Job Description

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 ?3x, 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)