About the Role
We are looking for a proactive and commercially driven Account Manager to manage and grow existing customer relationships across the Middle East. You will strengthen relationships with key enterprise customers, identify account expansion opportunities, and ensure customers continue to realize measurable value from our Source-to-Pay solutions. The ideal candidate combines strong relationship management with a commercial mindset and experience managing complex enterprise software accounts.
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Principal Responsibilities
Account Management and Revenue Growth
- Manage and develop a portfolio of existing enterprise customers across the assigned Middle East territory.
- Build and execute strategic account plans focused on retention, revenue growth, and long-term partnerships.
- Identify upselling and cross-selling opportunities across Source-to-Pay and Supplier Collaboration solutions.
- Own commercial discussions, contract negotiations, renewals, and expansion opportunities.
- Achieve assigned account growth, retention, and revenue targets.
- Identify new stakeholders, business units, and expansion opportunities within existing accounts.
Customer Relationships and Strategic Engagement
- Build relationships with senior Procurement, Finance, IT, and Supply Chain stakeholders.
- Act as a trusted advisor by understanding customers’ objectives, operational challenges, and transformation priorities.
- Lead regular business reviews to assess progress, identify opportunities, and align on future priorities.
- Develop relationships across multiple levels of customer organizations.
- Understand procurement processes and identify opportunities to increase the value of solutions.
Commercial Execution and Collaboration
- Partner with Customer Success, Solution Consulting, Professional Services, Product Management, and Support.
- Coordinate internally to address customer challenges and support commercial outcomes.
- Prepare proposals, business cases, presentations, and contract negotiations.
- Maintain accurate account information, opportunities, revenue forecasts, and plans in Salesforce.
- Monitor customer health, renewal timelines, and potential commercial risks.
- Provide customer insights, competitive intelligence, and market feedback.
- Represent the company at customer meetings, executive briefings, and relevant industry events.
Position Requirements
- Minimum 3–5 years of experience in B2B enterprise software sales, account management, or a similar commercial role, preferably SaaS.
- Proven record of growing existing customer accounts through upselling, cross-selling, and renewals.
- Experience managing enterprise customers and building relationships with senior decision-makers.
- Understanding of procurement, Source-to-Pay, ERP, supply chain, or related enterprise technology is highly desirable.
- Strong commercial negotiation, account planning, and relationship management skills.
- Ability to translate customer business challenges into compelling value propositions.
- Experience managing multiple stakeholders and complex customer organizations.
- Strong presentation, communication, and consultative selling skills.
- Experience with Salesforce or a similar CRM.
- Excellent written and spoken English; knowledge of Arabic is preferred.
- Must be based in Dubai, UAE, with a willingness to travel across the Middle East as required.
Preferred Qualifications
- Experience managing enterprise SaaS customers across the UAE, Saudi Arabia, or wider GCC.
- Existing relationships in the regional procurement, supply chain, or enterprise technology ecosystem.
- Experience with large regional organizations, multinational enterprises, or government-related entities.
- Arabic language proficiency is an advantage.
- Experience with procurement transformation, supplier management, or enterprise digitalization.
What We Offer
Join an international technology company helping leading organizations transform procurement and supplier collaboration. Build meaningful customer relationships, drive commercial growth, and work with colleagues across Sales, Customer Success, Product, and Professional Services in a collaborative, performance-driven environment.
Our Values
Transparency – Openness Builds Trust
Candor strengthens relationships, speeds decision-making, and ensures problems are solved together—with customers, teammates, and partners.
Entrepreneurial Spirit – Own It, Drive It, Make It
A customer-focused, problem-solving mindset is at the cornerstone of both organizational and personal growth.
Accountability – Thumbs In, Not Fingers Out
We take responsibility ourselves before pointing elsewhere.
Metrics-Driven Results – Outcomes Over Activities
Data and evidence guide our decisions, help us correct course quickly, and ensure we are delivering meaningful impact.
