Fractional Head of Business Development - UAE

Fractional Head of Business Development - UAE

Location

• Dubai or Abu Dhabi · hybrid (office presence \~1 day/week + on-site client meetings)
• Start - Within 30 days of signing
• Initial term : 6 months · renewable; conversion to full-time on agreed revenue triggers

Compensation

• AED 6,000 – 10,000 per month retainer + 4–6% commission on new bookings sourced or closed
• Reporting cadence : Weekly pipeline call · monthly business review · quarterly strategy review with leadership
• Prish Group is a UAE-based technology partner with four integrated practice groups
• Build & Deploy (custom software, licences, embedded engineering),
• Intelligent Operations (AI, automation, digital transformation),
• Creative Studio (video, 2D/3D animation, game development),
• and Immersive Tech (AR, VR, MR).
• We are authorised partners and resellers for Microsoft, Adobe, Red Hat, Monday.com and Amazon Web Services.
• We are now scaling business development to convert that delivery credibility into a structured pipeline across UAE SME, mid-market, enterprise and government buyers.
• This role exists to lead that build-out.
• The Fractional Head of BD will design and run - a clear pipeline, a partner co-sell motion, productised entry offers, and a sales cadence that delivers AED 3–5 million in new bookings in the next 12 months, scaling toward AED 6–9 million as the function matures.
• This is a player-coach role.
• The right person spends roughly 60% of their time hands-on - talking to buyers, working partners, writing proposals and 40% of their time building the process and tooling that will eventually scale beyond them.
• **Bookings:**
• AED 3–5 million in new bookings in the first 12 months, growing to AED 6–9 million by month 18 as headcount scales.
• **Pipeline:**
• AED 12–20 million of qualified pipeline maintained at all times (4× quarterly target coverage).
• **Mix:**
• At least 30% of bookings partner-sourced (Microsoft, AWS, Adobe, Red Hat, Monday).
• At least 30% recurring revenue by month 12.
• **Coverage:**
• 30+ new logos won split roughly 20 SME, 8 mid-market, 2 enterprise/semi-government.
• **Process:**
• A functioning CRM, a documented sales playbook, six productised entry offers live, and a 60-account ABM list operating against a defined cadence.
• **Pre-qualification:**
• Prish vendor-registered on every priority UAE portal (federal, Dubai, Abu Dhabi, ADNOC, DEWA, DP World and the top three banks) within 90 days.
• Pipeline & sales
• Own the full sales funnel from suspect to signed SOW qualification, discovery, proposal, contracting, handover to delivery.
• Personally close mid-market and enterprise opportunities; coach the founder and (later) BDR on SME deals.
• Run Phase-0 paid discoveries (AED 50K–150K) with mid-market prospects and convert at least 70% into AED 0.8M–1.5M Phase-1 builds.
• Submit proposals within 72 hours of qualification; keep deals moving (no deal stale > 14 days without action).
• Partner co-sell
• Activate Microsoft, AWS, Adobe, Red Hat and Monday.com partner managers book quarterly QBRs, register joint opportunities, secure MDF and funded POCs (Microsoft IDB, AWS MAP, FastTrack).
• Move up the partner tiers: Microsoft Solutions Partner designation (Data & AI, Modern Work, Azure), AWS Select Tier, Monday Gold.
• Add Meta (Spark AR), NVIDIA Inception, and one RPA partner within 6 months.
• Account-based marketing & outbound
• Build and maintain a 60-account ABM list tiered into strategic, high-value and nurture; refresh quarterly.
• Drive personalized LinkedIn and email outbound at minimum 200 high-quality touches per week across the named accounts (own plus BDR when hired).
• Convert ABM accounts into qualified meetings at a target rate of 25% on Tier-1 sequences.
• Vendor registration & enterprise pre-qualification
• Complete vendor registrations on Federal Supplier Register (MoF), Dubai eSupply/Tejari, AD eTendering/ADGPG, ADNOC eSourcing, DEWA, DP World, Emirates Group and the top three banks within 90 days.
• Drive ISO 27001 + ISO 9001 + ICV certification programme to completion in months 3–6.
• Respond to 1–2 tenders per month from registered portals.
• Productisation & pricing
• Stand up six productized entry offers AI Operations Audit, 30-Day Operations Portal, Immersive Concept Sprint, Brand Story Pack, Cloud Readiness Assessment, Compliance Training Game Pilot with public pricing on the website by day 30.
• Build commercial templates: SOW, MSA, change-control, gainshare structures for automation deals.
• Operating cadence & reporting
• Weekly pipeline & forecast review; monthly business review with leadership; quarterly strategy reset.
• Own the CRM (HubSpot or Monday both are free/owned tooling) and ensure it is the single source of truth.
• Publish a one-page monthly BD report covering bookings, pipeline coverage, win-rate, partner-sourced share, and ABM activity.

