Head of Business Development

Atome; United Arab Emirates; On-site; AED 200,000 - 300,000; Full time

Job summary

Atome is looking for a business leader to develop and execute the go-to-market strategy in the UAE. You will build and lead the early business development team, establish CRM processes, and forge strategic partnerships with local players.

The ideal candidate has over 12 years of experience in business development or sales in the fintech or B2B space, deep knowledge of the UAE landscape, and proven ability to drive early-stage sales. A builder’s mindset and excellent leadership skills are essential for success.

Qualifications

• 12+ years in business development or sales roles.
• Proven track record in early-stage or high-growth B2B environments.
• Deep understanding of the UAE business landscape.
• Experience designing sales processes from scratch.
• Excellent communication skills with C-level stakeholders.

Responsibilities

• Architect and execute the go-to-market strategy for UAE.
• Build and lead the business development team.
• Establish CRM processes and performance metrics.
• Forge strategic partnerships to accelerate growth.
• Achieve quarterly targets for merchant acquisition.

Skills

Business development

Sales management

Strategic partnerships

Negotiation

Leadership

Communication

Job description

KPay Group (“KPay”) is a leading fintech company committed to empowering businesses of all sizes through simple, smart, seamless, and secure technology solutions. Serving over 72,000 merchants across Australia, Hong Kong, Japan, and Singapore, KPay helps unlock growth potential by providing a one-stop platform for financial management, business operations, and digital transformation. In 2024, KPay raised a record-breaking USD 55 million in its Series A funding round—the largest globally in the payments sector that year. The company has since been recognised as PayTech of the Year at the Asia FinTech Awards and named to Forbes Asia’s 100 to Watch list in 2025.

About the Role

As the first business leader on the ground in the UAE, you will architect and execute our go‑to‑market strategy, build and lead the early BD/sales team, and establish KPay as a trusted partner for UAE merchants. This is a true zero‑to‑one role: you will shape our market entry, define our sales playbook, cultivate key partnerships, and directly drive early revenue—laying the foundation for scalable growth. If you thrive in building from scratch, excel in high‑ambiguous environments, and are motivated by creating something impactful, this is your opportunity.

Job Description

• Build & own the UAE GTM strategy – develop and execute the market entry plan, including target segments, pricing approach, partnership roadmap, and sales model tailored to the UAE ecosystem.
• Lead from the front – personally drive early enterprise and key merchant deals while building, mentoring, and scaling a high‑performing BD team.
• Design & implement sales operations – establish CRM processes, pipeline governance, performance metrics, and incentive frameworks to ensure transparency, velocity, and predictability.
• Forge strategic partnerships – identify, negotiate, and manage alliances with banks, fintechs, ISVs, and channel partners to accelerate market penetration.
• Own the revenue number – achieve and exceed quarterly targets for merchant acquisition, transaction volume, and revenue growth.

Job Requirements

• 12+ years in business development, sales, or GTM roles, with a proven track record of building and scaling revenue in early‑stage or high‑growth B2B SME environments (fintech, payments, SaaS preferred).
• Deep understanding of the UAE business landscape – existing network, cultural fluency, and knowledge of local regulations, competitive dynamics, and customer behavior.
• A builder’s mindset – experience designing sales processes, team structures, and partnership frameworks from scratch, not just managing established pipelines.
• Strong leadership presence – ability to inspire, coach, and grow a team while remaining hands‑on in key deals and strategic conversations.
• Excellent communication and relationship skills – persuasive in both one‑on‑one and group settings, able to engage C‑level stakeholders and partners with credibility.
• Resilient and entrepreneurial – thrives in ambiguity, learns quickly, and operates with urgency, integrity, and a merchant‑first attitude.