Retainer + Performance
A local sales department, without the local overhead
Gulf decision-makers buy from people they trust and see on the ground. Building that presence yourself means months of recruitment, visa sponsorship, office costs and ramp-up before the first deal. We give you an experienced, UAE-based sales team from day one that runs the whole sales cycle for you: hunting, pitching, working through steering committees, negotiating and closing to a signed contract.
This is for you if…
- You want revenue in the UAE or KSA but cannot justify a local team and its fixed costs yet.
- Your sales team is overseas, and Gulf buyers expect someone they can meet.
- A previous regional hire or agent did not deliver.
- You need someone who can handle enterprise sales cycles here, not just book meetings.
- You want to prove the market before investing in an entity, office and headcount.
What we work on
The scope
The exact scope is agreed with you after the strategy session. These are the areas we cover most often.
- 01
Hunting
Researched target accounts and multichannel outreach to the decision-makers who matter.
- 02
Pitching
Face-to-face and virtual meetings with your offer presented by people who understand the region.
- 03
Steering committees
Identifying and engaging every stakeholder — sponsors, technical teams, procurement and approvers.
- 04
Proposals and tenders
Shaping proposals, managing RFPs and tenders, and coordinating input from your head office.
- 05
Negotiation and closing
Commercial negotiation and contract follow-through to a signed agreement.
- 06
Pipeline reporting
Weekly visibility of activity, pipeline and forecast, in your CRM or ours.
How it runs
Stage by stage
-
Weeks 1–3
Onboard
We learn your offer, agree targets and qualification criteria, and prepare messaging and materials for the region.
Regional sales playbook · Target account list
-
Weeks 4–8
Launch
Outreach starts and first meetings take place. We test messages and segments and adjust quickly.
First qualified meetings · Weekly pipeline report
-
Months 3–6
Build pipeline
Opportunities move through discovery, proposals and committee stages, with your experts brought in when needed.
Qualified pipeline · Proposals and tenders
-
Month 6 onwards
Close and scale
We negotiate and close, then expand into new segments or markets, or help you transition to an in-house team.
Signed contracts · Quarterly business review
An example engagement
An Asian technology company entering the Gulf without a local office
Illustrative, based on situations we commonly see. Client names and details are kept confidential.
- The situation
The company had strong references at home and had tried selling to the Gulf remotely, but buyers wanted a local counterpart and deals never progressed beyond first calls.
- What we did
Our team became the company’s regional sales presence: building a target list, meeting decision-makers in person, managing evaluation committees and coordinating demos and proposals with the client’s technical team.
- What changed
The company built a qualified enterprise pipeline in the region without opening an office, and used the results to plan its own local entity with confidence.
At a glance
The terms
Every engagement is scoped after a free strategy session, and you receive a written proposal before you commit.
- Engagement model
- Retainer + Performance
- Typical commitment
- Minimum 6 months — enterprise sales cycles take time
- Team location
- On the ground in the UAE, selling into the UAE and Saudi Arabia
- How it is priced
- Monthly retainer plus a performance fee on contracts won
Questions
Ask us anything else in your strategy session.
Do you represent our brand?
Yes. Our team works under your brand and follows the messaging we agree with you. You approve materials, pricing limits and commercial terms before anything goes to a customer.
Where is the team based?
Our outbound sales team is based on the ground in the UAE. This lets us meet clients in person, attend events and build the trust that Gulf decision-makers expect.
How does the performance fee work?
You pay a monthly retainer that covers the team’s time, plus a performance fee linked to contracts won. We agree the exact structure in the proposal, so our incentives are tied to your revenue.
Do we own the pipeline and customer relationships?
Yes. Customers, contracts, pipeline data and the playbook are yours. If you later build your own team, we help transfer everything.
Related services
- Lead generationQualified meetings with C-suite and senior decision-makers across the UAE and Saudi Arabia.
- Deal managementExperienced hands on your largest regional opportunities: committees, tenders, negotiation and contract.
- Go-to-market strategyA localised go-to-market framework for entering the UAE or Saudi Arabia: where to start, who to sell to, and how.
Talk to us about your outsourced sales team
Book a free 45-minute strategy session with a senior consultant. We will look at your offer, your target market and which of our two models fits, and you will leave with a clear first step whether or not we work together.