Head of Business Development & Sales (stc pay)

Job Objective:

To lead the development and execution of stc pay business development and enterprise sales strategy, driving revenue growth through strategic partnerships and high‑value fintech deals. The role secures complex enterprise agreements, expands regional market presence, and builds a high‑performing sales organization aligned with long‑term profitability and market leadership.

Job Specifications:

Strategic Contribution

• Design and execute the overall Business Development & Sales strategy aligned with corporate growth objectives.

• Develop annual and multi-year business development plans, setting ambitious yet achievable revenue and expansion targets.

• Identify new verticals, use cases, and market opportunities within fintech, payments, and embedded finance ecosystems.

• Define go-to-market strategies for new products and services across enterprise and government segments.

• Monitor industry trends, competitive landscape, regulatory developments, and emerging technologies to ensure strategic positioning.

• Report regularly to executive leadership and Board on pipeline health, revenue performance, and strategic initiatives.

Strategic Business Development

• Identify, pursue, and close high-value strategic partnerships with government entities, sovereign wealth funds, regulatory bodies, and public sector institutions.

• Engage with enterprises, conglomerates, banks, and financial institutions to offer enterprise-grade fintech solutions.

• Structure and negotiate complex deals including:

  • BIN sponsorship arrangements for card product launches

  • Mobile Wallet-as-a-Service (WaaS) white-label or co-branded platforms

  • Remittance service provider aggregation partnerships

  • Customized payment acceptance and embedded finance solutions

• Build and maintain long-term relationships with C-suite executives, government officials, regulators, and key decision-makers.

• Lead RFP responses, public sector tender submissions, and large-scale procurement engagements.

• Structure innovative commercial models including revenue-share agreements, equity partnerships, and risk-sharing frameworks.

Solution Architecture & Consultative Selling

• Understand complex client business, regulatory, and technical requirements and translate them into commercially viable solutions.

• Collaborate closely with Product, Technology, Compliance, Legal, and Operations teams to develop tailored offerings.

• Develop compelling business cases, ROI models, and financial projections for enterprise and government clients.

• Lead contract negotiations, pricing strategy discussions, and partnership structuring.

• Serve as trusted advisor to clients on digital payments transformation and fintech innovation strategies.

Regional Expansion

• Develop and execute market entry strategies across GCC and MENA markets.

• Conduct detailed market research and competitive analysis to identify expansion opportunities.

• Establish relationships with regulators, central banks, and government authorities in target jurisdictions.

• Navigate regulatory frameworks, licensing processes, and compliance requirements across markets.

• Build local strategic partnerships and distribution channels to accelerate market penetration.

• Adapt product and commercial models to regional requirements including Islamic finance and Sharia-compliant structures where applicable.

Sales Leadership & Team Management

• Build, lead, and scale the sales organization from early stage to full commercial maturity.

• Recruit, develop, and retain high-caliber sales talent across enterprise and public sector segments.

• Set sales strategy, targets, quotas, and KPIs aligned with corporate revenue objectives.

• Establish governance frameworks, sales processes, and performance management systems.

• Oversee pipeline management, forecasting accuracy, and revenue predictability.

• Coach and mentor sales leaders and team members to maximize productivity and professional growth.

• Foster a culture of accountability, excellence, collaboration, and continuous improvement.

Cross-Functional Collaboration

• Partner with Product teams to influence roadmap development based on market feedback and client needs.

• Work closely with Legal and Compliance on regulatory matters and contract structuring.

• Collaborate with Marketing on positioning, messaging, and demand generation strategies.

• Coordinate with Operations and Customer Success on client onboarding and service delivery excellence.

• Align with Finance on pricing models, deal economics, revenue recognition, and profitability tracking.

Change Management & Continuous Improvement

• Lead initiatives to continuously improve sales processes, commercial frameworks, and partnership models.

• Drive digital transformation initiatives within the commercial function.

• Identify efficiency enhancements, automation opportunities, and cost optimization initiatives.

• Promote innovation in deal structuring and commercial engagement models.

Reporting & Compliance

• Ensure accurate and timely reporting of business development activities and revenue performance.

• Present periodic updates to executive leadership and Board of Directors.

• Ensure compliance with all regulatory requirements, internal governance standards, and contractual obligations.

• Maintain high ethical standards in all negotiations and commercial engagements.

Qualification & Experience:

Minimum requirements:

• Bachelor’s degree in Business Administration, Finance, Economics, Engineering, or related field

Preferred:

• Minimum 10 years of progressive experience in business development, strategic partnerships, or enterprise sales, with at least 5 years in senior leadership roles managing sales teams and P&L responsibility.

• Proficiency in English and Arabic

Note:

Preference in hiring will be given for Bahraini nationals.