Head of Business Development for RaaS

Neolix is building out its RaaS business in Abu Dhabi — on-demand intra-city freight delivery for local businesses: wholesale markets, auto aftermarket, building-materials traders, and retail chains. There is no mature demand-aggregation platform in this market today. Shops either run their own vehicles or call informal transport when they need it — expensive, slow, and leaving a large share of demand unserved. As Head of Business Development, you own the demand side from zero: building the field sales organization, opening merchant accounts, securing a stable base of freight volume, and driving order volume and vehicle load rates up. This is a founding role, not a caretaker one. The first customers will not come to you. They have to be won one shop and one order at a time, and you will be out there doing it yourself before you can ask a team to do it. WHAT YOU'LL OWN 1. Demand generation and market creation • Own customer development across target zones: identify high-value merchant and shipper clusters, set the playbook and pace of expansion for each zone, and lead the team from first account to scaled coverage. • Create the category in a market that has never bought this before— get merchants to understand and trust on-demand freight delivered by autonomous vehicles, then convert that first trial into a standing habit of ordering. • Make the first orders work. Onboard merchants onto the platform, train their staff on how to place and manage jobs, and stay close through the early orders until the account runs on its own. • Reach the real decision-maker. Shop-floor staff rarely hold authority; getting to the owner or the person who controls the logistics budget is part of the job, not an obstacle to it. • Build customer segmentation and account strategy, and own the resulting mix of freight, ordering frequency, and retention. 2. Building and running the BD organization • Recruit, build, and lead the local field sales team — target cascades, territory design, incentive schemes, and performance management. • Codify a repeatable field playbook: pitch, objection handling, tools, and onboarding material that cut ramp time for new hires and let the model travel to each new zone intact. • Run the team on process, not just outcomes — daily pipeline reviews and live dashboards, so problems surface while there is still time to fix them. • Champion AI-native ways of working across the function: use AI tools to compress prospecting, call preparation, reporting, and coaching, and design the team's workflows around them from the start rather than bolting them on later. 3. Pricing and commercial strategy • Drive pricing strategy and its iteration, grounded in a real understanding of what incumbent capacity costs merchants today. • Design and launch promotional and acquisition programmes that hold the line between growth speed and unit economics. • Track competitors and substitutes — informal transport, own-fleet, and platform entrants — on price and service, and put both offensive and defensive responses in front of the leadership team early. 4. Matching demand to supply • Work in lockstep with Operations so that demand generation, fleet deployment, and zone planning move together — no freight without vehicles, no vehicles without freight. • Turn what customers actually ask for and complain about into concrete input to product, pricing, and fulfilment, and push those changes through to delivery rather than filing them as requests. • Provide the market read and the go-to-market plan when the business replicates into new zones and new cities. WHAT YOU'LL BRING Must-haves • 5+ years in B2B sales or business development, including 2+ years leading a field sales or BD team. Real experience opening customers and markets from zero, without leaning on an established brand or an inherited account book. • Fluency with AI tools, and the ability to think AI-natively about how a sales process and a sales team should be built. • English as a working language; based in Abu Dhabi or willing to relocate. • Willing to stay on the street for the long haul, and able to carry the pressure of selling with no brand recognition and an immature product in the early days. Nice-to-haves • Front-line customer acquisition experience in Middle East logistics, intra-city freight, supply chain, or B2B platforms. Familiarity with the wholesale, trading, and auto aftermarket ecosystems in Abu Dhabi or the wider Gulf, with a transferable customer network. • Working proficiency in Arabic, Hindi, or Urdu — enough to talk to small business owners directly rather than through someone else. WHY THIS ROLE MATTERS Autonomous delivery only becomes a business when there is freight in the vehicles. You are the person who puts it there. The demand side of RaaS in the UAE does not exist yet — the playbook, the team, the customer base, and the pricing are all yours to write. Get it right and you will have built the commercial engine for a category, in a market that is about to have one for the first time. Show more Show less

5+ years in B2B sales or business development, including 2+ years leading a field sales or BD team. Real experience opening customers and markets from zero, without leaning on an established brand or an inherited account book. Fluency with AI tools, and the ability to think AI-natively about how a sales process and a sales team should be built. English as a working language; based in Abu Dhabi or willing to relocate. Willing to stay on the street for the long haul, and able to carry the pressure of selling with no brand recognition and an immature product in the early days.

Own demand generation and market creation: identify high-value merchant and shipper clusters, set expansion playbooks, lead the team from first account to scaled coverage, onboard merchants, train staff, reach decision-makers, build customer segmentation and strategy. Build and run the BD organization: recruit, lead the local field sales team, codify a repeatable field playbook, run the team with process and dashboards, champion AI-native workflows. Pricing and commercial strategy: drive pricing strategy, design promotions, track competitors, and implement offensive/defensive responses. Matching demand to supply: collaborate with Operations to align demand generation with fleet deployment and zone planning, translate customer feedback into product/pricing/fulfilment changes, provide market read and GTM plans for new zones/cities.