Role Overview
The Head of Sales will be responsible for designing and executing the global commercial and distribution strategy for the platform.
This role goes beyond traditional sales leadership and requires an executive capable of building a global B2B distribution ecosystem, scaling partner acquisition, and driving platform adoption across multiple markets.
The successful candidate will play a pivotal role in positioning the company as a preferred B2B accommodation and travel distribution partner, with particular strength in hotel inventory in Makkah and Madinah, while also supporting the distribution of Umrah and Umrah Plus travel products.
The role requires a commercially driven industry leader with strong credibility across B2B travel distribution, including relationships with travel agency networks, tour operators, consolidators, wholesalers, and online travel platforms.
Work Location:
Makka, Saudi Arabia.
Key Responsibilities
Global Sales & Distribution Strategy
Develop and execute the global sales and distribution strategy for the platform.
Identify and prioritize high-value source markets for inbound travel to Saudi Arabia and accommodation demand in Makkah and Madinah.
Establish scalable B2B distribution channels across retail travel agencies, consolidators, and global travel networks.
Design go-to-market frameworks tailored to different regional agency ecosystems and market dynamics.
Define the commercial model, pricing structures, and partner segmentation strategy.
Market Expansion & International Growth
Lead international expansion into key inbound travel markets, including:
Southeast Asia
South Asia
Middle East / GCC
Europe
Africa
Develop regional strategies aligned with market demand patterns, regulatory environments, and pilgrimage seasonality.
Identify opportunities to expand the platform into adjacent travel verticals, including:
Umrah Plus leisure extensions
Islamic and halal tourism
global accommodation distribution
Platform Adoption & Partner Acquisition
Drive large-scale onboarding of retail travel agencies and travel distributors onto the platform.
Establish partnerships with:
major travel agency networks
tour operators
travel consolidators
accommodation distributors
agency consortiums
Build programs to increase agency engagement, booking volume, and long-term platform loyalty.
Collaborate with product and technology teams to continuously improve the agent booking experience and platform usability.
API Distribution & Strategic Partnerships
Lead the commercial strategy for API-based distribution partnerships.
Identify and secure integrations with:
online travel agencies
travel technology platforms
travel marketplaces
large agency networks
accommodation distribution platforms
Work closely with technology teams to define integration priorities and partner onboarding frameworks.
Commercial Leadership
Own the global revenue strategy and sales pipeline.
Establish measurable sales KPIs and commercial performance frameworks.
Monitor and optimize partner productivity, booking volumes, and conversion rates.
Provide regular reporting and strategic insights to executive leadership. 
Sales Organization Development
Build and lead a global sales organization as the company scales.
Recruit and develop regional sales leaders in key markets.
Develop sales playbooks, performance metrics, and incentive structures.
Foster a high-performance commercial culture focused on accountability, partner success, and sustainable gro
Industry Representation
Act as a senior ambassador for the company within the global travel distribution industry.
Represent the company at major industry events, trade shows, and travel forums.
Strengthen the company's positioning within the Saudi inbound travel and global accommodation distribution ecosystem.
Experience
Minimum 12–15 years of experience in travel distribution, travel technology, accommodation distribution, or tour operating.
Strong experience in B2B travel distribution models, including digital platforms and wholesale travel distribution.
Experience within Umrah travel, pilgrimage travel, or inbound travel to Saudi Arabia is a strong advantage.
Proven track record of building and scaling international B2B travel distribution networks.
Experience in hotel distribution platforms and wholesale accommodation distribution is highly relevant.
Direct experience with web-based retail distribution platforms and API-based travel distribution models is essential.
Industry Network
The ideal candidate will possess a strong international network across the travel distribution ecosystem, including relationships with:
travel agency networks
tour operators
accommodation distributors and wholesalers
travel consolidators
online travel distributors
travel technology providers
Regional Market Experience
Strong understanding of the GCC travel distribution landscape, particularly the Saudi inbound travel ecosystem.
Experience working within the Middle East travel industry is essential.
Leadership & Strategic Capabilities
Demonstrated ability to build and scale commercial organizations in high-growth environments.
Entrepreneurial mindset with experience operating in startup or scale-up environments.
Strong strategic thinking combined with operational execution capability.
Proven success in international market development.
Skills
Global B2B sales strategy
Distribution network development
Partnership negotiation and contract structuring
Accommodation distribution and travel platform economics
Data-driven decision making
Cross-cultural leadership
Education
Bachelor’s degree in business, Hospitality, Tourism, or related field.
MBA or an advanced degree is preferred.
