Launcher / GTM Lead, GCC

Role Overview

Launcher / GTM Lead, GCC at Nash. The role is based in Riyadh or Jeddah, with regular travel across Saudi Arabia and the wider GCC region.

Company Overview

Nash is last-mile delivery infrastructure founded in San Francisco in 2021, backed by Andreessen Horowitz and Y Combinator. The company helps the world's largest retailers and commerce companies orchestrate, optimize, and manage their delivery operations. Nash works with enterprise customers across North America, Europe, APAC, and the Middle East. The platform connects carriers, optimizes routes, manages fleets, and provides operators with visibility and control to run delivery at scale. Nash powers delivery and logistics for recognizable brands including Walmart, Urban Outfitters, 7-Eleven, and Woolworths, alongside platforms like Shopify and Toast. The company is headquartered in San Francisco and was founded by Mahmoud Ghulman (2x Founder, MIT) and Aziz Alghunaim (2x Founder, 2x YC, Ex-Palantir, MIT).

Role Purpose

This role exists to close new enterprise customers in Saudi Arabia while laying strategic groundwork for Nash's expansion across the wider GCC. You will deepen Nash's enterprise footprint in the Kingdom and prove that Nash's model works across the region. The role combines real pipeline to close today with regional expansion thesis development and direct influence over what Nash builds next.

Key Responsibilities

New Enterprise Customer Acquisition

• Own new enterprise opportunities in Saudi Arabia end-to-end, from first conversation through signed partnership.
• Understand each customer's delivery operation in detail: how orders flow, which carriers run which zones, where manual workarounds exist, and what the cost structure actually looks like.
• Design the Nash solution for each customer: determine which products apply, how they integrate with existing systems, the deployment sequence, and expected outcomes with timelines.
• Work directly with Nash's product and engineering teams to shape proposals and identify gaps that become product investments.
• Identify the right enterprise accounts and build deep, strategic relationships with senior operators and executives at retailers, grocery chains, quick commerce companies, and logistics businesses.
• Convert Nash's existing credibility through the Kingdom's leading grocery retailers into new partnerships by running a relationship-focused, not volume-based, motion.
• Build trust in person, over time, understanding that relationship work is the deal in Saudi Arabia.

Strategic Account Growth

• Work alongside regional leadership to expand the largest customer relationships across multiple products and multi-year partnerships.
• Run structured assessments of current customer operations to map where new Nash capabilities could change their cost structure or delivery experience.
• Build business cases that get new workstreams funded internally.
• Model scenarios: volume shifts from third-party to captive fleets, route optimization savings across different store counts, real costs of failed deliveries when accounting for redelivery, customer churn, and call center load.
• Treat regulatory requirements as design constraints: data residency under PDPL, riyal-denominated commercial structures, and local compliance requirements all shape how solutions get designed and priced in the Kingdom.
• Work closely with Product and Engineering to translate field learnings into product direction.
• Help senior operators see what's possible and build the commercial and technical structure to get there.

GCC Expansion Strategy

• Identify which GCC markets have the strongest fit for Nash's model.
• Map the top 10-20 target accounts across priority GCC markets.
• Build a view of local carrier ecosystems and competitive dynamics.
• Activate warm introduction pathways through Nash's founder network, advisors, and personal connections.
• Conduct research and relationship-building with a handful of well-prepared trips rather than sustained in-market selling.
• Build the target list, secure first executive meetings, and develop local context to design a credible entry plan.
• Work with regional leadership and Nash's global team when conversations become serious.
• Understand new operational patterns: how delivery in Dubai differs from Riyadh and both from other markets; carrier ecosystems, courier nationalization rules, customer expectations, addressing conventions, cost structures, Ramadan demand inversion, summer heat impact on delivery windows, and cash on delivery requirements.
• Determine where Nash's existing product translates and where adaptation is needed.

Process and Knowledge Capture

• Capture what works and what does not across deal cycles, competitive positioning, pricing, and regional nuance.
• Leave behind a documented, repeatable enterprise sales approach for the Saudi market, including solution design templates and engagement frameworks.
• Build a playbook that makes the next hire faster and the next market easier.

Qualifications & Experience

• 5–10 years of professional experience.
• Formative years at a top-tier strategy firm (McKinsey, Bain, BCG, or a practice of comparable rigor), or equivalent strategic problem-solving foundation.
• Followed by a move into an operating, product, or commercial role at a technology, retail, or logistics company.
• Responsible for commercial outcomes, closing deals, growing accounts, or owning a number at some point in your career, even if your title was never "Account Executive."
• Experience closing enterprise deals in the Middle East region is valuable; an existing network in Saudi retail, grocery, or logistics is valuable; a network across the wider GCC is a differentiator.

Skills & Competencies

• Professional fluency in Arabic and English is a hard requirement; executive conversations in the Kingdom move between the two.
• Structured problem-solving and executive communication.
• Ability to build a case rigorous enough to move a board.
• Think in systems, not features; see the architecture of a customer's delivery operation: where data flows, where decisions get made, where manual workarounds hide real cost.
• Sketch a solution on a whiteboard in a customer meeting and translate it into a scoping document for an engineering team the same afternoon.
• Build financial models, run discovery workshops, and write executive memos, sometimes in the same day.
• Move between strategic thinking and hands-on execution without friction; do not need heavy process to make progress.
• Deep curiosity about how operations actually work.
• Understand unit economics, fleet mix decisions, and why improvements in delivery success rates matter.
• Ability to listen for constraints and trade-offs, not just pain points, when discussing delivery models.

Additional Information

You join a small, high-performing Middle East team alongside a Customer Success function and regional leadership. Nash is a startup with a lean team. You will have significant autonomy and direct access to Nash's founders, product leaders, and engineering team. You will be in product discussions weekly, shaping what Nash builds based on field learnings.

First 6 months: material contribution to multiple new Saudi enterprise deals closed or in final stages; a healthy pipeline of qualified enterprise opportunities with clear next steps; strategic account value assessments completed with new use cases scoped and costed; active collaboration with Product and Engineering on at least one customer-driven product investment; GCC expansion research complete with target market identified, top accounts mapped, and initial outreach underway.

First 12 months: material contribution to meaningful new revenue closed from the Saudi enterprise pipeline; a documented, repeatable enterprise sales approach for the Saudi market including solution design templates and engagement frameworks; first qualified enterprise conversations in a GCC expansion market with a credible entry plan and timeline; a clear recommendation on where Nash should expand next in the region, what it takes, and when to commit dedicated resources.

The first 90 days are weighted toward Saudi pipeline and strategic account work. GCC expansion research starts in parallel and deepens as the Saudi motion gains traction.

Early-stage, well-funded startup with direct impact on the company and career growth. Quarterly broader team on-sites to bond with teammates. Competitive compensation and opportunity for equity. Flexible paid time off. Health, dental, and vision insurance for US employees.