Head of Middle East

Head of Middle EastBackgroundGold-i is a software provider to the global FX and digital asset trading industry. In over 15 years of operation the company has grown from a UK start-up into a market leader in trading systems integration, winning multiple industry awards along the way and continuing to expand into new regions and markets. Gold-i attracts some of the most prestigious brokers and liquidity providers across the globe by addressing key business needs such as reducing trading risk, increasing profitability, improving client retention and creating differentiation. Its flagship platform, MatrixNET, is a multi-asset liquidity management, aggregation and distribution platform used by brokers and institutional trading firms worldwide, alongside Gold-i’s MetaTrader tools and business intelligence products.Brief DescriptionReporting directly to the Chief Operating Officer (COO), the Head of Middle East is Gold-i’s senior representative in the region and the company’s first dedicated hire in the United Arab Emirates.The first responsibility of this role is sales. The successful candidate is expected to hunt: to generate their own pipeline, open doors at senior level within brokers and institutional trading firms, and close new business against an individual revenue target. Every other element of this specification is secondary to that.Beyond the number, the role owns Gold-i’s commercial plan for the United Arab Emirates —its target segments, go-to-market approach and regional P&L — and will support Gold-i in establishing a UAE entity as the region scales. This is a standalone senior position in the region rather than a seat within the UK sales team, and the successful candidate will be comfortable with the independence and the accountability that brings.Key Deliverables

• Deliver the individual new business revenue target for the United Arab Emirates. This is the primary measure of success in the role.
• Build and maintain a self-generated pipeline of brokers, institutional trading firms and liquidity providers sufficient to support consistent billing.
• Own and deliver Gold-i’s commercial plan and regional P&L for the United Arab Emirates.
• Maintain Gold-i’s CRM, HubSpot, to the highest standard — every prospect, opportunity, activity and forecast recorded accurately and kept up to date on time —so that the Management Team has full and current visibility of the region at all times.
• Support Gold-i in establishing a UAE entity as the region scales.ResponsibilitiesBusiness development — the primary focus of the role
• Proactively generate new business through self-sourced outbound activity, including direct approaches, regulatory and licensing registers, broker comparison sites, LinkedIn, referrals and personal network.
• Open and develop senior-level relationships with brokers, proprietary trading firms, institutional trading firms and liquidity providers across the region.
• Run consultative sales cycles end to end: qualify, deliver tailored product demonstrations, propose, negotiate and close.
• Represent Gold-i at all regional trade shows, conferences and industry events, taking responsibility for the company’s presence and follow-up at each.
• Command excellent knowledge of MatrixNET and the wider Gold-i product line at all times.
• Identify client needs and provide tailored solutions using Gold-i’s suite of products.
• Negotiate and draft contracts using Gold-i resources as required, noting that only the CEO may sign contracts.
• Record all prospecting and client activity in HubSpot as it happens, keeping opportunity values, stages and expected close dates current so that regional pipeline and forecast reporting is reliable without prompting.
• Communicate requirements clearly to other teams within Gold-i and draw on the resources necessary to close business.Regional ownership
• Own Gold-i’s commercial plan for the United Arab Emirates, including target segments, go-to-market approach and revenue forecast.
• Own the regional P&L, managing regional cost against the revenue delivered.
• Set the regional pricing position within authorised discount limits, escalating any discount beyond that level to the COO.
• Work with Gold-i’s external PR team to promote the company in the region, acting as the local spokesperson and generating a steady flow of regional stories, comment and announcements. The PR relationship is owned by the UK Marketing team, who coordinate all activity and to whom regional PR opportunities should be brought.
• Act as the voice of the region into product: identify the region-specific features, integrations and capabilities Gold-i needs in order to win more business locally, and feed these to the Management Team and into the product roadmap.
• Provide regular market intelligence to the Management Team on competitors, regulation, pricing and client demand in the region.
• Act as Gold-i’s senior figure in the region, representing the company to clients, partners, advisers and regulators.Establishing a UAE entity
• Support Gold-i in evaluating the options for a UAE entity, including free zone and mainland structures.
• Work with Gold-i’s Management Team and local advisers on the licensing, regulatory and administrative requirements.
• Assist with the practical elements of establishing a local presence as required, including premises and local supplier arrangements.Skills and Requirements
• A demonstrable track record of self-generated new business sales in the United Arab Emirates or the wider GCC.
• An established network among UAE-based brokers, institutional trading firms and liquidity providers.
• Proven consistent achievement of personal sales targets and a proven ability to convert prospects into clients.
• A background in financial services, ideally FX and/or digital asset markets, with a working understanding of liquidity aggregation, bridging and execution.
• Experience of B2B technology or software sales at senior level, ideally selling to or within brokerages.
• Credibility at senior level, with the ability to present technology to executive audiences and to large groups.
• Self-driven and results-oriented, with a positive outlook and a clear focus on high quality and business profit.
• Comfortable operating autonomously and remotely from head office, with the accountability that brings.
• Commercially literate, with the judgement to own a regional plan and a revenue number.
• Based in Dubai, with the existing right to live and work in the United Arab Emirates.
• Fluent English; Arabic an advantage.
• Willingness to travel throughout the region as required, including to all regional trade shows, and to visit Gold-i’s UK head office at least once a year.DetailsContract: PermanentHours: Full-time

Location: Dubai, United Arab EmiratesTerritory: United Arab Emirates, with regional expansion anticipated as the business growsReports to: Chief Operating OfficerTravel: Regional travel as required, including all regional trade shows, plus a visit to the UK head office at least annuallyEmployment: Administered through Gold-i’s appointed employer of record in the UAESalary and benefits: Base salary + commission