About the Role
This role is crucial to the success of the company, as it focuses on the transition from prospective opportunity to signed deal. The Go-To-Market (GTM) Account Executive is responsible for managing the full sales cycle, fostering trust with clients while ensuring favorable commercial terms. The effectiveness with which the GTM Account Executive operates directly impacts the company's revenue, as satisfied clients become references for future business opportunities.
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What You'll Do
Pipeline & Deal Management
- Transform qualified opportunities into structured deals with a clear path to closure.
- Build and maintain a healthy pipeline spanning various segments, balancing fast-moving deals with longer-term considerations.
- Ensure sales forecasts remain accurate to enable effective planning by leadership.
Solution Selling
- Develop proposals that directly address a prospect's business problems.
- Respond to objections and competitive comparisons with clarity and confidence.
- Negotiate commercial terms to achieve mutually beneficial outcomes.
Closing & Handoff
- Close deals on terms that ensure success for both the client and the company.
- Facilitate a seamless handover to the Delivery team to maintain momentum from sales through to implementation.
- Relay client and market feedback to product and marketing teams to refine the sales approach moving forward.
What You Bring
- Proven track record of achieving and exceeding quota in B2B SaaS, particularly involving AI products in a dynamic market.
- Experience selling to enterprise and government or semi-government organizations, demonstrating the patience and rigor required for their processes.
- Proficiency in managing the entire sales cycle, including discovery, solutioning, negotiation, and closing.
- Strong judgment in qualifying prospects and prioritizing high-value deals.
- Deep understanding of product offerings with the capability to articulate business value to different types of buyers.
- Bilingual fluency in Arabic and English, polished enough to present effectively to senior stakeholders.
- Discipline in CRM usage and a consistent habit of accurately forecasting pipeline.
What the Process Looks Like
- Introductory call with the team.
- Discussion with the hiring manager.
- Case exercise involving a mock deal scenario to demonstrate your approach to closing.
- Culture fit conversation.
- Offer presentation.
