Business Development Manager

Description azakaw Business Development Manager

Global Markets (SaaS)

Reports To: Group Director, Business Development and Marketing

Direct Reports: N/A

Location: UAE, South Africa, Portugal (Global markets)

Type: Full-time

About azakaw azakaw is a purpose-built RegTech compliance platform that simplifies and automates compliance for financial institutions, fintechs, and professional services firms. From a single platform, teams manage Digital KYC and KYB, AML Screening, Transaction Monitoring, and Corporate Compliance. Backed by the regulatory expertise of j. awan & partners and 50+ compliance specialists, azakaw operates globally and is entering its next growth phase: new markets, accelerated client acquisition, and a scaling commercial team.

Culture and Values

Growth mindset, resilience, accountability, and adaptability in a fast‐paced scaling environment.

Professional maturity and integrity in handling sensitive client and regulatory information.

Client‐first philosophy: every interaction, starting with the first sales conversation, reflects the accuracy, proactivity, and integrity of the group's advisory heritage.

Trust and credibility built through consistent follow‐through, transparency, and candid communication.

Mission A high-impact, full-cycle sales role for a BDM who builds pipeline from scratch, runs a disciplined sales process, and closes deals independently. You own every stage from cold outreach through tailored demos, influencer mapping, commercial negotiation, and contract close across startups, fintechs, mid‐market, and enterprise. Global scope with key target markets in UAE, KSA, the wider GCC, Africa, South America, UK, and Europe.

The ideal candidate sells with insight, not just effort. Leading with a point of view on the prospect's regulatory exposure, reframing how they think about compliance risk, and positioning azakaw as the solution to a problem they may not have fully articulated. How we sell is how the client experiences us from day one.

12‐18 Month Mission Outcomes ("What Success Looks Like") Client‐Centric Excellence

Every prospect experiences azakaw's advisory heritage from the first conversation. Engagement tailored to jurisdiction, regulatory exposure, and operating model. Demo‐to‐proposal conversion at or above 60%. Post‐sale handoffs clean, documented, and confirmed by delivery.

Pipeline Ownership

You own your pipeline. 3x quota coverage maintained monthly through own prospecting, referrals, events, and network. Outbound‐sourced pipeline exceeds 70% of total. No reliance on inbound or marketing to hit target. Conversion rates improving quarter over quarter.

Revenue Delivery

100% of quarterly revenue target through consistent monthly deal flow, not end‐of‐quarter compression. Deal volume targets met. Sales cycle at or below 60‐90 day benchmark. Revenue is predictable, not volatile.

Market Entry and Territory Growth

Active qualified pipeline across assigned target markets. Territory strategy built top‐down by leadership, supported and refined bottom‐up by the BDM, documented and presented to line manager.

Competitive Displacement

Prospects using incumbents (World‐Check, LexisNexis, Sumsub, or manual processes) engaged, qualified, and converted. azakaw positioned credibly against established competitors without disparagement. Competitive win stories documented and shared with the team.

Commercial Integrity

Deals closed on value, not discounts and average deal size maintained or growing.

Account Expansion

Upsell and cross‐sell identified within 90 days of initial close. Clients expanding module adoption (KYC to AML, AML to Transaction Monitoring, single to multi‐jurisdiction). Expansion revenue tracked quarterly and growing.

Market Intelligence

You are azakaw's eyes and ears in the market. Regulatory shifts, enforcement actions, competitor moves, and pricing trends reported monthly. Field insights converted into prospecting triggers, messaging refinements, and product feedback.

Event Impact

Industry events generate measurable pipeline, not just visibility. Target pre‐scheduled meetings. Event‐sourced pipeline tracked quarterly. Structured follow‐up within 48 hours.

Technology & Platform Proficiency

HubSpot pipeline, forecasting, and reporting executed with full accuracy and discipline. azakaw platform demonstrated fluently in every client‐facing interaction. All mandated firm technology (ClickUp, WebHR, and others as introduced) adopted and maintained at 90%+ proficiency.

Function Building

You are building a commercial engine, not just carrying a number. Playbook contributions logged quarterly. Battle cards, objection handling, and demo scripts refined from live deals. New BDMs and SDRs onboarded with your support.

Key Accountabilities Pipeline Generation and M