- Location
- Dubai, Dubai, United Arab Emirates · published
- Type
- Full-time
- Department
- IT
- Seniority
- Manager
- Source
- Workable
Description
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