Job Description

Roles & Responsibilities

Matillion is The Data Productivity Cloud.

We are on a mission to power the data productivity of our customers and the world, by helping teams get data business ready, faster. Our technology allows customers to load, transform, sync and orchestrate their data.

We are looking for passionate, high-integrity individuals to help us scale up our growing business. Together, we can make a dent in the universe bigger than ourselves.

Matillion has been going through a huge amount of growth in EMEA and we are now looking to bring an Enterprise Account Executive to #TeamGreen to support our exciting expansion into the Middle East, specifically to be based out of Dubai. This will be our first in region hire, supporting some of our existing customers, but with a huge emphasis on hunting in the region and new logo acquisitions.

We want to hire expertise in the region, with Enterprise Account Executives who understand the region and have closed business there before, whilst also having the acumen to develop out a territory both through direct sales but also through our partner ecosystem that already has a presence there.

What you will be doing:

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 efforts while also 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 your SDR, marketing and channel partners to maximize new logo acquisition.
Oversee all customer communication from early discovery calls and demos through to POC support and technical support sessions with SE/SA team collaboration.
Address objections and overcome contractual challenges to maximize customer value and satisfaction.
Apply MEDDPICC principles to manage opportunities and ensure alignment with customer needs effectively.
Maintain a growth mindset, continuously learning and applying new ideas and techniques. Matillion values a learning culture where successful sellers embrace ongoing development.

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 unique value of Matillion, showcasing how it supports their goals and enhances their offerings.

What we are looking for - Essential Skills

5+ years of full-cycle sales experience in a complex technology solution-selling environment
Proven success of building out a new territory and partner relationships
Proven success in achieving and exceeding $1M+ ARR quotas, sourcing and closing six-figure deals, and managing strategic customers with seven-figure ARR/CAR.
Proven track record of independently sourcing, managing, developing, and onboarding new customers, demonstrating effective pipeline management
Previous Sales Methodology training (e.g. MEDDIC, Force Management, ValueSelling, Winning By Design)
Ability to uncover technical challenges and translate to business value across all levels of the customer organization
Prior experience with large enterprise software contracts, including navigating RFP processes.
Ability to manage multiple opportunities simultaneously across various stages of the sales cycle.
Exceptional negotiation and closing skills with a consistent record of achieving or exceeding sales targets
Experience working both in a start-up environment and enterprise company is strongly preferred.

Matillion has fostered a culture that is collaborative, fast-paced, ambitious, and transparent, and an environment where people genuinely care about their colleagues and communities.

Our 6 core values guide how we work together and with our customers and partners. We operate a truly flexible and hybrid working culture that promotes work-life balance, and are proud to be able to offer the following benefits:

- 30 days holiday + public holidays

- 5 days paid volunteering leave

- Private Health insurance

- Workers Compensation Insurance

- Unemployment Insurance

More about Matillion

Thousands of enterprises including Cisco, DocuSign, Slack, and TUI trust Matillion technology to load, transform, sync, and orchestrate their data for a wide range of use cases from insights and operational analytics, to data science, machine learning, and AI.

With over $300M raised from top Silicon Valley investors, we are on a mission to power the data productivity of our customers and the world.

We are passionate about doing things in a smart, considerate way. We re honoured to be named a great place to work for several years running by multiple industry research firms.

Enterprise Account Executive - Dubai
Matillion

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