Qureos Mentor

URBI Gulf FZ LLC Dubai Branch

Company: UrbiAbout UrbiUrbi is a leading provider of innovative geospatial and digital solutions, delivering services that empower organizations in decision-making and project execution. Based in Dubai, we work with government entities, enterprises, and industry leaders to transform how data is visualized, analyzed, and managed.Location: Dubai, UAE (hybrid). Travel: GCC, with KSA &amp; UAE as priority markets.Reports to: Commercial DirectorTeam: 2 sellers now &rarr; 4* within 12 months. Team quota* ownership.Role overviewUrbi builds vendor-agnostic geospatial solutions for governments and enterprises. You will lead a small, growing sales team focused on new logo acquisition in KSA/UAE (Gov, real estate developers, logistics, construction), while establishing a repeatable sales process (stages, forecast discipline) and partnering closely with Presales/SE and Product.What you will do1) Sales leadership &amp; pipeline<ul><li>Lead and coach a team of AEs/BDs (2 &rarr; 4 in 12 months); set territories, daily routines, stage definitions, and pipeline hygiene.</li><li>Own team quota, forecast accuracy, and deal reviews; maintain all data in Salesforce (or company CRM).</li><li>Manage and maintain a focused portfolio of government and enterprise customers in UAE, KSA (Oman/Qatar as plus).</li><li>Business development via exhibitions and industry events; support partner-sourced pipeline with local primes/SIs.</li></ul>2) Hunting, negotiations &amp; closing<ul><li>Drive new-logo pursuits and run negotiations to close; prepare competitive offers and align on business requirements with customers.</li><li>Create quotes and commercial proposals, enforce margin guardrails, and coordinate internal approvals.</li><li>Proactively and accurately identify prospect pains and shape clear value cases.</li><li>During scoping calls, detect functional gaps, document them, and route to Presales/Delivery for solutioning.</li></ul>3) Proposals, RFPs, and customer pitches<ul><li>Develop client proposals and pitch mechanics; deliver executive sales presentations.</li><li>Coordinate development of custom presentations, demonstrations, and prototypes to articulate use-cases and value across verticals (execution with Presales/SE).</li><li>Respond to RFPs/RFIs on time and in full&mdash;coordinate technical and functional responses, ensure completeness and consistency of commercial &amp; technical parts.</li><li>Document and communicate client feedback and new requirements from the field to Product/Delivery to drive cross-team collaboration.</li></ul>4) Cross-functional collaboration<ul><li>Work in close collaboration with Solution Architects &amp; Delivery to ensure proposed offerings fully meet business and technology needs.</li><li>Partner with Presales/SE to: build demos, respond to technical/functionality questionnaires, provide scoping support to reps, and substantiate solutions from both business and technical angles.</li><li>Partner with Marketing on messaging and event plans; support lead generation activities.</li></ul>Must-have<ul><li>Fluent Arabic &amp; English (both required).</li><li>Hands-on leadership of small sales teams; ability to set up process from scratch.</li><li>Proven new-logo hunting in KSA/UAE across Government and Enterprise.</li><li>Comfortable selling on-prem/integration propositions (SaaS exposure is a plus).</li></ul>Nice-to-have<ul><li>Exposure to government procurement (e.g., Etimad in KSA, Abu Dhabi/Dubai eProcurement).</li><li>Networks in real estate/logistics/construction in KSA/UAE.</li></ul>KPIs (first 12 months)<ul><li>Team revenue and gross margin vs. plan; win rate in KSA/UAE.</li><li>Pipeline coverage (&ge;3&times;), stage hygiene, forecast accuracy (&plusmn;10&ndash;15%).</li><li>Ramp from 2 &rarr; 4 sellers; time-to-first-deal per rep.</li></ul>CompensationCompetitive (base + team-linked variable) to be defined during interviews.Share your resume to j.sharafudeen@urbi.ae with the subject Sales Team LeadJob Types: Full-time, PermanentApplication Question(s):<ul><li>Have you led a small sales team and grown it over time in the UAE and KSA?</li></ul>Language:<ul><li>Arabic (Required)</li></ul>

