About the Role
The infrastructure that runs the modern world—including power grids, data centers, fiber networks, and EV charging—is being built out faster than at any point in a generation. The companies involved in this work are facing challenges due to the sheer volume, variety, and velocity of their projects. The company is the AI-native platform designed for infrastructure lifecycle management, covering project, construction, operations, and asset management in one cohesive system. Scout, our enterprise AI agent platform, distinguishes us in the market by actively performing tasks rather than merely reporting on them, maintaining accuracy through the use of customer data. As the Strategic Account Executive for the Middle East territory, you will be pivotal in driving revenue growth and spearheading the company's leadership in the AI-native transformation of digital infrastructure across the region.
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What You'll Do
In this role, you will become an integral part of a sales organization characterized by a start-up pace paired with enterprise ambition. This is a build role without an inherited book of business, where you will define and implement the go-to-market strategy for your territory. You will engage new prospects, guiding them through significant decisions with precision and insight.
- Orchestrate complex buying journeys across multiple stakeholders.
- Collaborate cross-functionally with product, marketing, and services teams.
- Earn trust from executives on both sides of the deal.
- Sell into a dynamic market that is reassessing AI’s role, demonstrating to skeptical enterprise buyers the operational changes and value brought about by agentic AI grounded in their own data.
- This is a quota-carrying role in a MEDDPICC environment, offering the opportunity to lead and make a lasting impact.
The Skills You'll Have
Enterprise Sales
- Proven track record of selling in Middle Eastern markets.
- Experience in selling complex SaaS solutions to mid-market, large, and enterprise accounts, preferably in Telecom, Energy, or adjacent sectors.
- Ability to detail the steps taken to successfully close a complex enterprise SaaS deal and highlight your contribution.
- Experience winning high-value SaaS deals ($300k+ ARR) by navigating complex buying centers and influencing stakeholders.
- Skilled in strategic partner engagement based on deal requirements.
- Ability to execute territory plans targeting named top accounts including key Middle Eastern accounts.
- Knowledge of MEDDPICC or a comparable sales methodology; maintains rigor and velocity throughout the sales cycle.
Consultative Sales
- Proficient in researching target companies to understand their business model, aligning it with our value proposition, and identifying key stakeholders.
- Capable of driving discussions focused on product benefits, backed by evidence that connects platform capabilities to desired business outcomes.
- Ability to build compelling business cases and ROI models, especially around AI-driven automation.
- Skilled in communicating the financial impact of solutions and formulating commercial offers based on solid business cases.
- Functions as a challenger and trusted advisor with a deep understanding of the customer’s industry.
Entrepreneurial Mindset
- Treats the territory as a CEO would, taking ownership of actions and decisions while moving with urgency.
- Develops and maintains a healthy pipeline (5x), driving opportunities to successful closure.
- Leads a cross-functional account team to navigate complex sales cycles and aligns teams with customer objectives.
- Favors long-term relationships over short-term wins, focusing on sustainable deals.
Within 90 Days, You'll:
- Become company certified with a solid understanding of Scout's positioning and strengths.
- Grasp company's strategic objectives and business landscape.
- Get acquainted with your territory and begin crafting strategic plans for accounts and opportunities.
- Begin establishing effective cross-functional relationships.
- Initiate the development of your pipeline and take responsibility for current accounts.
- Communicate the company's message with confidence to clients and prospects.
- Conduct productive meetings that advance your opportunities.
Within 180 Days, You'll:
- Execute the company's sales process with proficiency in MEDDPICC qualification and documentation.
- Display exceptional command over the messaging and the sales process.
- Have a planned territory and a defined pipeline.
- Actively engage with clients and prospects, working towards your goals.
Within 365 Days, You'll:
- Reflect on your first year with pride in your accomplishments and the quality of your work.
- Successfully meet your ARR and new-logo targets, demonstrating integrity and respect.
- Contribute to the team by identifying areas for improvement and actively participating in implementing best practices.
