Dubai, UAE

Shain D Souza

I take ownership of regions, not just roles.
Building the teams, the strategy, and the commercial infrastructure that drives consistent growth across markets.

Get in Touch View Experience
$5M+
Revenue Closed
7
Global Markets
15+
Team Members
90%
Client Retention
Scroll

About Me

5 years leading teams.
8 years in the field.

Most leaders focus on the scoreboard. I focus on what puts the numbers there — the right people, the right processes, and a culture where accountability and ambition go hand in hand. That is how you build a region that performs consistently, not just occasionally.

Over 8 years across MENA, APAC, and global markets, I have built and led cross-functional teams spanning enterprise sales, business development, content, and creative production. My role is to set the direction, build the capability, and clear the path — so the team can run.

I stay close to the market, close to the client, and close to the people I lead. That proximity is what keeps strategy grounded and execution sharp.

I ended up in sales because connecting with people came naturally to me. Then I learned the hard way that there is a lot of unglamorous stuff that sits between the conversations — pipelines, processes, forecasting, follow-ups. Took me a while, but I got to loving all of it anyway.
How I lead

Growth is not a target you hand to a team. It is something you build together — with the right structure, honest conversations, and a standard everyone is held to, including me.

I influence decisions before they are made

I build connections that genuinely last

I think before I move — always

Impact

Numbers that matter.

$0
Personal Revenue Closed
0
Global Markets Managed
0
Team Members Led
0
Client Retention Rate
£0
Largest Team Deal — UK
0
Uplift in Platform Conversion
$0
Active Pipeline 2026
0
Regional Leadership

Career

Where I have built things.

Regional Manager
The Ticket Fairy DMCC — Enterprise SaaS Event Technology
Oct 2021 – Present · Dubai, UAE
+
Leadership & Team Management
  • Lead a 15-person cross-functional team spanning sales executives, BD partners, social media specialists, graphic designers, SEO content writers, and an editorial lead — plus direct oversight of three specialist agencies.
  • Set and own targets across all functions: revenue and client acquisition targets varied by region, and KPI frameworks for non-sales staff covering content output and organic traffic growth.
  • Manage the full performance lifecycle — from structured coaching and pipeline reviews to formal PIPs and termination where necessary.
  • Built all core operational frameworks from scratch: sales playbook, onboarding programme, performance management structure, and compensation model.
  • Run weekly team meetings, pipeline reviews, and individual 1-on-1 coaching sessions across all functions.
CEO Advisory & Regional Strategy
  • Trusted strategic advisor to the CEO — consulted on market entry, revenue planning, product priorities, and organisational decisions.
  • Identified high self-signup abandonment and led a strategic pivot redeploying the sales team to convert dormant accounts — driving a 50% uplift in self-signups going live.
  • Set UAE market pricing strategy and negotiate directly with payment processors to improve platform unit economics.
  • Drive quarterly planning cycles, defining market priorities and revenue targets across all active regions.
  • Primary government liaison including DET relationship and sole owner of all UAE compliance matters.
Enterprise Sales & Market Development
  • Personally closed $5M+ in enterprise contracts (~$800K average, 2-year terms) through C-level engagement across 7 global markets — $2M in active pipeline (2026).
  • Led teams to deliver £300K+ UK revenue and 140+ new India clients, including a ₹20M white label deal.
  • Personally opened UAE and Bali markets, securing early anchor clients from scratch.
  • Maintain 90% client retention across multi-year enterprise accounts.
Product & Revenue Operations
  • Collaborate with engineering on feature scoping, UAT, and platform UX — acting as the commercial voice in product decisions.
  • Architected the full revenue operations stack: HubSpot CRM, Clay, ClickUp.
  • Built AI-powered outbound automation using Clay and n8n, improving lead qualification and reducing acquisition cost.
  • Oversee B2B content strategy producing SEO-optimised articles that drive inbound leads, alongside a B2C operation promoting client events to end customers.
Business Development Team Lead
Green World Safety & Security Consultancy
Feb 2020 – Sep 2021 · Dubai, UAE
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  • Promoted to Team Lead within 6 months after achieving highest monthly revenue for 3 consecutive months.
  • Led enterprise platform sales to Fortune 500 clients including Bharat Petroleum (BPCL) and Aditya Birla Group.
  • Executed full enterprise sales cycles across petroleum, manufacturing, and industrial verticals.
  • Identified and penetrated new verticals, delivering a 20% increase in enterprise client acquisition YoY.
  • Built structured pipeline using CRM tools, implementing outreach cadences that improved lead-to-opportunity conversion.
Sales & Marketing Executive
Taj Hotels — Luxury Hospitality
May 2018 – Nov 2019 · Goa, India
+
  • Managed key B2B accounts with Thomas Cook, Cox & Kings, OTAs, and corporate clients across India.
  • Negotiated corporate contracts for accommodation partnerships, conferences, and events.
  • Executed data-driven campaigns using customer segmentation and behavioural analytics.

Capabilities

What I bring to the table.

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Leadership & People
Cross-Functional Leadership Performance Management Coaching & Mentoring Onboarding Frameworks Hiring & PIPs Agency Management
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Sales & Revenue
Enterprise SaaS Sales C-Level Negotiations Pipeline Forecasting Contract Negotiation Client Retention Consultative Selling
πŸ—ΊοΈ
Strategy & Operations
Go-to-Market Strategy Regional Expansion Quarterly Planning Budget Planning Govt. & Compliance Product Collaboration
πŸ”—
CRM & Pipeline
HubSpot CRM Pipedrive Clay LinkedIn Sales Navigator
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Automation & Analytics
n8n Zapier Google Analytics Ahrefs SEMrush Surfer AI
πŸ› οΈ
Project & Collaboration
ClickUp Slack Google Workspace Microsoft Office

Languages

How I connect.

English
Fluent
First language for work, life, and reading menus abroad.
Hindi
Fluent
Grew up with it. Still the best language for Bollywood arguments.
Konkani
Native
From the land of beaches, sunshine, and rain.
Arabic
That is all the Arabic I know. Thank you, Dubai Metro.

Contact

Open to the right conversation.

Currently exploring the right next challenge

Based in Dubai · Open to regional leadership opportunities in the UAE and globally

Whether you are building a team, expanding into new markets, or looking for someone who leads both — I am always open to a good conversation.

For the HR managers who need a more structured version — click the button below.

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