About the Role
We are building local Enterprise Sales Pods across global markets — one Account Executive (AE) and one Forward Deployed Engineer (FDE), working together to establish an enterprise business in Dubai. This is not a remote overlay on an existing territory. You will own a named-account list of 30–40 enterprise accounts in the UAE and wider GCC region, focusing on converting those accounts into production customers.
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You will collaborate closely with a dedicated FDE — not merely a demo resource, but a technical partner who designs architectures, builds proofs of concept (POCs), and initiates the first workload live. You win together. This is a founding role. You will help define how the company sells into enterprise accounts in the UAE, establish the playbook, and create the references that future hires will follow.
The Pod Model
- Enterprise AE — owns the named-account list, builds executive relationships, schedules meetings, handles commercial qualification and closing, and expands the accounts
- Forward Deployed Engineer — manages technical discovery, designs the architecture, builds the POC when gated, initiates the first workload live, removes blockers, and identifies the next workload
We sell the workload, not the SKU. Customers buy a production outcome — such as an AI contact center, a Security Operations Center (SOC) or Network Operations Center (NOC) agent, global communications, connected mobility, enterprise inference, or smart city infrastructure — which operates on company primitives (voice, messaging, numbers, wireless, Voice AI, inference, agents, connectivity). Lead with the conversation about outcomes, rather than presenting a product menu.
What You'll Do
- Own a territory of 30–40 named enterprise accounts in the UAE and broader GCC region, focusing on ~10 Tier 1 accounts with $1M+ in annual potential
- Cultivate executive relationships — get in front of CIOs, CTOs, VP Engineering, and line-of-business owners throughout Dubai's enterprise and government sectors
- Conduct the full sales cycle: prospecting, qualifying, designing the commercial architecture with your FDE, negotiating, and closing
- Sell production outcomes rather than individual products — focus on deploying a specific outcome like an AI agent for SOC/NOC workflow instead of discussing company products
- Navigate the UAE's enterprise procurement landscape, including government entities, sovereign wealth funds, mega-projects, and large family conglomerates
- Establish the commercial objectives before embarking on any custom development — no free discovery or development work
- Maintain disciplined POC management, ensuring that every POC has a designated executive sponsor, written success criteria, discussed production pricing, a decision date, and a signed commercial agreement
- Expand accounts — turning one workload into three, converting one $500K customer into a $2M customer
- Build local references and case studies within the UAE market
- Provide accurate pipeline reporting and forecasting — ensuring no surprises
What We're Looking For
- 5+ years of enterprise sales experience within the UAE and/or GCC markets — Experience in CPaaS, UCaaS, CCaaS, telecom, AI/ML, or similarly complex technical infrastructure
- Proven track record of exceeding quota with deals of $1M+
- Experience selling to both executive and technical buyers — able to effectively engage in discussions with C-level in boardrooms as well as technical architecture reviews
- Strong understanding of the UAE enterprise landscape — familiarity with government procurement cycles, local business customs, and the role of sovereign entities and mega-projects (e.g., Smart Dubai, NEOM, government digital transformation initiatives)
- Hunter mentality — proficient in building your own pipeline and thriving in outbound, in-person selling
- Strong consultative selling abilities: capable of crafting clear, compelling ROI narratives for both technical and business stakeholders
- Familiarity with sales methodologies (MEDDPICC, Challenger, SPIN, etc.)
- Comfortable using modern sales tools (Salesforce, Outreach, Gong, etc.)
- Excellent written and verbal communication skills in English and Arabic, with a focus on listening before pitching
- Willingness to frequently visit customers in person, recognizing that this is a core aspect of the role
- Based in Dubai or willing to relocate
Bonus Points For
- Experience in new business sales for Fortune 500 or large enterprises in the UAE/GCC
- Background in managing complex sales cycles including RFPs, POCs, and competitive evaluations
- Experience selling at the C-Level, capable of navigating procurement, security, and legal complexities within the UAE regulatory environment
- Familiarity with SIP trunking, phone number provisioning, carrier networks, or AI/ML platforms
- Established connections in the UAE enterprise ecosystem including government, telecom, financial services, or smart city initiatives
- Experience selling into Vision 2030/smart city/digital transformation initiatives across the GCC
- Additional local language skills beyond English and Arabic (such as Hindi, Urdu, Farsi) which are commonly spoken in the UAE business context.
