Partnerships Manager / Category Manager FMCG

About Sanabil Studio and Tradepay

Sanabil Studio operates as a venture builder, combining industry knowledge, technology, and startup methodologies to develop new businesses. The studio supports ventures from initial concept through launch, providing seed funding and operational support for scaling promising businesses. Tradepay, a venture under Sanabil Studio, is developing a B2B trade and working-capital platform specifically for the FMCG sector in Saudi Arabia. This platform aims to facilitate working capital access for small retailers at the point of purchase, while also supporting manufacturers, brand owners, suppliers, and distributors in expanding sales, improving customer reach, and strengthening their route-to-market.

The Role of Partnerships Manager

Sanabil Studio is seeking a Partnerships Manager for Tradepay. This is a full-time, commercially driven business development role based in Riyadh, Saudi Arabia, focused on building and converting Tradepay’s FMCG partnership pipeline. The role requires a strong understanding of the Saudi FMCG market. The Partnerships Manager will identify suitable partners, initiate engagement, understand their business operations, present Tradepay’s value proposition, and manage opportunities from initial contact through to commercial agreement and implementation handover. The position requires proactive engagement in new business development, relationship building, and persistent pursuit of opportunities to closure. The ideal candidate will have 2-5 years of relevant experience.

Key Responsibilities

• Develop and maintain a pipeline of FMCG manufacturers, brand owners, suppliers, and distributors.
• Prioritize potential partners based on merchant reach, traditional-trade exposure, sales volumes, and strategic alignment.
• Generate new opportunities through existing networks, direct outreach, referrals, industry research, and events.
• Identify and engage decision-makers across Sales, Commercial, Finance, and senior management levels.
• Introduce Tradepay and customize the value proposition for each partner’s business model.
• Analyze partners’ route-to-market strategies, customer base, payment terms, collections processes, credit practices, and commercial challenges.
• Qualify opportunities and collaborate internally to develop commercially viable partnership propositions.
• Manage opportunities from initial outreach through meetings, follow-ups, negotiations, and agreement finalization.
• Maintain deal momentum and proactively address any obstacles that may impede closing.
• Coordinate with Product, Operations, Risk, Finance, and Legal teams as opportunities progress toward implementation.
• Maintain accurate records of pipeline stages, next steps, meeting notes, and expected closing dates.
• Provide regular updates on pipeline coverage, conversion rates, anticipated partner volumes, and commercial insights.

Performance Metrics

Success in this role will be evaluated based on the following key performance indicators:

• Qualified pipeline generated.
• Number of partner meetings conducted.
• Progression of qualified opportunities.
• Number of signed partnerships.
• Expected and activated Gross Merchandise Volume (GMV) from signed partners.
• Sales-cycle duration.
• Pipeline-to-close conversion rate.