Sales Director - Hospitality Technology

About the role

Innovation Group is hiring a Sales Director for its hospitality technology business, based in Dubai. The role owns the annual and quarterly net-new ARR target for the GCC and India, leads enterprise sales and builds a reseller and channel-partner network, and manages a team of Sales Executives.

Key responsibilities

• Own the annual and quarterly net-new ARR target for the GCC and India, and build separate go-to-market plans for each region
• Segment the market (luxury and upscale hotels, hotel groups, independent fine dining, multi-outlet restaurant groups, serviced apartments) and feed insights into pricing, packaging and the product roadmap
• Lead enterprise deals with hotel groups, management companies and restaurant groups, sell to owners, GMs, Directors of F&B, Executive Chefs, IT and Finance, and convert pilots into multi-property and group-wide agreements
• Lead proposals, commercial negotiations and RFP responses
• Design the partner model (tiers, margins, deal registration, territories, certification), recruit and onboard resellers across the UAE, KSA, Qatar, Kuwait, Bahrain, Oman and key Indian metros, and equip partners with training, demos, collateral and joint marketing
• Run quarterly partner business reviews, manage the partner pipeline alongside the direct pipeline, and grow partner-sourced revenue to a meaningful share of bookings within the first year
• Hire, coach and manage Sales Executives in the UAE and India, set activity standards, deal stages and weekly pipeline reviews, and build a high-performance culture with clear targets and transparent incentives
• Keep the HubSpot CRM accurate and deliver a reliable monthly and quarterly forecast to the CEO, tracking funnel conversion, deal velocity and win/loss reasons
• Represent the company at industry events such as The Hotel Show Dubai, Gulfood, Future Hospitality Summit, HITEC Dubai and HICSA in India, and build relationships with hotel owners' associations, F&B leaders and hospitality media

Required profile

• 12+ years in B2B sales, with at least 5 years leading a regional sales team
• 7+ years selling into the F&B and hospitality industry (hotels, hotel groups, restaurant groups or food-service operators)
• Proven record of building a reseller or channel-partner network from scratch in the GCC, India or both, with quantifiable partner-sourced revenue
• Track record of closing enterprise deals with hotel groups or multi-outlet operators, including multi-property agreements
• Established relationships with GMs, Directors of F&B, Executive Chefs and owners across the GCC and India
• Bachelor's degree; an MBA or hotel-management degree is an advantage

Required skills

• Experience selling hospitality technology or SaaS (POS, PMS, guest engagement, F&B analytics, procurement or similar)
• Nice to have: prior role at a hospitality-tech vendor, POS company or global hotel brand's F&B or commercial team
• Nice to have: experience with KSA's hospitality expansion and Vision 2030-linked projects
• Nice to have: familiarity with UAE PDPL, KSA PDPL and India DPDP data-privacy rules
• Nice to have: early-stage or start-up experience