Head of Commercial Strategy

We are looking for a Head of Commercial Strategy for EMEA to drive our International Public Sector growth and strategy. This leadership position will be responsible for developing and executing strategic plans to maximize sales, expand the client portfolio, and drive revenue growth across the region. This position requires a deep understanding of AI and data technologies, as well as the ability to navigate complex business environments. This role will be responsible for driving a $XXXM pipeline with the strategy team, and developing strategic partnerships that will accelerate Scale’s growth in the region.  

The ideal candidate will have extensive experience in navigating complex sales and strategy environments, a deep understanding of AI and data, and the ability to articulate technical concepts to diverse audiences.  This role will report to the Head of EMEA, working very closely with VP Sales, Director of AI, and other technical and strategy leads.  This position will be responsible for converting sizable pipeline, and working closely with our Product Delivery team to inform and direct our future product strategy as we look to specialise in certain verticals. 

You will:

• Growth Leadership: Own and manage the complete sales pipeline for International Public Sector accounts, from use case identification to closing deals, ensuring alignment with organisational goals. Act as a trusted strategic advisor to EMEA Public Sector accounts on their key AI initiatives and considerations to demonstrate Scale’s thought leadership in AI.
• Refine Positioning and Pitch: create tailored proposals and develop customer-specific demos to win net new logos for Scale AI in the region
• Drive New Business Scoping: Scoping and structuring of new pilot engagements with customers (new and existing) in order to maximise the likelihood of a successful pilot outcome and revenue growth
• Strategic Development: Collaborate with BU leadership to create and implement comprehensive GTM and product strategies tailored to the unique needs of the EMEA Public Sector (and in some cases, Private Sector). Design and execute growth market expansion strategies that can accelerate Scale’s go-to-market plans and position Scale as an AI leader in the Middle East.
• Opportunity Mapping: Identify and develop AI use cases that align with client needs, translating them into actionable business cases that demonstrate value and impact.
• Cross-Functional Collaboration: Partner with Scale Leadership, Product, Marketing, Legal, Finance, Operations, and Compliance teams to ensure seamless execution of sales targets.
• Recruiting: Interviewing and assessing relevant candidates to identify and win-over the best talent to join Scale AI’s team, this includes Country Leads and their teams, and helping them ramp up fast in their respective markets
• Partnerships: working closely with the Head of Business Development and the Head of EMEA to develop robust partnerships with key AI players in the region.
• This position may require significant travel across the EMEA region, and will be based in the GCC.

Ideally you'd have:

• Experience: 5-8 years of direct AI experience, experience navigating complex environments, with a proven track record of owning key customer relationships and closing large deals

• Technical Expertise: Strong understanding of AI technologies and experience articulating complex technical concepts to both technical and non-technical audiences.

• Scoping: ability to listen to a customer’s pain points and scope a use case that will drive towards meaningful business impact

• Business Development Acumen: Proven success in selling complex solutions to public sector accounts, particularly in deal sizes ranging from $500K to $5M+.
• Communication Skills: you will excel in written and verbal communication, and communicate progress internally with clarity and efficiency tracking against KPIs.
• Diligence: you will be highly organised and diligent across multiple projects and pipelines, making sure that momentum and focus is maintained during and in between meetings.
• Leadership: you are a true collaborator, with the ability to lead multiple teams and projects to a planned outcome, taking clear and decisive ownership. 

Nice to haves:

• Experience in defining requirements and building strategies for scaling revenue through early product development.
• Passionate about technology with innovative problem-solving capabilities.
• MBA preferred