Shaharyar Shahzad

Role Overview: Lead end-to-end enterprise sales cycles across the UAE, KSA, UK, and Europe, replacing legacy financial systems with automated, real-time expense control solutions.

• Strategic Territory Leadership: Define and execute GTM strategies for high-value verticals including Hospitality (Hotels & F&B), Retail, Short-Term Rentals, Automotive, and Food Manufacturing segments
• Complex Stakeholder Management: Navigate multi-layered sales cycles by partnering with CFOs, Finance Directors, and IT Leaders to modernize their spend stack and automate financial workflows.
• Consultative Discovery & ROI Positioning: Conduct deep-dive discovery into complex financial workflows to identify leakage and policy gaps; build data-backed business cases to justify enterprise-level investment.
• Commercial Accountability: Own the full sales lifecycle, from targeted outreach to final procurement, technical validation, and contract signature.
• Revenue & Pipeline Ownership: Maintain rigorous pipeline hygiene and forecasting discipline, consistently delivering high-quality leads and driving them through complex legal and compliance reviews.
• Cross-Functional Partnership: Collaborate with Product and Onboarding teams to ensure technical alignment and seamless customer activation for platform-led solutions.

Key Achievement: Awarded "Star of the Quarter" (Q1 2025) for achieving 130%+ of revenue quota through 100% self-generated outbound prospecting and strategic networking.

• Outbound Playbook Development: Engineered a high-velocity outreach strategy targeting mid-market and enterprise accounts across the UAE/GCC, specializing in identifying whitespace in the hospitality, retail, and corporate sectors.
• Consultative Enterprise Selling: Executed a rigorous outbound sales cycle from cold-prospecting and executive networking to C-level discovery aligning Odoo’s modular ERP suite with complex business and operational needs.
• Strategic Workflow Mapping: Led technical discovery sessions with IT, Finance, and Operations stakeholders to map legacy process gaps and propose integrated, API-led platform solutions.
• End-to-End Deal Orchestration: Owned the entire commercial cycle, including building custom business cases for executive sign-off, negotiating multi-year terms, and managing legal/compliance reviews.
• Cross-Functional Project Leadership: Acted as the primary bridge between the client and technical teams during the implementation phase, ensuring the solution delivered on the commercial ROI promised during the sales cycle.
• Market Training & Advocacy: Provided high-level product demonstrations and stakeholder training, positioning Odoo not just as a tool, but as a strategic driver for corporate efficiency and growth.

Key Achievement: Orchestrated a 962% revenue explosion (2022–2024), personally responsible for 58% of total company revenue during the foundational growth phase.

• Sales Playbook Architecture: Reported directly to the VP of Sales to build the enterprise GTM strategy from the ground up; defined the outbound methodology that scaled the company from a startup to a major market player.
• High-Impact Pipeline Generation: Engineered a diversified lead-generation engine consisting of 52% outbound prospecting, 38% strategic trade show execution, and 10% inbound optimization, achieving a market-leading 36% conversion rate.
• Leadership & Team Scaling: Built, mentored, and managed a high-performing team of SDRs and AEs; owned the hiring lifecycle and established the KPIs that drove the department’s growth trajectory.
• Full-Cycle Enterprise Execution: Managed the entire sales motion for high-stakes deals from initial target identification and cold outreach to C-suite negotiations and final contract signature.
• Strategic Retention & Expansion: Partnered closely with the Customer Success team post-sale to run account plans for priority enterprise clients, identifying whitespace and securing major expansion deals.
• Cross-Functional Deal Structuring: Collaborated with Finance, Legal, and Operations to structure complex, platform-led commercial proposals that met rigorous compliance and risk standards.

• Enterprise Pipeline Development: Executed a high-impact outbound strategy combining targeted cold-market prospecting with rapid response to cross-functional leads (Marketing, SDR, and CS), consistently exceeding month-on-month revenue quotas.
• Solution-Led Discovery & Demos: Led technical demonstrations of platform-led IoT solutions for executive stakeholders; specialized in translating complex requirements into actionable business cases for fleet and operations leaders.
• Sales Process Optimization: Collaborated with leadership to test and refine sales tactics, contributing to the creation of the corporate "Outbound Playbook" and scaling team-wide conversion rates.
• Product-Sales Feedback Loop: Acted as a strategic liaison between the market and internal teams, funneling prospect feedback to Product and Engineering to influence the roadmap for API-led solutions.
• Revenue Operations & Forecasting: Maintained rigorous data integrity within Salesforce to ensure transparent pipeline hygiene and delivered high-accuracy revenue forecasts to the VP of Sales.
• Stakeholder Education: Navigated regulated environments by educating functional leaders on compliance, risk management, and the ROI of digitizing manual workflows.

Role Overview: Led a specialized team of 7 professionals focused on identifying and qualifying high-value accounts for the UK R&D Tax Incentive program, bridging the gap between market discovery and revenue closure.

• ICP Definition & Target Mapping: Defined the Ideal Customer Profile (ICP) for the R&D sector, leading the team in identifying and prospecting eligible enterprise clients across complex industrial and technical verticals.
• Sales Playbook Architecture: Engineered and scaled the outbound sales infrastructure, building repeatable processes for discovery and qualification that significantly reduced the sales cycle for the closing team.
• High-Volume Pipeline Engineering: Directed a team of 7 to maximize qualified lead generation, ensuring a consistent flow of high-intent enterprise opportunities through the growth funnel.
• Cross-Functional Strategy: Partnered directly with the Leadership team to identify untapped growth sectors and collaborated with internal teams to align outreach strategies with organizational revenue goals.
• Leadership & Talent Ramping: Owned the recruitment, onboarding, and performance management of the SDR team, instilling a culture of high-ownership and rigorous documentation standards.
• Consultative Market Discovery: Guided the team in navigating complex UK tax compliance and financial regulations, ensuring all prospects met strict eligibility criteria before hand-off to the senior sales team.