Account Executive, New Business (Dubai)

TechTree; Dubai; On-site; AED 220,000 - 441,000; Full time

Benefits offered by this job

Uncapped commission

Structured onboarding

Global career progression

Job summary

TechTree, a European platform for managing commercial real estate, invites a seasoned sales professional to own a Dubai territory and drive multi-site enterprise deals from prospecting to signature.

You’ll lead multi-stakeholder negotiations, qualify opportunities to a MEDDICC standard, and coordinate with pre-sales and marketing to ensure credible business cases and rapid closing cycles.

Qualifications

• Five or more years in B2B software or complex technology sales.
• Demonstrated ability to build and close enterprise deals.
• Strong discovery, value quantification and stakeholder alignment.

Responsibilities

• Own a defined territory and named account set in Dubai.
• Build pipeline through business development, marketing and partnerships.
• Qualify opportunities with MEDDICC and develop a business case.
• Negotiate terms to protect price and maximise value.
• Hand over wins to Customer Success with expansion plans.

Skills

B2B software sales

MEDDICC

CRM/Forecasting

Negotiation

Stakeholder management

Education

Bachelor’s degree in business or related field

Tools

MEDDICC methodology

CRM (Salesforce)

Job description

We're a European platform for managing commercial real estate operations - warehouse, logistics, retail, and multi-site portfolios. Our unified platform supports over 250 million m² of real estate across 35+ countries and 100,000+ buildings, with major clients spanning commercial real estate, logistics, retail, facility management and the public sector.

The role

This is a pure new business role. You'll own a defined territory and named-account set out of Dubai, the pipeline you create within it, and the commercial outcome of every deal you run, from first conversation to signature.

The deals are consequential rather than transactional: multi-stakeholder, multi-site, six to nine months, with typical initial values of $25k-$100k and clear multi-country expansion potential. Winning takes a business case, not a demonstration, and requires strong discovery, quantified value, access to senior decision-makers, and the ability to align stakeholders across operations, real estate, procurement, IT and finance.

You will enter deals with credible enterprise references, a proven product and senior executive support, not an unproven proposition.

Why strong sellers join us

A defined territory and named-account set, not an undifferentiated geographic patch

Enterprise deals with meaningful initial value and clear multi-country expansion potential

Dedicated pre-sales, marketing and executive sponsorship

Direct access to the CRO for deal strategy, coaching and fast commercial decisions - pricing, terms and sponsorship all happen without a committee

Uncapped earnings with meaningful accelerators for over-performance

Credible routes into strategic or global accounts or sales leadership

What you'll do

Pipeline and coverage

Own a new business quota and a territory plan that shows how you intend to hit it

Build pipeline through business development, marketing, partner and self-generated activity, with personal responsibility for coverage across the territory

Run diagnostic conversations grounded in operating cost, compliance and risk

Deal execution

Qualify opportunities to a MEDDICC standard, with a quantified business case and access to the economic buyer

Multi-thread every material deal so it survives a change of sponsor

Negotiate commercially in a way that builds value and protects price rather than defaulting to discount

Apply rigorous qualification, making early decisions on opportunities that lack a credible business case, buying process or route to decision

Land and expand

Scope first wins so they can grow: sites, countries and use cases sequenced from the start

Hand over cleanly to Customer Success, with the expansion path documented

Forecasting and governance

Keep a forecast that holds, with stage integrity, next steps and close dates you stand behind

Surface risk early, with an honest view of what changed and what is needed

Contribute to the playbook: objections, competitive intelligence and repeatable use cases

What excellent performance looks like

Commercial outcomes

Pipeline creation and territory coverage

Win rate, against incumbents and against no decision

Average deal value and total multi-year value

Strategic logos won

Operating standards

Forecast accuracy and stage integrity

Multi-threading and MEDDICC quality

Price protection and discount discipline

CRM quality and process discipline

Your first 12 months

First 90 days: complete onboarding, build the territory and account plan, establish pipeline coverage and create the first qualified opportunities

By six months: credible coverage against ramped quota, multi-threaded opportunities progressing through evaluation, and a first customer win closed or materially advanced

By 12 months: delivery against ramped quota, a repeatable pipeline-creation motion in your territory, and accounts landed with clear expansion potential

What we're looking for

Typically five or more years in B2B software or complex technology sales, including a sustained period carrying a new business quota. Quality of results matters more than years

Evidence of sustained over-performance in new business sales: quota attainment, team ranking, pipeline personally created and representative deals won - be ready to discuss specifics

The ability to walk us through significant deals end to end: how the opportunity was created, how the buying group developed, what changed, and why it was won or lost

English required; Arabic at business level preferred

A structured seller: MEDDICC or comparable, used in practice

Strong results combined with the forecast and CRM discipline to run a predictable business

Bonus

CAFM, IWMS, FM, PropTech or multi-site operations experience

What we offer

• Competitive base salary with uncapped commission and accelerators for over-performance


• Business development coverage, pre-sales, marketing and enablement to support your success


• Structured onboarding, methodology training and deal coaching, with a fairly ramped quota


• Progression into global accounts or sales leadership - we back elite individual contributors as readily as future managers

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