Sobre esta vaga de Business Development Manager na Winnow

Winnow · Presencial · Dubai, Dubai, United Arab Emirates

About Us

Food waste costs the world over $1 trillion a year. At Winnow, we're on a mission to change that — bringing AI-powered technology into hospitality kitchens to help eliminate waste at scale, with an ambition to save our clients $1 billion annually.

We started in London in 2013 with a simple belief: technology could make kitchens smarter and food systems more sustainable. Today that belief has grown into a global team spanning the UK, Romania, Dubai, Shanghai, Singapore, Malaysia, North America, and Mexico, working across 90+ countries and 3,500+ sites.

We're proud of the results we help our clients achieve. Names like IKEA, Hilton, Accor, Marriott, IHG, Compass Group, Iberostar, and Mandarin Oriental trust us to cut their food waste by over 50% on average — and when our technology is fully adopted, it reduces pre-consumer waste by 50–70% and delivers food cost savings of 2–8%.

We're building something that matters, and the people who thrive here feel that every day. We're proud to have been named one of The Sunday Times Best Places to Work and ranked #4 in the FoodTech 500 (2025) — recognition of both our innovation and our commitment to building a purpose-led company where people can make a real difference.

Our values

Our values aren't just words on a page. They sit at the centre of all that we do and shape our behaviours and the way we show up. If they resonate with you, we'd love to hear from you and for you to help us on our mission.

People of action — done beats perfect. We move fast, learn faster
Equal parts head and heart — we balance urgency with long-term thinking
Hungry and humble — we're ambitious about our mission, not our egos
Bravely honest — we say what we think, respectfully, with colleagues and customers alike
Bound by food — it's what unites us, and it's what we're fighting for
People and planet positive — we're leaving both better than we found them

About the team

Winnow's Business Development team drives our growth across the hospitality sector, identifying new opportunities and building the strategies that expand our footprint in markets around the world. The team sits within Winnow's global sales organisation of 15 people, with colleagues based in Chicago, London, Dubai, and Singapore, working together on the company's growth strategy across regions. BD works hand-in-hand with product, marketing, and Operations to keep deal flow moving, while staying focused on what matters most: building pipeline and developing accounts. It's a team that spends real time in the field — regular travel to client sites, including internationally, is part of how they build Winnow's presence and relationships in every market they serve.

About the role

We’re looking for a motivated Business Development Manager to grow Winnow’s presence across the MENA region, with a particular focus on the GCC markets. You’ll own your pipeline and manage the full sales cycle independently, from first conversation to signed deal, adapting your plans as markets and priorities shift. Based in our Dubai office, you’ll spend regular time on the road visiting client sites across the region, with peer support from Winnow’s global sales team.

Key responsibilities

Pipeline & Sales Delivery

Manage the end-to-end sales process with customers across the MENA region, particularly the GCC, planning and reprioritising your own pipeline to meet agreed sales targets
Build and manage a strong pipeline of potential clients to grow market penetration, spotting obstacles early and raising them before they affect delivery
Nurture new accounts by highlighting early successes and supporting the rollout of our technology across their operations
Grow existing accounts by building on past successes and encouraging wider adoption across their portfolio
Handle common objections with confidence, and bring in senior colleagues for more complex deals and negotiations

Stakeholder Communication & Influence

Build strong relationships with key influencers and decision makers in the hospitality industry to help build demand for our product
Identify routes into target organisations and build relationships with senior decision-makers, adapting your communication style to each person
Represent Winnow at regional industry conferences, events and networking opportunities to strengthen our presence and grow our network
Keep internal stakeholders updated on deal progress, risks and changes, so everyone stays aligned

Collaboration & Regional Partnership

Work with the wider team to develop plans for winning and growing business with clients, making sure key stakeholders are on board
Collaborate with colleagues in sales, marketing, technology and Operations across our global locations, sharing market knowledge and learnings

Market Insight & Continuous Improvement

Contribute ideas to the Business Development strategy for the MENA region
Keep track of competitor activity and market developments, flagging possible collaboration or partnership opportunities to the team
Use AI tools to support prospecting, account research and sales productivity, in line with Winnow's wider AI adoption initiative
Reflect on deals won and lost, and seek feedback to keep improving your sales approach

Requirements

Education and experience

Solid experience in business development, B2B or SaaS sales, managing the sales cycle from prospecting and qualification through to negotiation and close
A consistent track record of meeting or exceeding sales targets
Experience selling technology solutions to corporate clients
University degree or equivalent professional experience preferred

Essential skills

Confident running discovery conversations and tailored presentations with several stakeholders
Able to manage your own pipeline independently and reprioritise as needed
Excellent written and verbal communication in English

