Business Development Manager

Role Overview

Commercial engine for j awan amp partners GRC advisory business Full-cycle relationship-driven sales prospecting qualifying scoping coordinating proposals negotiating and closing Engagements range from single-service mandates 15 30 days to multi-service programmes 3 months Honest scoping accurate positioning realistic timelines and seamless delivery handoff are non-negotiable Extensive GRC knowledge preferred but not required for strong professional services sales candidates strong 12 18 month success outcomes strong Every client interaction reflects firm-level depth credibility and professionalism Enquiries responded to within 24 hours quarterly reviews held with top accounts 100 of quarterly revenue targets met new business and cross-sell tracked separately Pipeline maintained at or above 3x quota coverage Inbound leads qualified within 24 hours Existing clients proactively reviewed for cross-sell across all eight service lines Structured account plans maintained for key accounts with stakeholder maps and expansion opportunities C-suite Heads of Compliance COMLROs and HR Directors engaged directly Every proposal reflects realistic scope timeline pricing and resource requirements zero scope disputes Complete Handover Packs delivered to every delivery team Regulatory developments enforcement actions licensing changes and competitor activity reported monthly International firms entering the GCC identified and qualified Industry events generate measurable pipeline follow-up within 48 hours Win loss debrief completed within 5 business days of every lost deal Territory playbooks proposal standards and pricing models contributed and refined strong

• Own the full sales lifecycle from prospecting through to close and delivery handoff
• Structure engagements commercially hourly rates fixed fees retainers blended rates milestone pricing
• Deliver complete Handover Packs to delivery teams
• Build trusted relationships with C-suite Heads of Compliance COMLROs and HR Directors
• Maintain structured account plans for key accounts and conduct quarterly client reviews
• Share regulatory updates and thought leadership proactively with clients
• Review existing clients for cross-sell opportunities across all eight service lines
• Monitor regulatory developments and competitor activity as prospecting triggers
• Represent the firm at industry events with pre-scheduled meetings and 48-hour follow-up
• Work with the Proposal Manager and SMEs on customised commercially accurate proposals
• Engage CEO Deputy CEO on strategic bids
• Own win loss debrief for every lost deal
• Maintain clean current Hub Spot records for every deal and interaction
• Submit weekly pipeline updates and bi-weekly detailed forecasts with deal commentary and risk flags
• Flag and action deals stalled 30 days
• Adopt all mandated firm technology including Click Up and WebHR

• Proven full-cycle B2B professional services sales ability
• Strong understanding of the GCC regulatory landscape: DFSA, FSRA, CBUAE, VARA, SCA, SAMA, CMA
• Ability to build trust with senior stakeholders and navigate complex buying committees
• Commercial structuring of consulting engagements across multiple pricing models
• Proactive cross-sell and account growth mindset
• Skilled at bringing SMEs and executive stakeholders into deals at the right stage
• Personal visibility in the GCC compliance community through thought leadership and events
• Resilient, self-starting, and accountable for pipeline generation
• CRM rigour and operational discipline across multiple concurrent engagements

• Bachelor's degree in Business, Finance, Law, or a related field (MBA a plus; results carry more weight than credentials)
• 5 8 years in B2B professional services or consulting sales in the GCC
• Demonstrable track record of meeting or exceeding revenue targets
• Full-cycle sales ownership required
• GRC, compliance, regulatory advisory, or financial services consulting sales preferred
• Hub Spot CRM experience preferred
• Arabic language proficiency a strong advantage

• Month 1:
  Service line immersion, SME introductions, client portfolio review, CRM and proposal familiarisation, shadow client meetings and scoping sessions
• Months 2 3:
  Independent pipeline building, first proposals submitted, outbound and event leads managed end-to-end, market intelligence and cross-sell contributions begin
• Month 4:
  Full quota activation revenue and pipeline targets in effect, client relationships developing independently, cross-sell activity tracked