Account Director

Henderson Drake; Dubai; On-site; AED 360,000 - 600,000; Full time

Job summary

Henderson Drake, a global enterprise software business, seeks an experienced Account Director to manage and grow a portfolio of strategic customers across the Middle East, with a focus on Dubai. You will own territory plans, drive renewals, upsell and cross-sell, and build long-term relationships with CFOs, finance leaders and IT executives.

This senior role requires a proven track record in enterprise SaaS sales, navigating multi-stakeholder environments and shaping deals from prospecting to

Qualifications

• 5–10+ years of B2B enterprise sales experience, ideally within SaaS or enterprise software.
• Proven track record of achieving or exceeding revenue and retention targets.
• Experience managing complex, multi-stakeholder enterprise sales cycles.

Responsibilities

• Manage and grow a portfolio of enterprise customer accounts across the Middle East.
• Drive renewals, expansion, upsell and cross-sell opportunities across existing customers.
• Build strategic account plans and identify opportunities for wider solution adoption.
• Develop relationships with CFOs, finance leaders, IT stakeholders and executive sponsors.
• Create and manage pipeline through direct prospecting, customer relationships and partner channels.
• Lead consultative sales conversations around customer priorities, challenges and transformation goals.
• Build business cases, proposals and commercial agreements to support complex enterprise sales cycles.
• Work closely with Customer Success, Presales, Alliances, Marketing and Business Development teams.
• Manage forecasting, pipeline reporting and CRM activity accurately.
• Identify opportunities to expand use cases and increase customer value over time.
• Negotiate complex commercial agreements while protecting long-term account value.

Skills

Enterprise SaaS sales

B2B sales

C-level stakeholder engagement

Account planning

Renewals & expansion

Salesforce CRM

Tools

Salesforce

Job description

We are supporting a global enterprise software business that is looking to appoint an experienced Account Director to manage and grow a portfolio of strategic customers across the Middle East.

This is a senior enterprise sales role focused on expanding existing customer relationships through renewals, upsell, cross-sell and wider solution adoption. You will take ownership of a defined territory, build strategic account plans, and work closely with C-level stakeholders to identify new opportunities and drive long-term revenue growth.

The role would suit someone with a strong track record in enterprise SaaS sales who is comfortable managing complex customer relationships, building pipeline within existing accounts, and navigating senior stakeholder environments.

What you’ll be doing

• Managing and growing a portfolio of enterprise customer accounts across the Middle East
• Driving renewals, expansion, upsell and cross-sell opportunities across existing customers
• Building strategic account plans and identifying opportunities for wider solution adoption
• Developing strong relationships with CFOs, finance leaders, IT stakeholders and executive sponsors
• Creating and managing pipeline through direct prospecting, customer relationships and partner channels
• Leading consultative sales conversations around customer priorities, challenges and transformation goals
• Building business cases, proposals and commercial agreements to support complex enterprise sales cycles
• Working closely with Customer Success, Presales, Alliances, Marketing and Business Development teams
• Managing forecasting, pipeline reporting and CRM activity accurately
• Identifying opportunities to expand use cases and increase customer value over time
• Negotiating complex commercial agreements while protecting long-term account value
• Supporting and mentoring wider sales colleagues where appropriate

What we’re looking for

• 5–10+ years of B2B enterprise sales experience, ideally within SaaS or enterprise software
• Proven track record of achieving or exceeding revenue and retention targets
• Strong experience growing existing enterprise accounts through renewals, upsell and cross-sell
• Confidence working consultatively with C-level and senior executive stakeholders
• Experience managing complex, multi-stakeholder enterprise sales cycles
• Strong commercial, negotiation and account planning capability
• Ability to build pipeline independently as well as through internal and partner channels
• Experience using CRM platforms such as Salesforce
• Strong presentation, communication and relationship-building skills
• Previous experience within EPM, CPM, finance software or wider enterprise technology would be highly beneficial
• Understanding of finance, accounting or corporate performance management would be advantageous
• Fluent English is essential; Arabic would be an advantage
• Based in Dubai or able to operate effectively across the Middle East