Strategic Account Executive - Enterprise Market, UAE

About Malt

Malt is Europe's foremost freelance marketplace, connecting more than 1 million skilled freelancers with over 100,000 businesses. Established in 2013, Malt revolutionizes the future of work through a tech-driven, human-centric platform. The organization consists of a diverse team of 600 employees across six European nations, promotes equality and inclusive growth, and counts significant investors such as ISAI, Serena Capital, Eurazeo Growth, Goldman Sachs, and BPI among its backers. Malt is committed to empowering individuals to work differently.

Role Overview

As Malt expands into the Middle East, this role focuses on establishing and executing a zero-to-one enterprise acquisition strategy for the UAE. You will be responsible for pioneering efforts to penetrate major UAE corporations and national champions, navigating complex GCC procurement frameworks, and securing seven-figure Master Service Agreements (MSAs) that position Malt as a leading institutional force in the region's freelance economy.

Primary Responsibilities

• Design and implement targeted prospecting plans to identify and engage with the largest untapped UAE enterprises, utilizing networks and executive contacts to secure significant C-level meetings.
• Develop a robust, localized pipeline of new enterprise accounts with comprehensive stakeholder mappings.
• Conduct in-depth discovery processes applying the MEDDIC framework to validate business needs, identify economic buyers, and understand decision-making protocols.
• Lead requests for information and proposals (RFI/RFPs), as well as pilot project initiatives to demonstrate platform value with measurable ROI.
• Master and navigate GCC-specific procurement procedures, including vendor registration, legal compliance, and governance controls to successfully close landmark deals.
• Secure high-value MSAs that serve as compelling local case studies, accelerating Malt's market presence.

Candidate Qualifications

• A minimum of eight years’ experience demonstrating a strong track record in securing complex, multi-million dollar B2B SaaS or technology sales.
• At least two years successful experience operating within the GCC, especially the Middle East enterprise market, understanding local corporate and procurement cultures.
• Proficiency handling extended sales cycles of 12 to 18 months and managing multi-stakeholder strategic negotiations.
• Native-level English fluency is mandatory; professional Arabic proficiency is a valuable asset.
• Demonstrated expertise in MEDDIC sales methodology is highly desirable, with certifications regarded as an advantage.

Key Competencies and Skills

• Expertise in targeted market evangelism and crafting high-impact ROI narratives tailored to regional enterprise buyers.
• Deep understanding of UAE and GCC procurement architectures, compliance, and supplier onboarding.
• Ability to own and drive complex enterprise sales pipelines independently with an entrepreneurial mindset.

Ideal Candidate Profile

You thrive on complex, strategic enterprise sales challenges within the GCC region, possess a strong sense of ownership, and are adept at navigating intricate organizational processes and multiple decision makers. You prefer proactive account hunting over relying on inbound leads or standard sales playbooks.

Performance Milestones (30-60-90 Days)

• Within the first 30 days, gain deep understanding of Malt's marketplace, value propositions, and create an account penetration strategy focused on UAE prospects.
• By day 60, execute initial outreach, engage economic buyers, and initiate vendor registration or pilots to build a qualified pipeline.
• At 90 days, manage complex RFI/RFP processes end-to-end and establish early enterprise wins signifying regional growth.

Recruitment Process

• Initial 45-minute alignment discussion to review background and ambitions relative to the GCC market.
• 60-minute deep dive interview focused on prior enterprise deals, MEDDIC application, and UAE-specific strategies.
• 60-minute live business case simulation assessing negotiation and executive communication skills.
• Final 30-minute call with VP of Enterprise Sales to discuss strategic fit and alignment with Malt's regional vision.

Additional Benefits & Working Conditions

• Structured onboarding program in Paris during the first week covering culture and product training.
• Hybrid remote work policy allowing three days in office and two days remote weekly.
• Annual paid leave totaling 30 days and a one-month paid sabbatical after three years.
• Stock options granted to all employees as part of compensation.
• Private health insurance emphasizing wellness rewards.
• Provision of professional development resources including a free book program without formal approvals.
• Local benefits package currently in development for Dubai office.

Diversity and Inclusion

Malt promotes an inclusive environment free from discrimination based on age, gender, sexual orientation, ethnicity, religion, or disability. All recruitment decisions emphasize skills, experience, and potential.

Privacy Note

Candidates may undergo background verification complying with Malt's privacy policies.