Business Development Specialist

Job Title: Business Development Specialist - Global Markets (SaaS Focus)

Reports To: Group Director, Sales and Business development

Location: Dubai

Direct Reports: N/A

About azakaw

azakaw is a purpose-built RegTech platform designed to simplify and automate compliance for financial institutions, fintechs, and professional services firms. Developed by compliance professionals, azakaw empowers teams to manage Digital KYC & KYB, Transaction Monitoring, and Corporate Compliance all in one place. From no-code onboarding flows to real-time risk monitoring and audit-ready reports, azakaw turns compliance into a competitive advantage. azakaw is designed for compliance teams who need control, speed, and clarity and is backed by the regulatory expertise of j. awan & partners.

Mission / Purpose of the Role

We are seeking a proactive and results-driven Business Developer to identify, nurture, and secure new business opportunities, engage with prospects, and deliver impactful product demonstrations. The role is responsible for owning the full sales lifecycle from cold outreach to closing targeting small, mid-market, and enterprise clients. This role is ideal for a high-energy, self-starting Business Development Manager with extensive SaaS sales experience and a hunter mentality. It is a strategic global position for someone who thrives in a high-growth, fast-paced SaaS environment and wants to make a visible impact on revenue growth.

1218 Month Mission Outcomes (What Success Looks Like)

Conduct deep market analysis to uncover and qualify new business opportunities aligned with azakaw's growth strategy.

• Number of high-value prospects identified and qualified
• Market intelligence reports delivered on schedule
• Prioritization of leads based on strategic fit and business potential
• Clear understanding of buyer personas and key pain points across segments

Build and nurture relationships with potential and existing clients; serve as a trusted advisor.

• Increased engagement with C-level and key decision-makers
• Positive feedback from clients on value delivered and trust established
• Representation at key industry events and conferences with measurable visibility impact

Lead product demonstrations, develop proposals, and drive consultative SaaS sales.

• Number and quality of product demos delivered
• Proposal acceptance and conversion rates
• Increased lead-to-deal conversion ratio
• Timely delivery of tailored proposals and presentations

Manage the full sales cycle and maintain post-sale relationships.

• Achievement of quarterly and annual sales targets
• Reduction in sales cycle time
• Clean, accurate, and updated HubSpot records
• Win rates for mid-market and enterprise deals
• Identification of upsell/cross-sell opportunities and revenue growth within existing accounts

Key Accountabilities

Market Research & Opportunity Identification

• Conduct deep market analysis to uncover and qualify new business opportunities aligned with Azakaw's growth strategy.
• Identify and prioritize prospects through competitive intelligence and trend monitoring.
• Qualify potential leads and prioritize outreach based on business potential and strategic fit.
• Understand buyer personas (compliance, operations, finance, legal) and their pain points across segments.

Success Indicators

• Number of high-value prospects identified and qualified.
• Market intelligence reports delivered on schedule.
• Prioritized leads aligned with business potential and strategic fit.
• Improved lead-to-conversion ratio through better segmentation.

Prospect / Client Engagement

• Build and nurture relationships with potential and existing clients to align SaaS solutions with business needs.
• Serve as a trusted advisor, communicating value propositions clearly and persuasively.
• Represent Azakaw at key industry events and conferences.

Success Indicators:

• Increased engagement with key decision-makers.
• Positive client feedback on trust and advisory value.
• Participation and visibility at industry events.

Sales & Product Demonstrations

• Lead product demonstrations and presentations tailored to specific prospect/client needs.
• Deliver engaging, consultative demos that address each client's unique challenges.
• Develop compelling proposals and presentations with internal marketing and compliance support.
• Drive full-cycle SaaS sales processes from cold outreach to contract closure.

Success Indicators:

• Number and quality of product demos delivered.
• Proposal acceptance and conversion rates.
• Lead-to-deal conversion improvement.
• Timely and accurate delivery of tailored proposals.

Deal Closing & Account Management

• Manage the full sales cycle: prospecting, qualification, demo, proposal, negotiation, and close.
• Negotiate effectively to achieve win-win outcomes.
• Maintain clean and organized records in HubSpot; report performance weekly to leadership.
• Close deals independently in mid-market and enterprise segments.
• Manage ongoing client relationships post-sale, identifying new business opportunities within existing accounts.

Success Indicators

• Achievement of quarterly and annual sales targets.
• Reduction in sales cycle time.
• Clean, accurate, and updated CRM records.
• Win rates for mid-market and enterprise deals.
• Identification of upsell/cross-sell opportunities and revenue growth within existing accounts.

Core Competencies

• B2B Consultative Selling Expertise Proven ability to sell consultatively within the GCC region.
• GRC & Compliance Knowledge Deep understanding of Governance, Risk & Compliance, licensing, and the regional FS regulatory landscape (DFSA, FSRA, VARA, CBUAE, SCA, SAMA, CMA).
• Stakeholder Management Builds trust and maintains strong relationships with senior stakeholders and clients.
• Hunter Mentality & Ownership Proactive, persistent, and accountable in managing the full sales cycle.
• Communication & Problem-Solving Clear, persuasive verbal and written communication; anticipates and resolves challenges effectively.

Role-Specific Competencies

• Strong command of CRM systems (HubSpot preferred) to manage pipeline and client data efficiently.
• High proficiency in proposal development, scoping, objection handling, and deal negotiation.
• Ability to analyze market trends and competitive intelligence to inform sales and GTM strategy.
• Operational discipline to manage multiple deals and deadlines effectively.

Skills and Knowledge

• Analytical & Research Skills Ability to synthesize complex information and provide actionable insights.
• Leadership & Initiative Self-starter, able to work independently and drive results.
• Time & Priority Management Effectively manages multiple priorities under pressure.
• Adaptability & Resilience Thrives in fast-paced, high-pressure environments while delivering quality outcomes.
• Professional Communication Interacts effectively at all organizational levels, ensuring clarity and professionalism.

Education

• Bachelor's degree in Business Administration, Marketing, or a related field.

Experience

• Minimum of 5+ years of proven experience in business development or sales roles, specifically within the SaaS industry.

Additional Requirements

• Proven track record in business development, sales, or account management within GRC/compliance or financial services.
• Strong knowledge of the UAE & GCC financial regulatory framework.
• Demonstrated success in outbound prospecting and building a healthy pipeline.
• High CRM discipline; HubSpot experience strongly preferred.
• Experience working in high-growth, entrepreneurial environments.
• Prior experience selling GRC/compliance/RegTech consulting solutions preferred.
• Arabic language proficiency is a strong advantage.

Culture & Values Alignment

• Embody a growth mindset and proactive learning approach.
• Demonstrate resilience and adaptability in a fast-paced, evolving environment.
• Exhibit professional maturity and integrity in handling sensitive issues.
• Build trust and credibility with both leadership and team members.
• Align with j. awan & partners core values of Excellence, Integrity, and Innovation.

Rewards & Growth

• Competitive salary and benefits package.
• Opportunities for career growth in a global, fast-scaling organization.
• Continuous learning and development opportunities.