Territory Sales Leader- Middle East & Africa

Who Are We

Founded in 2014 by Khadim Batti and Vara Kumar, Whatfix is a leading global B2B SaaS provider and the largest pure-play enterprise digital adoption platform (DAP). Whatfix empowers companies to maximize the ROI of their digital investments across the application lifecycle, from ideation to training to the deployment of software. Driving user productivity, ensuring process compliance, and improving user experience of internal and customer-facing applications.

Spearheading the category with serial innovation and unmatched customer-centricity, Whatfix is the only DAP innovating beyond the category, positioning itself as a comprehensive suite for GenAI-powered digital adoption, analytics, and application simulation. Whatfix product suite consists of 3 products - DAP, Product Analytics, and Mirror. This product suite helps businesses accelerate ROI on digital investments by streamlining application deployment across its lifecycle.

Whatfix has seven offices across the US, India, UK, Germany, Singapore, and Australia and a presence across 40+ countries.

Customers: 700+ enterprise customers, including over 80 Fortune 500 companies such as Shell, Microsoft, Schneider Electric, and UPS Supply Chain Solutions.

Investors: Raised a total of ~$270 million. Most recently Series E round of $125 Million led by Warburg Pincus with participation from existing investor SoftBank Vision Fund 2. Other investors include Cisco Investments, Eight Roads Ventures (A division of Fidelity Investments), Dragoneer Investments, Peak XV Partners, and Stellaris Venture Partners.

• With over 45% YoY sustainable annual recurring revenue (ARR) growth, Whatfix is among the Top 50 Indian Software Companies as per G2 Best Software Awards.

• Recognized as a Leader in the digital adoption platforms (DAP) category for the past 4+ years by leading analyst firms like Gartner, Forrester, IDC, and Everest Group.

• The only vendor recognized as a Customers Choice in the 2024 Gartner Voice of the Customer for Digital Adoption Platforms has once again earned the Customers Choice distinction in 2025. We also boast a star rating of 4.6 on G2 Crowd, 4.5 on Gartner Peer Insights, and a high CSAT of 99.8%

• Highest-Ranking DAP on 2023 Deloitte Technology Fast 500 North America for Fourth Consecutive Year

• Won the Silver for Stevies Employer of the Year 2023 Computer Software category and also recognized as Great Place to Work 2022-2023

• Only DAP to be among the top 35% companies worldwide in sustainability excellence with EcoVadis Bronze Medal

• On the G2 peer review platform, Whatfix has received 77 Leader badges across all market segments, including Small, Medium, and Enterprise, in 2024, among numerous other industry recognitions

Job Summary:

The position requires a self-starter with strong industry/thought leadership experience, a keen attention to detail and good track record of influencing stakeholders. This role has regular interaction with senior leadership and stakeholders across Whatfix and requires strong verbal and written communication skills.

Looking for exceptionally talented and motivated individuals to help us build the world s best software at scale for thousands of clients. Youll be teaming up with engineers, product managers, and salespeople from a diverse set of backgrounds who are challenging every assumption about software development.

We are looking for a Territory Sales Leader for managing the Middle East and Africa New Business with proven leadership skills, a successful sales track record, and a solid business acumen to join our Global Sales Organization.

The position will play a key role in leading a team of Account Executives, coaching/training and assisting them in creating a funnel.

Purpose of the Job:

• Coach, mentor and motivate your team of Account Executives on the sales process and quota achievement while being hands-on as well.

• Consistently monitoring the sales activity of the team and tracking the results.

• Conducting weekly forecasting meetings and coaching on strategies to create pipeline and drive closures.

• Establish account relationships with key decision-makers when necessary to drive deals forward.

• Reporting on sales activity, productivity and forecasting to senior sales management.

• Own and achieve sales targets for new business sales in Middle East and Africa along with the Mid-market SMB segment in EMEA.

• Build and maintain strong, long-lasting customer relationships.

• Be strategic and bring ideas to the table on how Whatfix can add more GTM to the existing mix, electronic surveys, etc.

Person Specification:

• 8+ years of software sales experience in an individual contributor role, including 2+ years of sales team management experience.

• Strong people manager with a proven record of sales success in a similar B2B/business software application environment and have sold globally/MEA.

• Experience in the Middle East market working with large enterprises (direct) and partners / regional distributors sales. Experience selling into the African market is a plus

• Understanding of Enterprise SMB sales in EMEA

• Industry/Process understanding of Retail, BFSI, Real Estate, Energy etc

• Tech stack understanding of large ERP, Microsoft and/or any SaaS applications in CLM, Procurement, Finance, CRM, HCM, etc.

• Manage the entire revenue for MEA with the help of a team. Ability to be a Player coach to start with and scale to a full time coach

• Successful track record of consistently hitting quota in a high-volume Enterprise sales Environment.

• Experience managing and executing in a pre-defined sales model.

• Experience with a CRM solution (like Salesforce.com) and other Sales stack tools like Outreach, Gong/Chorus, etc.

• Strong presentation/demonstration skills, communication, and written skills.

• Ability to maintain a high level of productivity, manage multiple competing priorities, and work effectively under the pressure of time constraints in a fast-paced, complex, collaborative, and team-oriented environment.

• Open to work in UK Shifts (1.30 PM to 10.30 PM IST).

• Active travels to conduct face to face meetings with clients

Note:

• At Whatfix, we thrive on the power of collaboration, innovation, and human connection. We strongly believe that working together in our office (five days a week) fosters open communication, builds a sense of community, fuels innovation, and enables us to achieve our collective goals effectively.

• We strive to live and breathe our Cultural Principles and encourage employees to demonstrate some of these core values - Customer First; Empathy; Transparency; Fail Fast and scale Fast; No Hierarchies for Communication; Deep Dive and innovate; Trust, Do it as you own it;

We are an equal opportunity employer and value diverse people because of and not in spite of the differences. We do not discriminate on the basis of race, religion, color, national origin, ethnicity, gender, sexual orientation, age, marital status, veteran status, or disability status