Sales Team Lead

Company: UrbiAbout UrbiUrbi is a leading provider of innovative geospatial and digital solutions, delivering services that empower organizations in decision-making and project execution. Based in Dubai, we work with government entities, enterprises, and industry leaders to transform how data is visualized, analyzed, and managed.Location: Dubai, UAE (hybrid) &mdash; frequent travel across GCC (primarily KSA &amp; UAE)Reports to: CEOScope: Full P&amp;L ownership for GCC. Owns Sales + Marketing + Channel/Partnerships.Role overviewUrbi builds vendor-agnostic, on-prem geospatial solutions and integration programs for governments and enterprises in the GCC, with SaaS &ldquo;boxed&rdquo; offerings on the roadmap. We need a Commercial Director who will design, build, and scale the commercial operating model from zero and deliver margin-disciplined growth.What you will do&middot; Build the commercial engine: org design, hiring plan, quotas/territories, playbooks, pipeline governance, weekly forecast cadence.&middot; Revenue &amp; margin ownership: deliver annual revenue and gross margin targets; define pricing framework (on-prem, integration; later SaaS), set discount guardrails, chair Deal Reviews (risk, margin, delivery feasibility).&middot; Run Sales &amp; Marketing: lead 5 AEs/AMs today &rarr; 10&ndash;12 in 12 months; country plays (KSA/UAE first); messaging, campaigns, ABM, event calendar; MQL&rarr;SQL targets.&middot; Enterprise/Gov deals: drive complex on-prem licenses and integration projects (6&ndash;12-month cycles; avg gov deal $4&ndash;5M/yr; B2B $100&ndash;500k, 3&ndash;6 months).&middot; Channel program (KSA-first): build partner tiers/targets/MDF &amp; enablement; sign local primes/SIs; manage joint pipeline and rules of engagement.&middot; Compliance &amp; market access: ensure eligibility for Etimad/eProcurement, in-country hosting &amp; data localization requirements (KSA/UAE), align legal templates (MSA/SOW/NDA) with local counsel.&middot; Cross-functional leadership: align with Delivery/PMO on capacity &amp; acceptance milestones (for cash-in), with Product/Presales on solution fit, Arabic/English localization, and proposal quality.&middot; Process &amp; tooling: choose and roll out CRM (Salesforce or other); define stage definitions and a MEDDICC-like qualification; enforce data hygiene and board-grade reporting.Must-have&middot; Built it before: proven track record building and scaling a commercial org (not just &ldquo;running&rdquo; one).&middot; Fluent Arabic &amp; English &mdash; both required.&middot; GCC (KSA/UAE) experience selling to Government (B2G) and Enterprise (B2B).&middot; Strong command of on-prem enterprise and integration deals; SaaS exposure is a plus (future roadmap).&middot; Experience designing pricing/discount policies and running deal reviews; comfortable operating in Etimad/eProcurement contexts.&middot; Comfortable with long cycles (6&ndash;12 mo) and 7&ndash;8-figure contracts; able to defend margin. Willing to travel across GCC.Nice to have&middot; Launched a channel program in KSA; achieved partner-sourced pipeline targets.&middot; PPP familiarity for smart-city/geo platforms.KPIs (first 12 months)&middot; Revenue (bookings &amp; cash-in) by country (KSA/UAE) and Gross Margin % (deal-level &amp; blended).&middot; Pipeline coverage &ge;3&times;, forecast accuracy &plusmn;10&ndash;15%, win-rate in priority verticals (Gov, real estate, logistics, construction).&middot; MQL&rarr;SQL&rarr;Win targets with Marketing; partner-sourced pipeline &ge;25&ndash;35% by year end.&middot; Hiring &amp; ramp: 5 &rarr; 10&ndash;12 reps; time-to-productivity; % reps at &ge;100% of quota.&middot; DSO/collections improvement and risk control on large deals (milestones, acceptance, cash terms).CompensationCompetitive package (base + performance bonus/OTE) to be agreed during interviews.Share your resume to j.sharafudeen@urbi.ae with the subject Commercial Director GCCJob Types: Full-time, PermanentApplication Question(s):<ul><li>Have you managed full P&amp;L for a business unit before?</li><li>Do you have experience selling to government (B2G) and enterprise (B2B) clients in the GCC, particularly KSA and UAE?</li></ul>Language:<ul><li>Arabic (Required)</li></ul>

Commercial Director

Join URBI Gulf FZ LLC Dubai Branch and explore 2   exciting career opportunities. They're hiring for various roles with options for remote or on-site work. Apply today and become part of their innovative team.

URBI Gulf FZ LLC Dubai Branch

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Sales Team Lead

Commercial Director