Team build (months 6–12)

• Hire and onboard a Business Development Representative when monthly bookings clear AED 200K for two consecutive months.
• Engage a fractional Bid & Proposal Manager to handle tender writing and vendor-portal paperwork.
• Define a clear handover path for the role to convert to full-time Head of BD at agreed revenue triggers.

Days 1–30 · Foundation

• CRM live; 60 ABM accounts loaded; 200 SME prospects loaded.
• Six entry offers productised copy, pricing, landing pages live.
• Vendor registrations submitted to MoF, Dubai eSupply, AD eTendering, ADNOC, DEWA, DP World, and three bank portals.
• Partner QBRs booked with Microsoft, AWS, Adobe, Red Hat, Monday.
• ISO 27001 + ICV certification kick-off.

Days 31–60 · Activation

• Outbound running at 200 touches/week.
• First exec roundtable hosted at Microsoft Reactor or AWS UAE at least 15 mid-market CIO/CFO attendees.
• Four POV articles published and amplified.
• Four new case studies published.
• First 10 SME packages closed on productised offers.

Days 61–90 · Conversion

• Six Phase-0 paid discoveries sold (AED 300–600K of fees).
• Three enterprise / semi-government proposals submitted; five tenders responded to.
• One anchor enterprise verbal commitment secured.
• Microsoft Solutions Partner application submitted; AWS Select Tier underway.
• ISO 27001 stage-1 audit passed.

Must-have

• 7+ years of B2B technology services sales and BD experience, with 3+ years in a leadership role.
• Proven track record selling at least two of: custom software development, AI/automation, cloud (Azure/AWS), creative production, or immersive tech (AR/VR/MR) to UAE enterprise or mid-market buyers.
• A demonstrable book of UAE relationships across at least two of: banking & financial services, manufacturing/logistics, healthcare, real estate, retail, telecom, energy.
• Hands-on experience running Microsoft and/or AWS partner co-sell registering opportunities, working with partner managers, accessing MDF and POC funding.
• Direct experience with UAE government and enterprise procurement: Federal Supplier Register, Dubai eSupply/Tejari, AD eTendering, Ariba, ADNOC eSourcing and an understanding of ICV and ISO requirements.
• Strong commercial instincts comfortable structuring fixed-fee, T&M, retainer and gainshare deals.
• Excellent written English; able to draft executive-quality proposals, emails and content unaided.
• Founder mindset happy to wear multiple hats, work without an SDR or marketing team for the first 90 days.

Nice-to-have

• Existing senior relationships at: Emirates NBD, FAB, ADCB, Mashreq, Emirates NBD, ADNOC, DP World, Aldar, Emaar, Mediclinic, NMC, Etisalat (e&), du, MoF, MoIAT, Smart Dubai, ADDA.
• Prior fractional or advisory experience with another UAE tech services firm.
• Arabic language fluency.
• Experience selling immersive technology (AR/VR/MR) or AI/RPA solutions.
• Active speaker or moderator at UAE tech events (GITEX, LEAP, Step, Money 20/20 ME, Dubai AI & Web3).
• Time commitment
• Months 1–3: 2 days/week minimum (16 hours), with flexibility to spike to 3 days during proposal cycles.
• Months 4–6: review and likely step-up to 3 days/week as pipeline matures.
• Months 6+: optional conversion to full-time Head of BD on agreed revenue triggers.
• Working norms
• One office day per week at Prish HQ (Dubai); other days remote or on-site with clients/partners.
• Weekly 60-minute pipeline call with the Founder; ad-hoc Slack/Monday availability for live deals.
• Quarterly off-site strategy session with leadership.
• Non-compete with named direct competitors during the engagement; reasonable advisory relationships with non-competing UAE firms permitted.
• Why this role is interesting
• Prish is a rare combination in the UAE market multi-practice, partner-grade, with quantified outcomes ready to sell against.
• The Fractional Head of BD steps into a business that has finished proving it can deliver and is ready to prove it can scale.
• The role offers commercial upside, the autonomy of a fractional engagement, and a clear path to converting into a full-time Head of BD seat with equity participation if both sides agree.
• If you have built a UAE B2B services pipeline before and want to do it again with a partner-grade firm that already has the case studies to back it up, we would like to hear from you.
• Please send the following
• A one-page note explaining why this role fits your next chapter and what you would do in the first 60 days.
• Your CV and (if relevant) LinkedIn URL.
• Three references at least one CIO/CTO and one partner manager (Microsoft, AWS, Adobe, Red Hat or Monday).
• Your monthly retainer expectation and earliest start date.