Nice to have

Experience selling into hospitality, particularly hotels, contract catering or F&B groups
An existing network across GCC hospitality
Arabic language skills

Personal attributes

You manage your own work independently, planning ahead and reprioritising when things change
You spot obstacles early, flag them promptly and come with a proposed solution when you escalate
You stay composed under pressure and adapt your approach when deals stall instead of letting setbacks knock you off course
You're approachable and clear with people at all levels, and you adjust your style to each person
You build strong relationships across teams and proactively share what you learn
You're analytical and comfortable using data to find opportunities and get to the root of problems
You look for feedback, reflect on what's worked and what hasn't, and use it to keep improving
You're curious about AI-powered tools and comfortable using them to sell and work more effectively

Benefits

Company stock options package

Eligible for sales commission scheme
Company private health insurance and eye care allowance
Life insurance (3 times base salary)
Annual economy ticket to home country
2 Wellness hours per month plus AED 204 monthly wellness allowance
Employee Assistance Programme – 24/7 helpline for your wellbeing
22 days of paid vacation time in addition to national holidays, plus the option to buy a further 5 days annual leave
Learning and development allowance of AED 1,370 annually
Hybrid way of working – we're all in the office on Tuesdays and Thursdays
Early Finish Fridays – log off at 3pm on a Friday if you've completed your tasks by then
Our own office space with a great working environment
You will love what you do – waking up every day solving one of the biggest social problems of our generation: food waste
Committed team members with broad experience who share a common passion to build a world class business

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Sobre a Winnow

Food waste is a $1 trillion problem – costing the world over 1% of global GDP. We’re dead set on solving the problem and looking for people to help us achieve our mission. We, at Winnow, believe that food is far too valuable to waste, and that technology can transform the way we produce food. Our team is made of people who all share a passion for food and technology.

Winnow was founded in London in 2013 to help the hospitality industry prevent food waste through internet of things tools in the kitchen. We have worked with hundreds of sites and are operating in over 70 countries around the world supported by our offices in London, Dubai, Shanghai, Singapore, Romania and North America. We are a rapidly growing company with a strong base of clients who are rolling out our system globally. We have blue-chip customers including Accor Hotels, IKEA, IHG, Marriott, Compass Group and many others.

Winnow’s clients on average reduce waste by over 50% by value and sustain savings. Winnow has now worked with hundreds of sites to reduce food waste, including hotels, universities and schools, staff restaurants, event/hospitality kitchens, buffets, pubs, and high street restaurants. Where the system is permanently adopted, pre-consumer waste value is reduced by 50% - 70% with no detrimental impact to the perceived quality or value of the offer to their customers. This represents a typical improvement of food cost savings of 3% to 8%, commonly a 40%+ increase in profitability for operations.

As the global leader in addressing food waste, we are committed to continue pushing the envelope on what technology can do to solve this problem. Winnow Vision, our new artificial intelligence-based technology, is trained to automatically track all food waste thrown away. It has won awards at the World Economic Forum and has received tremendous enthusiasm from our clients and the industry. You can read more about it on our website and this article in Forbes.

Other recent accolades saw Winnow awarded a winner of Impact 50's most impactful companies to work for. You can read more about it here.

We are passionate about living our values and place them at the centre of everything we do. We are excited about like minded talent who share these values, joining us in our mission:

Equal parts head and heart. We’re both passionate and measured. We carefully balance the need for quick solutions and pragmatism with the ability to step back, take in the bigger picture and build for the long term.

Bravely honest. With each other, that means we’re a transparent organisation where healthy, respectful debate is encouraged. With our customers, we challenge them if we don’t think they’re achieving their goals, whether they be environmental or financial.

People of action. Done is better than perfect, and we learn by boldly doing then rapidly improving. We’re breaking new ground, so we know things might go wrong. But we judge ourselves and each other on our reaction and our resilience.

Bound by food. We’re a diverse bunch, but our belief in the value of food is the common thread in everything we do. With each other, we celebrate through our love and respect for food. With our customers, it means we work hard to develop creative tools to make it easy for chefs to value food.

Hungry and humble. Our product is revolutionary, our people are impressive, and we’re hungry for change. But, we’re just the catalyst for a bigger movement. We stay humble regardless of our success, and make chefs the heroes in this journey.

People and planet positive. We’re caretakers of the planet, helping to preserve and support it for now and the future. Our work already minimises the impact that the hospitality industry has on the planet, and we’re also committed to actively reducing our own footprint while doing so. We’re leaving the planet and its people better off than we found them.

This is an opportunity to join an exciting organisation and help us propel our growth at what are truly the most exciting and dynamic points in time in our business. You will work alongside a driven team who are motivated by building an exciting business and leaving the world a better place than we found it.

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