Go-To-Market Specialist- AI & Agents

The Go-to-Market Specialist - AI & Agents is responsible for building and owning a fully self-sourced new-business pipeline for AI Agents, AI Apps, and AI Models across the UAE market, converting qualified opportunity into signed revenue.

New Logo Acquisition

• Own full-cycle prospecting, qualification, and closing across an assigned account territory within the UAE market.
• Build and own a fully self-sourced, hunter-owned pipeline - no inherited pipeline, no renewals, and no account management.
• Apply structured, disciplined qualification (MEDDPICC or equivalent), qualifying in and disqualifying out with equal rigor.
• Consistently work toward and achieve assigned business development and revenue targets.
• Identify decision-makers, influencers, buying centers, and potential entry points within target organizations.

Account Research & Go-to-Market Planning

• Take full ownership of assigned target accounts and conduct comprehensive account research that feeds live account plans, not a standalone exercise.
• Build and maintain account plans and stakeholder maps for a defined target account list (NAL).
• Develop a strong understanding of each target account, including business model, technology landscape, procurement structures, and key stakeholders.
• Translate a client's operational pain points into specific, relevant AI Agents, AI Apps, and AI Models use cases.
• Research a prospect's business, technology, and recent moves thoroughly before any first meeting.

Prospecting & Business Development

• Conduct proactive outbound prospecting through multiple channels, including calls, email, LinkedIn, networking, events, referrals, and industry connections.
• Generate and co-develop pipeline together with Marketing through account-based marketing (ABM) efforts.
• Generate and manage pipeline in partnership with the company's channel and partner ecosystem.
• Lead prospecting at industry exhibitions and events using a pre-built target list, rather than general floor-walking.
• Qualify opportunities based on business need, commercial potential, buying authority, timing, and fit.

Consultative Selling & Deal Closure

• Understand the prospect's business challenges and translate them into potential technology solutions.
• Develop compelling commercial propositions, proposals, and presentations in collaboration with relevant internal teams.
• Lead commercial discussions, negotiations, and deal progression.
• Own opportunities from initial prospecting through qualification, proposal, negotiation, and closure.
• Close deals directly or indirectly through strategic partnerships and channel relationships.
• Leverage partnerships to access new markets, accounts, and opportunities.
• Clearly articulate the business value, ROI, and impact of proposed technology solutions.

CRM, Pipeline & Reporting

• Maintain accurate and up-to-date records of prospects, activities, opportunities, and deal stages in the CRM.
• Provide regular visibility on pipeline value, forecast, conversion rates, activities, and expected closures.
• Ensure disciplined follow-up and progression of opportunities.
• Analyze pipeline performance and continuously improve prospecting and conversion approaches.

Cross-Functional Collaboration

• Work closely with Pre-Sales, Engineering, Production, Products, finance, Legal, and other relevant functions to ensure commercial commitments are realistic and deliverable.
• Coordinate internally to develop customized solutions and proposals for prospects.
• Ensure a smooth transition from closed opportunity to implementation and account ownership.

Networking and Industry Engagement:

• Attend industry exhibitions and conferences relevant to AI Agents, Apps, and Models, using a pre-built target list to drive prospecting.
• Develop and maintain client relationships, expectations & satisfaction, understanding how systems integrators, hyperscalers, and channel partners fit around a deal.
• Conduct regular in-person meetings with UAE-based clients and stakeholders to strengthen relationships

Requirements

• A bachelor's degree in Technology, Engineering, Computer Science, or a related field is preferred.
• 4-7 years of proven experience in business development, technology sales, solution sales, enterprise sales, or consultative B2B sales.
• Experience selling technology, digital, AI, SaaS, cloud, automation, software, IT services, or other technology-enabled solutions.
• Management consulting background (e.g., Big 4, strategy firm) is a strong plus, bringing diagnostic rigor and business-case skills.
• Demonstrated track record of acquiring new clients and closing B2B deals.
• Experience managing a defined target-account list and developing account penetration strategies.
• Excellent prospecting, networking, negotiation, and closing skills.
• Comfortable with long, technical, multi-stakeholder sales cycles.
• Strong commercial acumen and ability to identify revenue opportunities.
• Excellent account research and business intelligence skills.
• Ability to understand client needs and translate them into relevant Tech solutions.
• Strong communication, presentation, and influencing skills.
• Ability to work under pressure and meet tight deadlines.
• Highly target-driven and comfortable working with ambitious sales targets.
• Resilient, persistent, and able to handle rejection and setbacks.
• Excellent level of proficiency with MS Office Project, Excel, Visio, PowerPoint, and SharePoint.
• Excellent command of both spoken and written English.
• Willingness to travel approximately 25-50% to UAE, typically involving one to two business trips per month, depending on business requirements.

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