Enterprise Account Executive - Dubai

Responsibilities

Direct Selling

• Achieve annual targets for new customers and consumption through direct sales to enterprise customers within a defined territory.
• Drive pipeline generation through outbound prospecting, validating inbound leads, converting free trials, and upselling pay-as-you-go customers.
• Build and manage ecosystem relationships with CDP, SI, and ISV partners to enhance sales reach and support customer success.
• Develop a territory plan and allbound strategy by working with SDR, marketing and channel partners to maximize new logo acquisition.
• Oversee all customer communications from discovery calls and demos to POC support and technical support sessions in collaboration with SE/SA team.
• Address objections and overcome contractual challenges to maximize customer value and satisfaction.
• Apply MEDDPICC principles to manage opportunities and ensure alignment with customer needs.
• Maintain a growth mindset, continuously learning and applying new techniques.

Partner Relationship Development

• Foster strong relationships with technology and consulting partners within the Middle East.
• Enable seller-to-seller connections to generate new business opportunities.
• Educate partners on the value of Matillion and how it supports their goals.

Requirements

• 5+ years full-cycle sales experience in complex technology solution-selling.
• Proven success in building out a new territory and partner relationships.
• Experience exceeding $1M+ ARR quotas and closing six-figure deals.
• Independent pipeline management and onboarding new customers.
• Previous sales methodology training (e.g. MEDDIC, Force Management, ValueSelling, Winning By Design).
• Ability to uncover technical challenges and convert to business value.
• Experience with large enterprise software contracts, including RFP processes.
• Manage multiple opportunities across various sales stages.
• Exceptional negotiation and closing skills.
• Experience in both startup and enterprise environments (strongly preferred).

Benefits

• 30 days holiday plus public holidays
• 5 days paid volunteering leave
• Private health insurance
• Workers compensation insurance
• Unemployment insurance
• Flexible and hybrid work culture

About the Company

Matillion is The Data Productivity Cloud. We're on a mission to power the data productivity of our customers and the world by helping teams get data business-ready, faster. Thousands of enterprises—including Cisco, DocuSign, Slack, and TUI—trust Matillion to load, transform, sync, and orchestrate their data for analytics, data science, machine learning, and AI. With over $300M raised from top Silicon Valley investors, Matillion fosters a collaborative, fast-paced, ambitious, and caring culture. Dual headquartered in Manchester, UK and Denver, Colorado, we are committed to diversity, inclusivity, and being a great place to work.