Strategic Account Executive Enterprise - UAE

• A diverse team of 600 Malters across 6 European countries
• A culture that champions equality (50% of our Comex are women) and inclusive growth
• Backed by top investors including ISAI, Serena Capital, Eurazeo Growth, Goldman Sachs, and BPI
• A mission to give everyone the freedom to work differently

The Mission 🪐

• The Situation: Malt is cementing its position as the undeniable leader in the European freelance economy, connecting over 1,000,000 top-tier freelancers with 100,000+ companies. As we expand into the Middle East, the UAE Enterprise market represents a massive, highly lucrative frontier. Currently, large GCC organizations suffer from decentralized "shadow spend" that leaks to bloated legacy consulting firms and traditional recruitment agencies. This ecosystem is primed for tech-powered disruption.
• The Task: We are not hiring you to manage an existing portfolio or farm warm leads. You are being brought in to architect and own the zero-to-one enterprise acquisition strategy for the UAE. Operating as the "founder" of your territory, your mandate is to systematically penetrate massive iconic organizations and national champions, navigate the highly complex GCC procurement cycles, and secure highly scalable, 7-figure MSAs that will establish Malt as the institutional standard in the Middle East.

Key Responsibilities ✨

Pillar 1: Strategic Territory Architecture & High-Touch Hunting

Action: Map out the UAE's largest unpenetrated organizations, designing and executing highly targeted prospecting strategies. Leverage personal networks, local business councils, and executive networking to secure top-down introductory meetings with CxO-level, CFO, and Procurement stakeholders.

Output: A localized, highly qualified pipeline of net-new UAE Enterprise logos and concrete, multi-threaded stakeholder maps.

Metrics of Performance: Enterprise GSV Pipeline Generated and CRM forecast integrity.

Pillar 2: Deal Orchestration & Complex Discovery

Action: Run rigorous, in-depth discovery utilizing the full MEDDIC framework to validate severe business pain, identify the true Economic Buyer, and map the complex decision processes unique to the region. Lead end-to-end RFI/RFP processes and coordinate pilot phases.

Output: Compelling, ROI-driven business proposals and precisely engineered enterprise pilot programs designed to prove undeniable platform value.

Metrics of Performance: RFI/RFP Win Rate and Pilot-to-MSA Conversion Rate.

Pillar 3: GCC Procurement Navigation & Landmark Closing

Action: Take absolute ownership of the "MSA Win." Command the complex corporate governance and procurement cycles unique to the GCC—masterfully navigating vendor registration systems, extensive legal vetting, and strict compliance requirements.

Output: Executed, 7-figure "landmark" Master Service Agreements (MSAs) that serve as powerful local case studies to unlock the rest of the market.

Metrics of Performance: Total GSV Signed and Deal Velocity (managing complex, long cycles efficiently without losing strategic momentum).

Requirements & The Skills Matrix 🔍

Proven Mastery (What you have already built):

A minimum of 8 years of quantifiable, proven track record hunting and closing complex, 7-figure B2B sales cycles within a SaaS/Tech environment.

At least 2 years of proven, documented success specifically within the Middle East market (GCC), mastering local corporate structures and procurement mechanics.

Demonstrated success navigating extremely long sales cycles (12-18 months) and managing strategic concessions involving multiple corporate stakeholders.

Fluency in English at a native level is required. Professional proficiency in Arabic is considered a major strategic asset.

Skills You Will Deploy & Develop:

Advanced MEDDIC Mastery: You will deploy this framework with such rigor that you act as the internal benchmark (existing MEDDIC certification is a significant advantage).

Market Evangelism & ROI Narrative Construction: Mastering the art of delivering disruptive narratives that educate regional enterprise buyers on how to consolidate unmanaged tail spend into a transparent, legally compliant platform.

Complex Local Procurement Architecture: Developing top-tier acumen in UAE/GCC vendor registration, compliance orchestration, and institutional supplier onboarding.

The Self-Selection Filter ❓

This role is perfect for you if:

You are an elite hunter who actively enjoys the strategic friction of a complex enterprise sales cycle and navigating massive corporate red tape in the GCC.

You operate with extreme ownership—you treat your pipeline like your own startup's P&L, utilizing your local network to open doors rather than waiting for inbound leads to execute.

You naturally think in terms of "Economic Buyers," "Decision Criteria," and "Validation Events" rather than just "having good meetings."

This role is NOT for you if:

• You rely heavily on inbound marketing or a pre-packaged SDR playbook to hit your pipeline numbers.
• You get easily intimidated by heavy-weight legal negotiations, challenging procurement teams, or highly structured RFP processes.
• You prefer predictable, transactional account maintenance over the high-stakes thrill of net-new, multi-country enterprise acquisition.

30-60-90 Day Impact Plan 🏁

• Day 30: Submerge into our marketplace mechanics, master the Malt value proposition by persona, and map the top tier of UAE target accounts. Output: Delivery of your fully architected account penetration and executive networking strategy.
• Day 60: Execute initial high-touch outreach, identify key Economic Buyers within target accounts, and begin initiating vendor registration or pilot phases. Output: Establish a predictable, MEDDIC-qualified enterprise pipeline within the CRM.
• Day 90: Take absolute control of your Metrics of Performance. Lead your first complex RFI/RFP processes end-to-end and lay the groundwork for your first local landmark wins. Output: Secure early enterprise traction that directly impacts regional GSV growth.

How to join the mission? 🚀

• First Call (45m): High-level alignment with Esra (Talent Acquisition Partner) to audit your background, aspirations, and entrepreneurial drive within the GCC market.
• Track Record Deep Dive (60m): Interview with your future hiring manager, Amandine, to dissect your past enterprise deals, MEDDIC rigor, and localized prospection tactics.
• Business Case (60m): A live simulation with two managers to assess your technical account development, negotiation skills, and C-level narrative delivery through a practical business scenario.
• Final Vision Call (30m): Interview with our VP Enterprise Sales to discuss Malt’s long-term scale and how your ambition aligns with our macro-economic GSV growth in the Middle East.