Saudi Government Tenders Guide for Startups – Vision 2030

Startups looking to work with Saudi ministries and giga-projects must win government tenders. Most contracts are awarded via the Etimad portal, the Kingdom’s official procurement platform.

Saudi Arabia is one of the largest public sector buyers in the Middle East, with an annual procurement budget of more than SAR 1 trillion ($266bn). As Vision 2030 accelerates, ministries and giga-project operators (like NEOM, Red Sea Global, and Qiddiya) are increasingly engaging startups through structured tenders for technology pilots, localisation, and digital services.

For startups in London, Riyadh, and beyond, understanding how to navigate this system is essential. A tender win not only provides revenue and credibility, but also unlocks proof-of-concept pathways, venture funding, and long-term government contracts.

This blog explains how the Saudi government tendering process works, how to register on Etimad, real case studies of successful awards, and provides a Founder’s Playbook to help startups position themselves for Vision 2030 tenders.

Why Government Tenders Matter Under Vision 2030

• Scale of opportunity: Saudi Arabia’s government procurement budget is the largest in MENA.

• Vision 2030 alignment: giga-projects rely on tenders to source tech innovation, from AI to clean energy.

• Credibility: Tender awards validate startups in the eyes of regulators, corporates, and investors.

• Pathway to growth: Startups often secure tenders before entering the private sector.

How the Saudi Tendering System Works

The Etimad Portal

• Managed by the Ministry of Finance.

• Hosts all active government tenders.

• Handles document purchases, bid submissions, and contract execution digitally.

Tender Process in Steps

1. Tender Announcement – Published on Etimad.

2. Purchase Documents – Startups buy tender documents online.

3. Prepare Proposal – Include technical specs, financial bid, compliance docs.

4. Submit via Etimad – Proposals uploaded digitally.

5. Evaluation Phase – Weighted scoring (technical + financial).

6. Award & Contract – Winners published; contracts managed digitally.

Key Requirement: Only Saudi-registered entities (MISA license + Chamber of Commerce) can bid directly.

How Do Startups Register on Etimad? 

1. Incorporate locally – Obtain a MISA license, register with the Chamber of Commerce.

2. Compliance setup – Secure tax registration (ZATCA) and Saudization documents.

3. Create Etimad account – Submit CR, tax number, Chamber certificate.

4. Activate bidding – Buy tender docs, submit bids, manage contracts online.

Founder FAQs About Saudi Tenders

Q1: Can foreign startups bid directly?

No. A Saudi entity or local partner is required.

Q2: What is the Etimad portal?

It’s the unified e-procurement platform of the Ministry of Finance, covering all tenders.

Q3: Do tenders require Saudization?

Yes, many prioritise firms that commit to local hiring and localisation (IKTVA).

Q4: How large are tenders?

Ranges from small innovation pilots (~SAR 500k) to giga-project packages worth billions.

Q5: What are common pitfalls?

Incomplete compliance, late submissions, weak localisation plans.

Case Studies – Startups Winning Saudi Tenders

1 – SME Cloud Tender with UK AI Partner (2023)

• The Ministry of Health awarded a SAR 4m tender to a Saudi SME for hospital digitalisation.

• The SME partnered with a UK AI startup for analytics.

• Outcome: foreign startup gained entry via a local partner tender win.

2 – Red Sea Global Digital Services Tender (2022)

• Red Sea Global issued Etimad tenders for smart tourism IT systems.

• Saudi SMEs collaborated with foreign SaaS startups for delivery.

• Outcome: showcased that giga-project tenders actively enable international startup participation.

Founder’s Playbook – How to Win Tenders in Saudi Arabia

✔ Set up a Saudi entity (MISA license + Chamber of Commerce).

✔ Register on Etimad with tax + Saudization compliance documents.

✔ Track tenders in AI, health, energy, giga-project digitalisation.

✔ Partner with a Saudi SME for credibility.

✔ Price bids competitively but emphasise localisation (IKTVA).

✔ Deliver PoCs through tenders to scale into contracts.

✔ Leverage tender wins to attract VC and family office funding.

International Comparison – Saudi vs UK Procurement

Conclusion 

Saudi Arabia’s tendering system is a gateway for startups to convert innovation into Vision 2030 contracts. With more than SAR 1 trillion ($266bn) in annual procurement spend, tenders cover everything from digital services and healthcare innovation to giga-project infrastructure.

For founders in London and Riyadh, the Etimad portal is the critical starting point. Success depends on local incorporation, compliance, and partnerships with Saudi SMEs. Tender wins not only provide revenue but also serve as validation to investors, corporates, and ministries – opening the door to long-term growth.

At 7startup, we specialise in helping startups convert PoCs into government contracts, navigate the Etimad system, and structure compliant bids. If your startup is ready to scale into Saudi Arabia through Vision 2030 tenders, now is the time to engage.