Director of Accounts (Mid Market)

Founded by Michael Lahyani in 2005 as a magazine (Al Bab World), Property Finder today is a single technology platform and brand across multiple countries in the MENA region. We offer the most advanced tools and best-in-class user experience for homeseekers, real estate brokers, and developers. Property Finder's most recent valuation secures our status among the Middle East's emerging unicorns, affirming a growth-oriented identity.

Over the years, we've expanded our operations to Bahrain, Egypt, Qatar, Saudi Arabia, and secured a strategic shareholding in Hepsiemlak, the leading property portal in Turkey. With over 600+ dedicated people in 6 regional offices, we facilitate more than 14 million monthly visits across our platforms, solidifying our position as a regional powerhouse in the proptech space.

As the pioneering portal for homeseekers in the region, we are on a mission to motivate and inspire people to live the life they deserve.

Role Summary:

• As a segment leader for Mid Market you will lead a team of account management and sales professionals focused on retaining and growing the segment. You will lead the sales team with solid focus on understanding and addressing customer needs and strategically positioning our products and services for maximum impact.
• You will shape and implement a comprehensive sales strategy, focused on strategic account planning, drive substantial revenue growth and customer loyalty as well as align cross-functional efforts to drive execution for your customers/segment.
• Your responsibility includes building robust, long-term relationships with key clients acting as their strategic and trusted consultant externally and ensuring cross-functional alignment inside the organisation to accomplish that.
• You will be 1 of 5 key stakeholders in the organisation driving growth in the largest region for the company.

Key Responsibilities:

• Develop and execute a growth and retention strategy for the account segment in alignment with the country and business priorities, taking into account segment specific needs.
• Develop and implement a strategic account planning framework - specific to the segment – to drive share of wallet and product adoption, ensuring alignment with overall business objectives.
• Lead cross functional efforts across sales, marketing, business analytics, pricing, product development and other functions to meet customer needs and to grow the business segment.
• Drive and coach a consultative sales approach, focusing on understanding customer needs and delivering tailored solutions that drive value and customer success.
• Lead the team in sales methodologies and practices, ensuring a focus on strategic account management and execution excellence.
• Foster a culture of continuous learning and development.
• Oversee a climate of operational excellence and refine forecasting processes to enhance accuracy and predictability in revenue, ensuring top-down and bottom-up adoption.
• Cultivate strong inter-departmental collaboration and processes to ensure seamless customer experiences and efficient fulfilment of client requests.
• Act as the senior escalation point for customer account management, ensuring timely and effective resolution of issues.
• Drive contract negotiations and closure, focusing on creating value for both the customer and the organisation.
• Own and execute B2B events aimed at strengthening brand equity and utilise customer feedback and interactions as strategic opportunities for team coaching and development as well as product and marketing roadmaps.

Desired Qualifications:

• Advanced degree in business, marketing, or a related field.

Desired Experience:

• 15 years of experience in B2B SaaS/Subscription sales and strategic/enterprise account management.
• At least 5 years in a senior sales people management role.
• Proven expertise in cross-functional team leadership and project management, particularly in a sales context.
• Proficiency in CRM tools (Salesforce preferred) and data analytics for strategic decision-making.
• Operational, product and project management experience would be a plus.
• Understanding of the real estate industry would be a benefit.

Competencies:

• Proven strategic thinker with the ability to align cross-functional efforts towards common business objectives.
• Strong relationship-building skills, capable of engaging and influencing stakeholders across different functional areas.
• Data-driven customer-centric approach, dedicated to understanding and fulfilling customer needs through effective cross-functional collaboration.
• Exceptional problem-solving abilities, focusing on proactive and collaborative solutions to customer and team challenges.
• Proven ability to hire top talent and coach for top performance.
• Strong sense of ownership and a bias for execution.
• Proven analytical, structured thinking and executive communication skills.