Business Development Manager - GCC

DESCRIPTION:

About the Role

We are looking for a Business Development Manager to drive new business and expand existing accounts across the UAE, Oman, and Qatar.

This is a hunter-owner role for a commercially driven professional who understands how to open mid-market and enterprise accounts in the Gulf, sell consultative technology services, manage complex sales cycles, and build long-term client relationships.

You will be responsible for owning the sales process end-to-end — from prospecting and qualification to solution scoping, proposal, negotiation, and closing — while working closely with pre-sales and delivery teams.

Key Responsibilities

• Own the full sales cycle across the UAE, Oman, and Qatar, from lead generation and qualification through proposal, negotiation, and closing.
• Develop and execute a regional business development strategy focused on new logo acquisition and revenue growth.
• Identify and target mid-market and enterprise organizations with potential demand for QA, software testing, engineering, and technology services.
• Sell Kualitatem's services through a consultative approach, understanding client challenges and positioning the right solution or engagement model.
• Build and maintain a healthy sales pipeline through:
  • Outbound prospecting
  • Existing professional networks
  • Industry events and conferences
  • Referrals
  • Channel and partner relationships
• Develop relationships with senior decision-makers, including CTOs, CIOs, VPs of Engineering, IT Directors, Heads of QA, Procurement leaders, and other key stakeholders.
• Navigate complex, multi-stakeholder enterprise sales cycles and successfully manage longer deal timelines.
• Identify opportunities to expand existing accounts, increase engagement scope, and develop long-term strategic relationships.
• Prepare proposals, commercial presentations, and sales plans in collaboration with pre-sales and delivery teams.
• Partner with technical and delivery teams to understand client requirements and develop appropriate solutions.
• Maintain accurate CRM records, pipeline hygiene, sales forecasts, and activity reporting.
• Consistently work toward and achieve assigned revenue and business development targets.
• Monitor market trends, competitor activity, customer needs, and pricing dynamics across the Gulf.
• Provide actionable regional market insights to help strengthen Kualitatem's GCC go-to-market strategy.
• Represent Kualitatem professionally at client meetings, industry events, conferences, and other business development activities.
• Travel across the UAE, Oman, and Qatar as required.

Required Qualifications & Experience

• 6+ years of experience in B2B technology consulting sales, business development, or enterprise technology sales.
• Proven track record of closing business in the GCC, particularly within the UAE, Oman, and/or Qatar.
• Strong experience selling technology or professional services, ideally including:
  • IT services
  • Software/SaaS
  • QA and software testing
  • DevOps or engineering services
  • Technology consulting
• Demonstrated experience selling to senior technology and business decision-makers, including CIOs, CTOs, IT Directors, VPs of Engineering, and Heads of QA.
• Proven ability to manage the complete sales lifecycle, including prospecting, qualification, discovery, solution positioning, proposal, negotiation, and closing.
• Experience managing consultative, complex, and multi-stakeholder sales cycles.
• A demonstrable track record of building pipeline and consistently achieving or exceeding sales targets.
• Strong understanding of the GCC technology market and how business is conducted across the region.
• Established professional network within technology, engineering, IT, or enterprise organizations in the Gulf.
• Excellent written and verbal English communication skills.
• Arabic language skills are a strong advantage.
• Strong negotiation, presentation, relationship-building, and stakeholder-management skills.
• Self-motivated and comfortable working independently across multiple markets.
• Willingness to travel within the GCC as required.
• Must be currently residing in the UAE. Applications from candidates residing outside the UAE will not be considered.

Nice to Have

• Previous experience selling QA, software testing, test automation, performance testing, security testing, DevOps, or engineering services.
• Existing relationships with CTOs, CIOs, Heads of Engineering, Heads of QA, IT Directors, and other technology decision-makers across the GCC.
• Experience selling into banks, FinTech, HealthTech, government, or other regulated industries.
• Experience working with enterprise procurement and vendor onboarding processes.
• Strong understanding of technology, software development, engineering, and quality assurance environments.

What Success Looks Like

In this role, success means:

• Building a strong and qualified pipeline across the UAE, Oman, and Qatar.
• Consistently generating new business opportunities and converting them into revenue.
• Winning new mid-market and enterprise accounts.
• Expanding Kualitatem's presence within existing strategic accounts.
• Building trusted relationships with senior technology decision-makers.
• Establishing Kualitatem as a preferred technology and QA services partner across the region.

Why Join Kualitatem?

Join a growing technology services organization with a strong reputation for quality, security, and engineering excellence. You will have the opportunity to own the GCC sales territory, work directly with senior technology leaders, influence regional growth, and build a significant business development footprint across three high-value markets.

Dubai