B2C Sales Team Lead — Cars

About Soum

Soum is Saudi Arabia's leading B2C marketplace for used electronics and used cars. In five years we have grown into a trusted platform for buyers and sellers across the Kingdom, combining rigorous quality standards with a technology-first approach. We are now scaling our cars vertical significantly, and we are looking for an exceptional B2C Sales Team Lead to drive that growth.

About the role

You will lead a B2C sales team responsible for acquiring new customers interested in purchasing cars, and for closing those deals. You will own the customer journey from lead generation and qualification through negotiation, closing, and completion of the sale - across both Cash and Financing journeys.

This is a player-coach position: you will lead and develop the team while stepping into challenging deals, supporting Sales Representatives with negotiations and objections, and closing important opportunities yourself.

Responsibilities:

B2C sales & deal closing

• Lead a B2C sales team acquiring new customers interested in purchasing cars.
• Manage both Cash and Financing sales journeys.
• Own the customer journey from lead generation and qualification through negotiation, closing, and completion of the sale.
• Step into complex or high-value deals and close difficult opportunities.

Lead management

• Ensure leads are assigned across the team without delay and first contact happens within target response times.
• Ensure consistent, disciplined follow-up on every open lead.
• Ensure opportunities are actively progressed through each stage without unnecessary drop-offs.

Sales funnel ownership

• Own and monitor conversion across the full sales funnel, from lead generation and qualification through booking, Cash/Financing, closing, and completed sale.
• Funnel stages: Lead → Contacted → Qualified → Booking → Cash/Financing → Closing → Completed Sale.
• Track stage-to-stage conversion rates, identify where deals stall, and act on the drop-off points.

Customer qualification

• Qualify customers into the Cash or Financing journey based on their needs, affordability, and basic financing eligibility indicators.
• Coach the team to qualify accurately at first contact so deals do not stall later in the funnel.
• Leave the final credit decision to the financing partner.

Customer journey & cross-functional coordination

• Ensure a smooth customer journey across Sales, Operations, Supply/Showroom, Finance, and other relevant functions.
• Identify blockers affecting the customer or the Sales team, communicate with the relevant department, and follow the issue through to resolution.

Team leadership & coaching

• Daily and weekly performance management.
• Coaching and development of Sales Representatives.
• Call quality and sales technique reviews.
• Pipeline management.
• KPI and target management.
• Performance improvement plans where required.
• Regular 1:1s and team reviews.

Reporting & forecasting

• Own weekly and monthly reporting on sales performance, target achievement, conversion rates, pipeline health, forecasting, key blockers, action plans, and team productivity.
• Use the data to identify gaps, make decisions, and improve team performance - not simply prepare reports.

CRM & sales process discipline

• Maintain CRM discipline across the team: accurate stage management, notes, follow-ups, pipeline hygiene, and forecasting.
• Provide clear visibility on where every opportunity stands and what is required to move it toward closing.

Escalation, problem solving & ownership

• Act as the first escalation point for Sales Representatives when customer or deal-related issues require cross-functional support.
• Take ownership of blocked deals: identify the root cause, engage the relevant department, and follow up until resolved.
• Resolve blockers across customer issues, financing, operations, vehicle-related matters, showroom coordination, and payments.

Qualifications:

Must have

• 4+ years of sales experience.
• 1-2+ years leading a sales team.
• Proven track record of hitting acquisition, conversion, and closing targets in B2C sales.
• Experience closing both cash and financed deals.
• Strong spoken and written English.
• Fluent / native-level Urdu.
• Able to confidently understand and communicate vehicle specifications, features, benefits, and value propositions across Japanese, Korean, American, and Chinese brands.
• Working knowledge of automotive financing and credit concepts, including how banks and financing companies assess eligibility.
• Able to qualify customers for Cash and Financing journeys based on needs, affordability, and basic eligibility indicators.
• Strong CRM discipline and the ability to build and defend a forecast.
• Experience managing and coaching a team remotely.
• Based in Pakistan and available Sunday-Thursday on Riyadh hours.

Good to have

• Automotive retail, used cars, or auto financing background.
• Marketplace or classified experience.
• Gulf market experience, or selling to expatriate customer segments.
• Working Arabic.
• Startup or scale-up experience.