Our client is...
A growing, independent technology company specialized in helping large organizations address complex challenges around sustainability, ESG , reporting and corporate transformation.
With an established commercial presence in Qatar and ambitious plans for the Middle Eastern market, the company is looking for a senior Key Account Manager to take ownership of business development across the region and build long-term relationships with enterprise clients.

Mission
To build and grow the company's business across the Middle East through high-level consultative selling, combining strong market knowledge, cultural intelligence and the ability to mobilize the right internal resources to win complex opportunities.
You will own the full commercial cycle — from identifying and creating opportunities through to negotiation and contract signature — while becoming a trusted partner for senior decision-makers across the region.
This is not a transactional sales role. The objective is to understand the client's business, uncover the real challenge, identify where the company can create value and build a compelling, viable solution together with internal experts.

Key responsibilities

• Build and develop a strong enterprise pipeline across the Middle East/GCC, targeting new logos and strategic opportunities.
• Combine proactive hunting with leads generated by SDRs and opportunities arising from local relationships and networks.
• Develop trusted relationships with senior decision-makers and influencers, adapting the commercial approach to local business and cultural dynamics.
• Conduct deep discovery conversations to understand business needs, priorities, budget, governance, decision-making processes and the consequences of inaction.
• Define account and opportunity strategies and lead complex sales processes from initial contact through to close.
• Coordinate pre-sales, consulting, implementation, product,



technology and security teams to develop viable solutions.
• Ensure proposals accurately reflect the client's context, the value proposition, risks and commercial commitments.
• Lead commercial negotiations and contract closure.

What we're looking for

• 10+ years of B2B consultative sales experience, ideally selling to large enterprise accounts.
• Proven international commercial experience, preferably in the Middle East/GCC or other markets where relationship-building and cultural awareness are critical to success.
• Experience selling SaaS, technology, consulting, professional services or complex projects involving multiple stakeholders.
• A strong hunting track record and the ability to build a market from a relatively limited starting point.
• Demonstrated ability to develop relationships with senior executives and navigate complex buying processes.
• Near-bilingual English with the confidence to operate in senior-level business environments.
• Willingness and availability to travel across the Middle East.

Cultural fit

• Ownership and a strong bias towards solving problems.
• Proactivity backed by concrete ideas and execution.
• Humility to listen, learn and ask for support when needed.
• Ambition, energy and comfort in a demanding environment.
• An entrepreneurial mindset and willingness to learn from mistakes.

What the company offers

• The opportunity to help build a strategic international market from an existing commercial base in Qatar.
• Direct exposure to senior stakeholders across major organizations and sustainability/transformation functions.
• A purpose-driven technology environment with significant room for autonomy and impact.
• The opportunity to shape the commercial strategy and value proposition as the Middle Eastern market develops.
• A genuinely entrepreneurial environment where your ability to open doors, build relationships and win business will have a visible impact.

📌 KEY ACCOUNT MANAGER - MIDDLE EAST (Madrid)
🏢 Gt Global Talent
📍 Madrid