About the Role
The infrastructure that powers the modern world—including power grids, data centers, fiber networks, and EV charging—is expanding rapidly, and companies involved in this development are facing increasing challenges due to the volume, variety, and velocity of work. The company provides an AI-native platform for infrastructure lifecycle management that integrates project, construction, operations, and asset management into a single system of record. Its distinctive element, Scout, serves as an enterprise AI agent, delivering actionable insights based on customer data to optimize decision-making processes.
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As a Strategic Account Executive focusing on the Middle East territory, you will be pivotal in driving revenue growth and steering the company's leadership in the AI-native transformation of digital infrastructure across the region. This role targets a priority territory with robust product-market fit and strong demand generation, allowing for significant impact through strategic enterprise sales. Our top performers excel as enterprise advisors, employing strategic thinking, customer empathy, and a drive for successful outcomes over mere quotas.
What You'll Do
Based in Dubai or Abu Dhabi, you will engage in a fast-paced sales environment that blends start-up intensity with enterprise-level ambition. This position requires defining and executing your territory's go-to-market strategy, engaging with potential clients, and guiding them through high-stakes decision-making with precision and insight. Every deal contributes to industry advancements, such as energizing new grid interconnections, establishing data centers, upgrading telecom networks, or expanding EV charging infrastructure.
Key responsibilities include:
- Orchestrating complex buying journeys involving large stakeholder groups.
- Partnering cross-functionally with product, marketing, and services teams.
- Building trust with executives and stakeholders on both sides of the negotiation.
- Navigating a quota-carrying role within a MEDDPICC environment while selling a genuinely differentiated platform.
- Educating skeptical enterprise buyers on the real-world impacts of AI grounded in operational data.
The Skills You'll Have
Enterprise Sales
- Proven track record in sales within Middle East markets.
- Success in selling complex SaaS solutions across mid-market, large, and enterprise accounts, preferably within Telecom, Energy, or related infrastructure sectors.
- Demonstrable experience in closing high-value SaaS deals ($300k+ ARR) through navigation of complex buying centers and influence over executive stakeholders.
- Ability to collaborate with partners based on strategic deal planning.
- Capable of executing territory plans against prioritized accounts, compliant with the company's go-to-market strategy.
- Proficient in executing within the MEDDPICC or a similar qualification methodology to uphold rigor and efficiency throughout the sales cycles.
Consultative Sales
- Strong research skills, enabling a comprehensive understanding of target companies' operations, aligning them with our value proposition.
- Ability to drive value-centric conversations by presenting business case evidence and ROI models, including the benefits of AI-driven automation.
- Experience in articulating the financial impact of solutions and presenting commercial offers based on validated business cases.
- Serve as a trusted advisor by demonstrating deep knowledge of the customer's industry and specific business needs.
Entrepreneurial Mindset
- Treats the territory as its own business, making swift decisions and taking decisive actions.
- Maintains a robust (5x) pipeline and advances opportunities through the sales cycle.
- Leads a cross-functional account team effectively and fosters alignment between internal teams and clients.
- Focuses on establishing long-term relationships and ensuring sustainability in deals.
Within 90 Days, You'll:
- Become certified in the company's platform and understand the positioning and advantages of Scout.
- Grasp the company's strategic objectives and business plans.
- Familiarize yourself with your territory to build effective strategies for accounts and opportunities.
- Develop cross-functional relationships across teams and take ownership of your pipeline.
- Articulate the company's message confidently to customers and prospects.
- Run impactful meetings to progress opportunities.
Within 180 Days, You'll:
- Execute the company's sales process, including MEDDPICC qualification and documentation adeptly.
- Command the sales message and process with confidence.
- Have your territory strategically organized and your pipeline actively defined.
- Engage consistently with customers and prospects, staying aligned with your goals.
Within 365 Days, You'll:
- Reflect on your first year with pride in delivering high-quality results.
- Achieve your annual recurring revenue (ARR) and new-logo goals with integrity and respect.
- Contribute to the organization by identifying areas for improvement and actively recommending enhancements.
About the Company
Founded a decade ago, the company aims to resolve challenges similar to those initially recognized in the telecommunications industry—specifically, the effective management of the increasing demands of critical infrastructure projects. The need for efficient infrastructure deployment has become essential in light of technological advancements, such as the expansion of 5G networks. Beyond telecommunications, industries including utilities, smart cities, and alternative energy are facing similar hurdles. The company offers a full-lifecycle project management platform tailored to respond to these challenges.
The company has garnered recognition as a top workplace, reflecting a commitment to fostering a people-first culture and investing in its talented workforce.
