All-Bound Sales Development Representative (ADR) - MENA

About the Role

This position is for a driven and seasoned Sales Development Representative who will take full ownership of top-of-funnel activity for a specific Shufti region. The role blends inbound lead qualification with outbound prospecting to create one coordinated regional pipeline engine. You will partner closely with the Regional Vice President and the regional marketing team to execute a localized go-to-market plan that increases market reach and supports faster revenue growth.

Key Responsibilities

Inbound lead handling

• Assess incoming high-intent prospects, advance qualified contacts into discovery, and keep mid-intent leads engaged through tailored follow-up sequences.
• Reconnect with unresponsive leads to restore interest and determine whether they can be converted into sales opportunities.

Outbound prospecting

• Work with the Regional VP to define the target account list for the region, focusing on priority organizations in fintech, iGaming, neobanks, and regulated sectors.
• Run multi-touch outreach campaigns across email, phone, social media, and video, using 8 to 12 touches per prospect and Challenger-style messaging.
• Research accounts to expand regional coverage, identify strong-fit opportunities, and strengthen Shufti’s position as a leading provider in the market.

Pre-discovery and handoff to Account Executives

• Conduct introductory qualification discussions to confirm suitability before passing prospects to the AE team.
• Prepare detailed prospect briefs using SPICED/BANT-C so Account Executives receive complete context and can focus on closing.

Cross-functional collaboration

• Partner with the Regional VP and Marketing team to align messaging, tactics, and regional growth plans.
• Share observations on lead quality, prospect response, and market trends to help refine outreach performance.

Performance expectations

• Generate 20 or more Sales Accepted Leads per month.
• Maintain a lead-to-opportunity conversion rate of 35% to 40%.
• Contribute to an annual pipeline target of USD 1.2M to USD 2.5M, depending on the region.
• Contact 100% of MQLs within 15 minutes.
• Ensure 95% of leads handed to AEs meet SPICED/BANT-C criteria.

Required Qualifications

The ideal candidate will bring 3 to 5 years of experience in sales development, business development, or lead qualification, along with a proven track record of surpassing targets. You should be comfortable managing both inbound and outbound motions, working across several outreach channels, and engaging senior decision-makers. Familiarity with the assigned region and exposure to fintech, iGaming, neobanks, or other regulated industries is important. Strong command of CRM and prospecting tools, along with sales automation platforms, is expected. The role also requires excellent written and verbal communication skills, the ability to work independently, and a strong sense of ownership and accountability.

Preferred Qualifications

Regional language ability, such as Arabic, will be an advantage. Formal training in modern sales frameworks like Challenger, SPIN, or MEDDPICC is also preferred.

Additional Information

This is a full-time, onsite position based in Dubai, Dubai, United Arab Emirates. The role is focused on a designated MENA region and involves close collaboration with regional sales and marketing leadership.