• Sales certifications (e.g., Challenger, SPIN Selling, MEDDIC) advantageous

Technology & Systems

• Proficiency in HubSpot, Salesforce or equivalent CRM
• Familiarity with proposal software, sales enablement tools, and basic financial modelling tools

Learning Agility

• Curious and adaptive, with a drive to understand client industries and emerging technologies
• Able to translate client needs into solution roadmaps collaboratively

Mindset & Attitude

• Consultative, growth-oriented, and commercially disciplined
• Strategic thinker with a hands-on approach and high accountability
• Leadership mindset with a commitment to growing people and performance

Communication

• Executive presence, with exceptional written, verbal and presentation skills
• Ability to inspire confidence across internal and external audiences

Process / Sales Management

• Structured and data-informed approach to territory/region planning and sales execution
• Experience with strategic account development, advanced negotiation techniques and value selling methodologies
• Skilled at sales team coaching, pipeline inspection, and performance management

Benefits

• Salary: AED 375,000 to 420,000 per year dependant on experience
• Eligible to participate in the Company Bonus Scheme
• Holidays: 22 days holiday per year increasing with service + plus public holidays
• Private Medical
• Great Learning & Development opportunities