Business Development Representative

About the role

You will own the end-to-end outbound sales process for enterprise AI opportunities within your assigned territory, driving new pipeline and revenue growth for Cohere. You will act as the first point of contact for high-value prospects, positioning our security-first foundation models and end-to-end products to solve complex business problems in natural language processing and AI integration. You will leverage your ability to sell newly productised IP directly from your book of business, translating complex technical concepts into clear business value. You will build strong relationships with decision-makers such as CTOs, CIOs, and business unit leaders, using consultative outreach to uncover needs and present tailored solutions. You will maintain disciplined pipeline management by documenting every interaction in Salesforce and qualifying opportunities with the BANT framework. You will continuously refine your approach by analysing performance metrics and collaborating with marketing to improve campaign response.

Key facts

What you'll do

Proactively research and identify target accounts across region in industries such as finance, technology, manufacturing, healthcare, public sector, etc. using tools like LinkedIn Sales Navigator and CRM platforms to prioritise high-fit prospects.

Conduct 40+ outbound calls and personalised emails daily to engage decision-makers (e.g., CTOs, CIOs, and Business Unit leads), focusing on understanding their pain points and demonstrating how Cohere's AI solutions can address them.

Qualify leads using the BANT framework (Budget, Authority, Need, Timeline) and document interactions in Salesforce, ensuring a clean and actionable pipeline for the sales team.

Collaborate with marketing to refine messaging and campaigns based on prospect feedback, contributing to a 15%+ improvement in campaign response rates.

Stay updated on industry trends, competitor offerings, and Cohere's product roadmap to position our solutions effectively and anticipate customer needs.

Run independent sales cycles on smaller opportunities with less overhead, from intro to close, managing the full deal lifecycle.

Develop deep expertise in selling IP that is being newly productised, articulating its strategic value and differentiation within your own book of business.

Leverage discovery calls to uncover latent needs and translate them into Cohere AI use cases that resonate with enterprise stakeholders.

Establish a strong pipeline of qualified meetings for the broader sales organisation through consistent and data-driven outreach activities.

Demonstrate ownership of key metrics including response rates, meeting bookings, and conversion rates at each stage of the funnel.

Act as an internal subject matter expert on AI solution fit, feeding real-world insights back to product and marketing teams.

Utilise video conferencing, digital demos, and tailored presentations to deliver a compelling and differentiated buyer experience.

Maintain up-to-date knowledge of AI regulations and compliance considerations relevant to enterprise deployments in your region.

Champion Cohere's mission of making enterprise AI secure, scalable, and impactful in every interaction with prospects.

Requirements

2+ years of experience in business development, sales, or a related role, with a proven track record of exceeding lead generation targets in a SaaS or tech environment.

Native or Fluent Arabic speaker

Strong communication skills, with the ability to articulate complex technical concepts to non-technical stakeholders and build rapport quickly over phone and email.

Familiarity with CRM tools (e.g., Salesforce, HubSpot) and sales enablement platforms, with the ability to analyse data to optimise outreach strategies.

Experience in AI, machine learning, or enterprise software sales, with a basic understanding of natural language processing (NLP) concepts.

Closing experience is seen as an advantage.

A builder mindset is necessary to succeed here, the challenges will be unique based on the team you'll be working with, and the role will evolve over time.

You must be legally eligible to work in the United Arab Emirates without requiring sponsorship, as this is a Dubai-based role.

You must have the right to work in the UAE on the date of application, and we are unable to provide any form of visa or work permit sponsorship for this position.

Practical notes

Hours for this role are aligned with the standard business hours in the Dubai office, with flexibility to adjust start and end times around a core window for collaboration.

This role is based in Dubai and does not require travel.

You are not eligible for relocation or visa sponsorship for this role.

The deadline to apply is not specified.