Sales Team Lead

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). Travel: GCC, with KSA & UAE as priority markets.

Reports to: Commercial Director

Team: 2 sellers now → 4* within 12 months. Team quota* ownership.

Role overview

Urbi 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 do

1) Sales leadership & pipeline

• Lead and coach a team of AEs/BDs (2 → 4 in 12 months); set territories, daily routines, stage definitions, and pipeline hygiene.
• Own team quota, forecast accuracy, and deal reviews; maintain all data in Salesforce (or company CRM).
• Manage and maintain a focused portfolio of government and enterprise customers in UAE, KSA (Oman/Qatar as plus).
• Business development via exhibitions and industry events; support partner-sourced pipeline with local primes/SIs.

2) Hunting, negotiations & closing

• Drive new-logo pursuits and run negotiations to close; prepare competitive offers and align on business requirements with customers.
• Create quotes and commercial proposals, enforce margin guardrails, and coordinate internal approvals.
• Proactively and accurately identify prospect pains and shape clear value cases.
• During scoping calls, detect functional gaps, document them, and route to Presales/Delivery for solutioning.

3) Proposals, RFPs, and customer pitches

• Develop client proposals and pitch mechanics; deliver executive sales presentations.
• Coordinate development of custom presentations, demonstrations, and prototypes to articulate use-cases and value across verticals (execution with Presales/SE).
• Respond to RFPs/RFIs on time and in full—coordinate technical and functional responses, ensure completeness and consistency of commercial & technical parts.
• Document and communicate client feedback and new requirements from the field to Product/Delivery to drive cross-team collaboration.

4) Cross-functional collaboration

• Work in close collaboration with Solution Architects & Delivery to ensure proposed offerings fully meet business and technology needs.
• 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.
• Partner with Marketing on messaging and event plans; support lead generation activities.

Must-have

• Fluent Arabic & English (both required).
• Hands-on leadership of small sales teams; ability to set up process from scratch.
• Proven new-logo hunting in KSA/UAE across Government and Enterprise.
• Comfortable selling on-prem/integration propositions (SaaS exposure is a plus).

Nice-to-have

• Exposure to government procurement (e.g., Etimad in KSA, Abu Dhabi/Dubai eProcurement).
• Networks in real estate/logistics/construction in KSA/UAE.

KPIs (first 12 months)

• Team revenue and gross margin vs. plan; win rate in KSA/UAE.
• Pipeline coverage (≥3×), stage hygiene, forecast accuracy (±10–15%).
• Ramp from 2 → 4 sellers; time-to-first-deal per rep.

Compensation

Competitive (base + team-linked variable) to be defined during interviews.

Share your resume to j.sharafudeen@urbi.ae with the subject Sales Team Lead

Job Types: Full-time, Permanent

Application Question(s):

• Have you led a small sales team and grown it over time in the UAE and KSA?

Language:

• Arabic (Required)