Business Development Manager

Business Development Manager – GRC Advisory j. awan & partners

Location: UAE (covering UAE, KSA & broader GCC)

Role details: Full-time

Reports to: Group Director, Business Development and Marketing

About j. awan & partners

• Largest home-grown GRC advisory firm in the GCC
• Services span regulatory authorisation, compliance and AML outsourcing, advisory, tax and accounting, corporate services, recruitment and HR, training and education, and assurance
• Offices in Dubai, Abu Dhabi, Riyadh, Doha, Karachi, London, Cape Town, and Singapore
• 50+ compliance specialist
• Advisory backbone behind azakaw, a purpose-built RegTech platform

Culture and values

• Growth mindset, resilience, accountability, and adaptability in a fast-paced scaling environment
• Professional maturity and integrity in handling sensitive client, commercial, and regulatory information
• Client-first philosophy: every interaction reflects accuracy, depth, and professionalism
• Trust and credibility built through consistent follow-through, transparency, and candid communication

The role

• Commercial engine for j. awan & 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

12–18 month success outcomes

• 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

Key responsibilities

• Own the full sales lifecycle from prospecting through to close and delivery handoff
• Manage outbound pipeline alongside inbound leads
• 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 HubSpot 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 ClickUp and WebHR

This role is not for you if...

• You sell products rather than expertise
• You overpromise to close deals
• You rely on inbound alone rather than proactive outbound
• You are not comfortable engaging C-suite and senior compliance stakeholders with credibility from the first meeting
• You need every deal to close quickly

Core competencies

• 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

Education and experience

• Bachelor's degree in Business, Finance, Law, or a related field (MBA a plus; results carry more weight than credentia;s)
• 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
• HubSpot CRM experience preferred
• Arabic language proficiency a strong advantage

Ramp expectations

• 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

Rewards and Growth

• Competitive base salary with performance-based commission; OTE disclosed at interview
• Clear career progression into senior sales, team leadership, or regional ownership tied to performance
• GRC domain immersion, advisory sales methodology training, and mentorship from senior leadership
• Direct exposure to the GCC's most complex regulatory advisory engagements
• Direct hand in defining how j. awan & partners sells, targets, and grows
• Medical insurance, paid leave, and additional benefits detailed at offer stage