UAE Sales Lead And Account Manager

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 — public and private hospitals, multispecialty clinics, and healthcare groups — while 20% is allocated to protecting and growing a managed book of existing accounts. The expectation is a self-directed individual who can work a full outbound sequence and conduct a quarterly business review with a live client.

Primary Responsibilities:

A. SALES DEVELOPMENT (80% OF ROLE)

i) Outbound Prospecting & Pipeline Generation

• 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 (Ideal Customer Profile) 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.
  
  
  

• 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.
  
  
  

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

• 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.
  
  
  

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

• 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)