Head of Institutional Sales

Overview

What You'Ll Do

• Map and prioritise the institutional landscape across MENA — banks, PSPs, fintechs, and licensed entities — with documented account plans and pursuit strategies
• Run end-to-end enterprise sales cycles: from executive discovery and requirements shaping through to signed contract
• Sell the Fortis platform as a license or SaaS solution, crafting tailored ROI cases and commercial structures for each client
• Build C-suite relationships and drive deals at CEO, CTO, COO, CISO, and Head of Payments level
• Lead solution discovery sessions — translating client constraints and objectives into a clear platform narrative and feasible integration approach new
• Align internal stakeholders (product, engineering, risk, compliance) throughout the deal cycle to eliminate late-stage surprises new
• Feed structured voice-of-customer insights into the product roadmap and platform packaging new
• Ensure regulatory and payment network requirements are cleared proactively — before deals reach final negotiation new
• Shape the multi-market expansion playbook and, when the time is right, hire and grow a small team
• What we're looking for
• Proven enterprise / institutional sales experience in payments, fintech, or financial services in MENA
• Comfortable as a senior IC — owning the full cycle without a team beneath you (yet)
• Strong executive presence and a track record closing complex, multi-stakeholder deals
• Deep familiarity with payment processing and acquiring models, card network schemes, and MENA's regulatory landscape new
• Experience with SaaS or platform licensing commercial structures — including multi-year contracts, tiered pricing, and integration fees new
• Ability to engage technically — enough to lead solution discovery, assess integration complexity, and challenge or validate engineering assumptions new
• Familiarity with how financial institutions evaluate vendor platforms: RFP processes, security/compliance reviews, and IT governance new
• Understanding of switching costs, incumbent vendor dynamics, and how to position against internal build vs buy decisions new
• A builder mindset — you don't just close deals, you systematise how they get closed
• *As part of our recruitment process, we process candidate personal data for recruitment and selection purposes.
• This may include recording or transcription of interviews, AI-assisted summarisation of interview notes, and storage of candidate information in our applicant tracking system.
• These tools support our recruitment team and do not make final hiring decisions without human review.
• We retain candidate information only for as long as necessary for the relevant recruitment process, unless you separately agree that we may keep your details for future opportunities.*
• *By submitting your application, you acknowledge that your personal data will be processed in accordance with this notice.*