About the venture

A B2B BNPL (Buy-Now-Pay-Later) fintech venture developed by Sanabil Venture Studio, focused on unlocking working capital for underbanked micro and small merchants in the FMCG ecosystem.
We enable suppliers, distributors, and marketplaces to offer deferred payment terms to minimarkets, groceries, and HoReCa merchants, all within a legally compliant trade structure.

The Chief Business Officer (CBO) will be a founding leadership member responsible for driving commercial execution, supplier partnerships, merchant onboarding, and operational excellence. This role blends strategic partnership development with on-ground execution to deliver measurable growth and build reputation as a trusted partner across the FMCG value chain.

Role Overview

As CBO, you will lead all commercial and operational aspects; building relationships with FMCG manufacturers, suppliers and distributors, managing onboarding and collections operations, and ensuring seamless collaboration between field partners, merchants, and internal product/risk teams.

You’ll work closely with the CEO to close commercial agreements, define revenue-share models, and scale the BNPL ecosystem across multiple distribution channels, from traditional trade networks to digital marketplaces.

Key Responsibilities

1. Strategic Partnerships & Commercial Leadership

• Lead onboarding of FMCG suppliers, distributors, and channel partners into the venture ecosystem.

• Negotiate and finalize commercial terms and technical agreements.

• Act as the primary external face for all supplier and distribution relationships.

• Build and maintain a high-trust partnership model that ensures supplier buy-in and long-term collaboration.

2. Operations & Merchant Enablement

• Oversee day-to-day operations, including merchant onboarding, collections, and dispute resolution.

• Develop and execute field enablement programs for supplier sales reps, including training, performance tracking, and incentive models.

• Ensure credit discipline, repayment performance, and strong communication loops between merchants, suppliers, and internal teams.

• Manage the design and rollout of localized merchant training and awareness materials.
  
  

3. Ecosystem Expansion & Channel Growth

• Drive BNPL expansion across traditional trade channels (cash-van) and online (marketplaces, POS, fintech) ecosystems.

• Identify and secure partnerships with DMS, POS, and logistics players to deepen integration in FMCG trade flows.

• Build a hybrid acquisition model combining bulk supplier onboarding and merchant-level activation.

4. Leadership & Team Building

• Build and lead venture’s commercial operations and partnership teams (merchant success, supplier management, field ops).

• Establish performance KPIs and dashboards aligned with portfolio growth, repayment discipline, and merchant satisfaction.

• Translate field realities and merchant insights into product, risk, and data priorities.

• Prepare the organization for scale post-carve-out, including succession planning for local operational leads.

Profile Requirements

Option 1 – FMCG Route-to-Market Leader

• 10–15+ years of senior commercial experience in FMCG (Saudi or GCC).

• Proven track record managing direct sales operations (cash van, modern channel, hybrid) and FMCG route-to-market networks.

• Deep understanding of grocery retailers and HoReCa merchant dynamics, credit behavior, cash cycles, and SKU priorities.

• Strong supplier and distributor relationships with ability to secure early adoption of the BNPL model.

Option 2 – Digital Ecosystem / Fintech Leader

• 10–15+ years in commercial or partnerships roles with delivery apps, POS providers, or fintechs (e.g., Jahez, HungerStation, Foodics, Geidea, Hala Pay).

• Demonstrated success in merchant onboarding, sales operations, and partnership growth in the digital commerce space.

• Strong understanding of merchant acquisition, payment flows, and lifecycle management.

• Proven ability to bridge digital ecosystems with on-ground FMCG operations.

Key Skills & Attributes

• Strategic negotiator with strong commercial acumen and operational discipline.

• Deep local market understanding of Saudi FMCG and general trade.

• Fluent in Arabic and English; Saudi nationals only

• Data-driven mindset; able to translate insights into tactical actions.

• Entrepreneurial, hands-on, and comfortable operating in early-stage environments.

• Excellent leadership and stakeholder management skills across multiple partner types.