Commercial Director

Company: Urbi

About Urbi

Urbi 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) — frequent travel across GCC (primarily KSA & UAE)

Reports to: CEO

Scope: Full P&L ownership for GCC. Owns Sales + Marketing + Channel/Partnerships.

Role overview

Urbi builds vendor-agnostic, on-prem geospatial solutions and integration programs for governments and enterprises in the GCC, with SaaS “boxed” 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

· Build the commercial engine: org design, hiring plan, quotas/territories, playbooks, pipeline governance, weekly forecast cadence.

· Revenue & 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).

· Run Sales & Marketing: lead 5 AEs/AMs today → 10–12 in 12 months; country plays (KSA/UAE first); messaging, campaigns, ABM, event calendar; MQL→SQL targets.

· Enterprise/Gov deals: drive complex on-prem licenses and integration projects (6–12-month cycles; avg gov deal $4–5M/yr; B2B $100–500k, 3–6 months).

· Channel program (KSA-first): build partner tiers/targets/MDF & enablement; sign local primes/SIs; manage joint pipeline and rules of engagement.

· Compliance & market access: ensure eligibility for Etimad/eProcurement, in-country hosting & data localization requirements (KSA/UAE), align legal templates (MSA/SOW/NDA) with local counsel.

· Cross-functional leadership: align with Delivery/PMO on capacity & acceptance milestones (for cash-in), with Product/Presales on solution fit, Arabic/English localization, and proposal quality.

· Process & 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

· Built it before: proven track record building and scaling a commercial org (not just “running” one).

· Fluent Arabic & English — both required.

· GCC (KSA/UAE) experience selling to Government (B2G) and Enterprise (B2B).

· Strong command of on-prem enterprise and integration deals; SaaS exposure is a plus (future roadmap).

· Experience designing pricing/discount policies and running deal reviews; comfortable operating in Etimad/eProcurement contexts.

· Comfortable with long cycles (6–12 mo) and 7–8-figure contracts; able to defend margin. Willing to travel across GCC.

Nice to have

· Launched a channel program in KSA; achieved partner-sourced pipeline targets.

· PPP familiarity for smart-city/geo platforms.

KPIs (first 12 months)

· Revenue (bookings & cash-in) by country (KSA/UAE) and Gross Margin % (deal-level & blended).

· Pipeline coverage ≥3×, forecast accuracy ±10–15%, win-rate in priority verticals (Gov, real estate, logistics, construction).

· MQL→SQL→Win targets with Marketing; partner-sourced pipeline ≥25–35% by year end.

· Hiring & ramp: 5 → 10–12 reps; time-to-productivity; % reps at ≥100% of quota.

· DSO/collections improvement and risk control on large deals (milestones, acceptance, cash terms).

Compensation

Competitive package (base + performance bonus/OTE) to be agreed during interviews.

Share your resume to j.sharafudeen@urbi.ae with the subject Commercial Director GCC

Job Types: Full-time, Permanent

Application Question(s):

• Have you managed full P&L for a business unit before?
• Do you have experience selling to government (B2G) and enterprise (B2B) clients in the GCC, particularly KSA and UAE?

Language:

• Arabic (Required)