Head of Enterprise Account Execution

About the Role

The Department of Culture and Tourism – Abu Dhabi (DCT Abu Dhabi) seeks a Head of Enterprise Account Execution for a 12-month contract. This key position involves leading the progression of vetted business opportunities towards agreement finalisation, supporting Abu Dhabi's growth as a global cultural and tourism hub through strategic deal execution.

Key Responsibilities

• Manage each qualified opportunity received from the Sales Development team from handover until contract signing.
• Analyze company objectives, decision processes, timelines, and potential obstacles for conversion.
• Craft detailed conversion plans specifying next steps, responsible parties, and timelines for all deals.
• Maintain momentum across multiple complex and prolonged deal cycles to ensure progress.
• Develop business cases including company setup, job creation, investments, and future growth strategies.
• Design customized support packages encompassing incentives, services, and local ecosystem resources.
• Convert requirements into concrete commercial terms, commitments, and deliverables.
• Validate assumptions with companies and guarantee aligned expectations.
• Assess deal economics, strategic benefits, risks, and ecosystem impacts.
• Coordinate with entities for company setup, licensing, and operations assistance.
• Facilitate introductions to relevant government bodies, ecosystem partners, and service providers.
• Manage stakeholder interactions during decision-making phases.
• Organize visits, presentations, working sessions, and follow-ups with companies.
• Equip companies with information and support to facilitate commitment to establishing in Abu Dhabi.
• Prepare exhaustive Incentive Committee documentation outlining strategic rationale, economics, risks, proposed supports, and company commitments.
• Facilitate internal reviews addressing commercial, operational, legal, and financial issues before committee evaluations.
• Deliver clear, actionable recommendations to senior leadership.
• Oversee resolutions, clarifications, and follow-ups emanating from the approval process.
• Guide opportunities through to final authorization and contract execution, collaborating with the One-Stop Shop.
• Maintain detailed CRM records with opportunity statuses, action plans, and expected conversion dates.
• Track metrics such as conversion rates, deal cycle time, pipeline movements, and causes for unsuccessful deals.
• Provide regular transparent updates on deal status, risks, and needed interventions.
• Ensure smooth handover of signed companies to the Company Success team with all relevant contextual documentation.
• Develop methodologies, templates, and reusable assets to enhance conversion efficiency.
• Identify and recommend process improvements to increase conversion rates and shorten deal durations.
• Collaborate with transformation teams to embed new processes, systems, and tools into execution workflows.
• Establish standardized opportunity management, documentation practices, governance, and follow-up procedures.

Candidate Requirements

• Equivalent to Vice President, Principal, or Section Head level.
• At least 8 years of leadership experience relevant to the role.
• Proven success converting enterprise, investment, or strategic partnership opportunities into executed agreements.
• Experience in business case development, deal economics evaluation, and preparing executive decision materials.
• Skilled in deal structuring, translating client needs into packages, terms, commitments, and measurable outcomes.
• Strong commercial negotiation prowess managing complex trade-offs through to agreement.
• Ability to coordinate senior-level stakeholders across government, legal, investment committees, and private sector.
• Persistent with strong follow-through managing multiple complex opportunities simultaneously.
• Excellent organizational skills, discipline with CRM systems, detail-oriented, and meticulous documentation practices.
• Outstanding communication, stakeholder engagement, and executive presentation capabilities.
• Preferably experienced in gaming, technology, digital media, investment attraction, economic development, or management consulting industries.

Additional Information

This is a contract position based in Abu Dhabi, United Arab Emirates, lasting 12 months. Applicants meeting the criteria are encouraged to submit their resumes for consideration.