Ghais Najjar
Business Lead, Americas @Karger Publishers
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WORK HISTORY
Business Lead, Americas @Karger Publishers
CA
Own full regional P&L, ARR growth, forecasting accuracy, and revenue operations for the Americas, leading the strategic transition from traditional licensing to enterprise SaaS and subscription-based revenue models.Direct complex enterprise SaaS negotiations and multi-year licensing restructures, building consensus across C-suite, IT, Legal, and Procurement to resolve compliance constraints and accelerate deal closure.Drive Net Revenue Retention and expansion revenue by embedding platform usage analytics, ROI dashboards, and value-realization frameworks into executive renewal and expansion conversations.Build and scale a channel and partner ecosystem contributing 12% of regional ARR ($840K), governed by performance KPIs, enablement programs, and joint pipeline management.Partner cross-functionally with Product, Customer Success, Finance, and RevOps to align GTM strategy, pricing models, commercial frameworks, and customer lifecycle management.
EDUCATION
McMaster University
Bachelor of Arts (B.A.), Economics and Mathematics
ABOUT GHAIS NAJJAR
Revenue and commercial leader with 12+ years scaling B2B SaaS, subscription, and digital platform businesses across Information Services and enterprise markets.I currently hold P&L ownership for the Americas ($7M+ ARR), leading the transition from legacy licensing models to enterprise SaaS revenue engines focused on retention, expansion, and forecastable growth. My work sits at the intersection of commercial execution and operating system design- from consultative sales methodology and revenue operations to channel ecosystems and usage-led expansion.I specialize in navigating complex enterprise environments, aligning C-suite, IT, Legal, and Procurement stakeholders to drive Net Revenue Retention and long-term customer value. Whether launching new regions or restructuring commercial frameworks, I use SaaS telemetry, analytics, and disciplined operating cadence to predict outcomes and scale performance.I am a people-first leader who invests deeply in coaching, capability building, and customer-led growth, creating environments where teams execute with clarity and deliver sustained market impact.
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