Account Executive – Middle East

This is a fully remote position, open to applicants in United Arab Emirates (UAE).

📋 Description

• Take ownership of a designated territory and a specific set of named accounts, managing pipeline creation and commercial results from initial discussion to contract signing.

• Generate pipeline through business development efforts, marketing initiatives, partnerships, and self-initiated activities.

• Create territory plans and ensure adequate coverage to meet new business targets.

• Engage in diagnostic discussions focused on operational costs, compliance, and risk management.

• Evaluate opportunities according to MEDDICC standards.

• Construct quantified business cases and gain access to economic decision-makers.

• Navigate complex deals involving multiple stakeholders.

• Lead negotiations that enhance value while safeguarding pricing.

• Make prompt decisions on opportunities that lack a viable business case, purchasing process, or clear decision-making pathway.

• Identify initial victories that can be expanded across different sites, countries, and use cases.

• Record expansion strategies and ensure seamless handover of deals to Customer Success.

• Keep precise forecasts with integrity in stages, next actions, and justifiable closing dates.

• Identify risks early and provide insights on objections, competitive intelligence, and repeatable use cases for the playbook.

• Achieve new-logo ARR, build pipeline, ensure territory coverage, improve win rates, average deal values, multi-year value, and secure strategic logos.

• Complete onboarding, develop territory and account strategies, establish pipeline coverage, and generate qualified opportunities.

• Advance multi-threaded opportunities and successfully close or significantly progress a first customer win.

• Create repeatable processes for pipeline generation and establish accounts with clear potential for expansion.

⛳️ Requirements

• Generally, five or more years of experience in B2B software or complex technology sales.

• Proven track record in managing a new business quota.

• Demonstrated history of consistently exceeding new business sales targets, including quota achievement, team ranking, personally generated pipeline, and deals won.

• Ability to articulate comprehensive deal processes, including opportunity creation, development of buying groups, and factors influencing wins or losses.

• Proficient in business-level English and Arabic.

• Experience in structured selling methodologies like MEDDICC or similar.

• Strong results-oriented mindset, coupled with discipline in forecasting and CRM usage.

• Experience in CAFM, IWMS, FM, PropTech, or multi-site operations is a plus.

🏝️ Benefits

• Unlimited earning potential with significant accelerators for outstanding performance.

• Access to dedicated business development, Pre-Sales, marketing, and executive support.

• Direct interaction with the CRO for deal strategy, guidance, and prompt commercial decisions.

• Comprehensive business development support, Pre-Sales, marketing, and enablement resources.

• Structured onboarding process, including methodology training and deal coaching.

• Reasonably ramped quota expectations.

• Opportunities for advancement into global accounts or sales leadership roles.

• Established pathways into strategic or global accounts and sales leadership positions.