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).

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 (?3x), 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)