Account Director - Enterprise Software (Middle East)

About the role

A recruiter is supporting a global enterprise software business in appointing an Account Director to manage and grow a portfolio of strategic customers across the Middle East. This is a senior enterprise sales role focused on renewals, upsell, cross-sell and wider solution adoption, with a defined territory and close work with C-level stakeholders. The role suits someone with a strong track record in enterprise SaaS sales.

Key responsibilities

• Manage and grow a portfolio of enterprise customer accounts across the Middle East
• Drive renewals, expansion, upsell and cross-sell opportunities
• Build strategic account plans and identify opportunities for wider solution adoption
• Build relationships with CFOs, finance leaders, IT stakeholders and executive sponsors
• Create and manage pipeline through prospecting, customer relationships and partner channels
• Lead consultative sales conversations around customer priorities, challenges and transformation goals
• Build business cases, proposals and commercial agreements for complex sales cycles
• Work with Customer Success, Presales, Alliances, Marketing and Business Development
• Manage forecasting, pipeline reporting and CRM activity accurately
• Negotiate complex commercial agreements and protect long-term account value
• Mentor wider sales colleagues where appropriate

Required profile

• 5-10+ years of B2B enterprise sales experience, ideally in SaaS or enterprise software
• Proven track record of achieving or exceeding revenue and retention targets
• Experience growing existing accounts through renewals, upsell and cross-sell
• Confidence working with C-level and senior executives
• Fluent English is essential; Arabic would be an advantage
• Based in Dubai or able to operate across the Middle East, willing to travel when required

Required skills

• CRM platforms such as Salesforce
• Commercial, negotiation and account planning capability
• Independent pipeline building and independent account planning
• Advantageous: EPM, CPM or finance software experience, and knowledge of finance, accounting or corporate performance management