About this Account Executive (Dubai) role at Firstup
Responsibilities
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Drive new business within our ideal customer profile through value-based selling and clear articulation of our platform differentiation.
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Develop and execute a territory go-to-market strategy for the UAE and GCC market.
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Lead the full sales process, from initial discovery through contract negotiation and close.
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Build trusted relationships with senior business and technical stakeholders, including C-suite decision-makers.
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Orchestrate the appropriate internal resources throughout the sales process, including technical validation, solution consulting, professional services and executive sponsors.
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Build compelling business cases and supporting materials to help prospects gain internal alignment and progress through the buying cycle.
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Stay current on product capabilities and enhancements, delivering tailored demonstrations to prospective customers.
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Develop, manage and progress a healthy pipeline of qualified enterprise opportunities.
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Use MEDDPICC and Command of the Message to prepare strategically for customer conversations, advance opportunities and forecast revenue accurately.
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Maintain accurate and timely customer, opportunity and forecast information in Salesforce and other relevant systems.
Minimum Qualifications
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Must be currently based in Dubai; this is a UAE-based role supporting customers across the UAE and broader GCC region.
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Bachelor’s degree in Business, Communications or a related field, or equivalent professional experience.
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10+ years of consistently strong sales performance selling high-value SaaS solutions to complex business challenges within large enterprise organisations.
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Demonstrated success selling to C-suite stakeholders at large UAE, GCC or multinational enterprise organisations.
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Proven experience managing complex, multi-stakeholder sales cycles and closing six- and seven-figure deals.
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Experience selling enterprise technology, ideally within employee experience, workforce communications, HR technology, collaboration or a related SaaS category.
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A consistent track record as a top performer who meets or exceeds quota.
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Professional fluency in English is required; Arabic language skills are strongly preferred.
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Highly competitive, self-motivated and resilient, with strong commercial judgement and a desire to win.
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Collaborative, thoughtful and resourceful, with genuine curiosity and a consultative approach to solving customer problems.
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Ability to build credibility and trust with both technical and business decision-makers in a competitive environment.
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Strong organisational, prioritisation and forecasting skills in a fast-paced, high-growth environment.
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Willingness to travel up to 40% across the UAE, GCC and occasionally internationally.
