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UAE Sales Lead and Account Manager

SANTECHTURE
Dubai, UAE
Full Time
Lead
1 months ago
Outbound ProspectingCold CallingLinkedIn OutreachEmail OutreachSalesforceHubSpot
Free

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Role Summary

  • The Revenue & Growth function is Santechture’s primary engine for new business and client expansion across the UAE.
  • This hybrid SDR/AM role is purpose built for a hunter farmer with a strong bias toward pipeline creation: 80% of time is spent on structured outbound prospecting into UAE healthcare accounts, while 20% is allocated to protecting and growing a managed book of existing accounts.

Primary Responsibilities A. Sales Development (80% of Role)

  • Execute structured, multi channel outbound sequences (cold call, LinkedIn, email) targeting C suite, COO, CMO, CFO, IT Director, and procurement leads within UAE hospital groups and clinic chains.
  • Maintain a minimum qualified pipeline of AED 400K per month by generating 40+ Sales Qualified Leads (SQLs) monthly.
  • Research and build highly personalised outreach to decision makers at DHA licensed, MOH regulated, and DOH accredited healthcare facilities across Dubai, Abu Dhabi, Sharjah, and Northern Emirates.
  • Qualify prospects against defined ICP criteria: bed count, technology maturity, EMR/HIS implemented, Active RFP/tender status, and budget cycle.
  • Conduct structured discovery calls to uncover pain points, current vendor landscape, and buying timelines.
  • Use MEDDIC or equivalent qualification framework to pass only high intent opportunities to senior BD/AE for proposal stage.
  • Document all prospect interactions in CRM (Salesforce/HubSpot) within 24 hours with accurate activity logging and next steps.
  • Track UAE healthcare sector developments: DHA/MOH tender publications, hospital group expansion announcements, HIMSS participation, and GITEX Health activity.
  • Map whitespace within the UAE healthcare market, identifying facilities without active Santechture engagement.
  • Deliver weekly intel briefings on competitor activity and emerging buyer priorities to the BD Director.
  • Represent Santechture at key UAE healthcare events (WHX, GITEX Health, HIMSS MENA) with a defined meeting target per event.
  • Build and maintain a personal network of healthcare decision makers across both public and private sectors.

Primary Responsibilities B. Account Management (20% of Role)

  • Own a defined portfolio of existing Santechture healthcare accounts, maintaining 90% gross revenue retention.
  • Conduct quarterly business reviews (QBRs) with key stakeholders to demonstrate ROI, surface expansion opportunities, and pre empt churn risk.
  • Serve as the primary escalation point for managed accounts, coordinating with delivery and technical teams to resolve issues within agreed SLAs.
  • Identify cross sell and upsell opportunities within the existing account base, targeting 15% ARR growth from managed accounts annually.
  • Present new product offerings and modules aligned to client maturity and healthcare digital transformation roadmaps.
  • Negotiate contract renewals and expansions, working within approved pricing frameworks.

Job Requirements Education

  • Bachelor’s degree in business administration, Health Informatics, Life Sciences, Marketing, or a related field. MBA is a plus.

Job Requirements Experience

  • 3–6 years of B2B sales experience, with a minimum of 2 years in healthcare technology, HIS/EMR, medical devices, or healthcare services.
  • Demonstrable track record of outbound prospecting in the UAE market — not just inbound order taking.
  • Prior exposure to UAE healthcare procurement cycles, DHA/MOH tender processes, and commercial proposals.
  • Proven ability to navigate complex, multi stakeholder deals involving clinical, IT, and C suite buyers.

Language

  • Fluency in English is mandatory. Arabic proficiency (spoken and written) is a strong competitive advantage in this market.

Skills & Competencies

  • Outbound Excellence: Hunter Mentality
  • Healthcare Market Knowledge: Deep familiarity with UAE private and public hospital group structures (e.g., NMC, Aster, Mediclinic, Cleveland Clinic, SEHA, HMC referrals)
  • Qualification Rigour: MEDDIC, SPIN, or Challenger Sale methodology
  • CRM Proficiency: Salesforce or HubSpot — pipeline hygiene is non negotiable
  • Stakeholder Fluency: Ability to adapt messaging for clinical directors vs. CFOs vs. IT heads
  • Commercial Acumen: Understanding of ROI modelling for healthcare SaaS/tech implementations
  • Enterprise Sales Stamina: Resilience in long cycle enterprise deals (3–12 month sales cycles)

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