Abwaab | VP Commercial
Location: HQ - Amman, Jordan
Type: Full-time
About Abwaab
Abwaab is a leading EdTech platform serving students across the Middle East through high-quality digital learning content and exam preparation tools. As we scale across markets, we are focused on building a disciplined commercial engine that drives sustainable growth and strong unit economics.
The Role
We are hiring a VP Commercial to lead Abwaab’s commercial strategy and commercial operations across markets.
This role is responsible for designing and executing the company’s commercial approach, including country-level commercial strategies, pricing and monetization models, and the performance of our sales agent network. The VP Commercial will ensure that Abwaab’s revenue growth is supported by strong commercial fundamentals and healthy contribution margins.
The role requires a senior operator who is highly analytical and detail-oriented, capable of diving into the operational realities of our commercial engine while also shaping the broader strategy behind it. This includes developing pricing strategies, analyzing commercial cost structures, optimizing sales agent economics, and introducing initiatives that strengthen overall commercial performance.
The VP Commercial will also play a key role in driving innovation in our commercial model, including the rollout and operational effectiveness of AI-powered sales agents and other technology-driven initiatives that improve efficiency and scalability.
This is a fast-paced environment that requires agility, strong judgment, and the ability to translate strategy into disciplined execution across teams and markets.
Key Responsibilities
Commercial Strategy & Market Performance
- Develop and refine Abwaab’s overall commercial strategy across markets.
- Define country-level commercial strategies aligned with company growth and profitability goals.
- Design and evolve pricing and monetization strategies to maximize revenue and contribution margins.
- Be accountable for the commercial performance of markets, ensuring strategies translate into measurable results.
Commercial Operations
- Lead and optimize Abwaab’s commercial operations, including sales agent performance, pricing execution, and operational sales processes.
- Develop clear operational frameworks to track performance across markets and teams.
- Identify inefficiencies in the commercial funnel and implement improvements.
Sales Agent Economics & Performance
- Analyze the economics of our sales agent model, including productivity, incentives, and conversion patterns.
- Develop compensation and incentive structures that drive sustainable performance.
- Understand behavioral drivers and psychology of sales agents to improve engagement, productivity, and retention.
Commercial Economics & Cost Structure
- Develop deep visibility into Abwaab’s commercial cost structure and contribution margins.
- Identify inefficiencies and commercial leaks that impact profitability.
- Implement initiatives to improve commercial efficiency and bottom-line impact.
Innovation in Commercial Execution
- Lead the rollout and optimization of AI-powered sales agents and other commercial technologies.
- Identify opportunities to introduce new operational models or tools that improve sales productivity and commercial scalability.
Cross-Functional Collaboration
- Partner closely with Finance, Product, and Operations to ensure commercial strategies align with company objectives.
- Translate operational insights into strategic improvements in pricing, product positioning, and commercial structure.
Leadership
- Provide strong senior leadership across commercial teams.
- Build a culture of accountability, operational discipline, and performance.
- Operate effectively in a fast-paced, high-growth environment, balancing strategic thinking with hands-on execution.
What We’re Looking For
- 10+ years of experience in commercial leadership, revenue operations, or business operations roles.
- Proven experience managing and optimizing large sales teams or agent-based sales models.
- Strong analytical background with deep comfort working with financial models, unit economics, and operational data.
- Track record of improving commercial performance and profitability in high-growth companies.
- Ability to operate at both strategic and operational levels.
- Senior presence with the ability to command respect and drive accountability across teams.
- Comfortable working in a fast-paced, dynamic environment with evolving priorities.
Success Metrics
Role
Success in this role will be measured primarily by improvements in the economic health and operational effectiveness of the commercial engine, including:
- Improvement in Contribution Margins across markets
- Positive bottom-line impact from commercial initiatives
- Sales agent productivity and profitability
- Effectiveness and scalability of the AI sales agent rollout
- Improvements in pricing effectiveness and revenue per user
- Operational efficiency and reduction of commercial cost leakage
