Strategic Enterprise Account Executive – Middle East

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

📋 Description

• Increase revenue and drive Sitetracker's AI-driven transformation of digital infrastructure throughout the APAC region.

• Manage a key territory with strong product-market alignment, favorable customer outcomes, a unique platform, and effective demand generation.

• Develop and implement the go-to-market strategy for the designated territory.

• Connect with new prospects and assist them in navigating critical enterprise decision-making processes.

• Coordinate intricate purchasing journeys involving extensive stakeholder groups.

• Collaborate across functions with product, marketing, and services teams.

• Establish trust with executives on both sides of transactions.

• Market Sitetracker's distinct AI-driven infrastructure lifecycle management platform.

• Demonstrate to enterprise buyers the benefits of agentic AI based on their operational data.

• Create and maintain a robust pipeline, guiding opportunities through the entire sales cycle to successful closures.

• Lead cross-functional account teams through complex sales processes, aligning internal and customer teams effectively.

• Develop long-lasting, sustainable contracts.

⛳️ Requirements

• Proven success in selling complex SaaS solutions to mid-market, large, and enterprise accounts, preferably in Telecom, Energy, or related infrastructure sectors.

• Capability to articulate how you successfully navigate intricate enterprise SaaS deals to closure and your specific contributions.

• Experience in securing high-value SaaS contracts exceeding $300k in ARR.

• Proficient in managing complex buying centers and influencing executive stakeholders.

• Skill in defining and executing territory plans targeting named top-account lists, including priority accounts in APAC.

• Familiarity with MEDDPICC or a similar sales methodology.

• Competence in researching target companies, stakeholders, and value propositions.

• Ability to construct business cases and ROI models, particularly concerning the economics of AI-driven automation.

• Capability to present financial impacts and commercial proposals tied to business cases.

• Industry and business acumen to serve as a challenger and trusted advisor.

• Entrepreneurial mindset with a strong sense of ownership over actions and decisions.

• Competence in building and maintaining a healthy 5x pipeline and advancing opportunities through the full sales process.

• Ability to lead cross-functional account teams that include SDR, SE, Product, Delivery, Legal, and CSM personnel.

• Within 90 days: Obtain Sitetracker certification, gain working knowledge of Scout, understand company objectives, develop territory/account/opportunity strategies, build cross-functional relationships, advance pipeline development, and grasp Sitetracker messaging for effective meetings.

• Within 180 days: Implement the Sitetracker sales process, including MEDDPICC qualification and documentation; define territory and pipeline; engage with customers and prospects, and stay on track to meet goals.

• Within 365 days: Achieve ARR and new-logo targets while contributing to best-practice enhancements.

🏝️ Benefits

• Culture that prioritizes people.

• Freedom, scope, and a sense of purpose.

• Opportunity to influence best practices and implement enhancements.