AVP, Sales - DXB
Job description
About the role
This position leads institutional sales in the Middle East for a global research firm. The role drives new business, grows an existing account base, and delivers decisions fueled by expert insights. You will own the end-to-end sales cycle for a portfolio of institutional clients, translating complex research into clear investment theses. The hire will act as a trusted advisor, aligning the firm's expert network with the strategic priorities of senior decision makers. Success in this role requires a consultative approach, where deep questioning uncovers latent needs and positions the research as a catalyst for action. You will leverage data and market narratives to build a pipeline that balances volume with quality. The role demands resilience and discipline, as you navigate long sales cycles and multi stakeholder buying committees. Ultimately, this position is accountable for exceeding revenue targets by converting insight-led conversations into durable, compound growth.
Key facts
What you'll do
This alignment translates research offerings into solutions for investor and business leader decision-making.
You will architect and execute a targeted account plan that maps stakeholders, decision processes, and timing for each priority client.
Such nurturing deepens long-term client relationships and grows account value over time.
Forecasting supports planning and resource allocation for the sales team.
You will curate bespoke research offerings that address specific strategic questions for sovereign, corporate, and institutional buyers.
Requirements
Prove a track record in financial services sales, subscription-based sales, or selling directly/indirectly to investment firms over 20 years of experience. This experience ensures familiarity with complex institutional sales environments.
Show a strong understanding of public and/or private equity asset classes within at least 6 years of domain exposure. Such understanding enables credible conversations with sophisticated clients.
Apply exceptional negotiation, consultative selling, and pipeline management skills in a quota-driven role. These skills sustain consistent performance and accurate forecasting.
Network effectively, build remote relationships quickly, and deliver strategic value to clients. Strong executive presence supports high level client interactions.
Work self-motivated, remain intellectually curious, and consistently hit sales goals with a strong executive presence.
You will conduct rigorous research to challenge assumptions and validate the underlying drivers of market movements before engaging clients.
Demonstrate mastery in positioning alternative data and expert insights as decisive tools for competitive advantage.
Champion ethical standards in all client interactions, ensuring transparency in methodology and conflicts of interest.
Utilize collaborative technology stacks to manage a multi region book of business with precision and visibility.
Drive adoption of the firm's products by orchestrating tailored demonstrations that highlight relevance to current portfolio strategies.
Translate client feedback into actionable product insights that inform roadmap decisions and messaging refinement.
Requirements
Prove a track record in financial services sales, subscription-based sales, or selling directly/indirectly to investment firms over 20 years of experience. This experience ensures familiarity with complex institutional sales environments.
Show a strong understanding of public and/or private equity asset classes within at least 6 years of domain exposure. Such understanding enables credible conversations with sophisticated clients.
Apply exceptional negotiation, consultative selling, and pipeline management skills in a quota-driven role. These skills sustain consistent performance and accurate forecasting.
Network effectively, build remote relationships quickly, and deliver strategic value to clients. Strong executive presence supports high level client interactions.
Work self-motivated, remain intellectually curious, and consistently hit sales goals with a strong executive presence.
Practical notes
The role is based in Dubai and open to relocation. The position operates in a hybrid or flexible work model, with defined onsite expectations to be confirmed. Time off includes 25 vacation days, 2 personal days, UAE national holidays, and 2 CSR volunteer days annually. Typical interview steps
Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.
Good to know
Research firms of this scale rely on expert networks to connect specialized professionals with institutional clients. Success depends on consultative selling and precise forecasting. Long term careers in sales often develop through mastery of negotiation and domain expertise. Remote collaboration tools support relationship building across geographies. Ethical handling of personal data and adherence to privacy policies are standard in this field.
Questions to ask
Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made. Asking about growth paths and the review process is also well received. Employers expect questions, and good ones show preparation.
Career growth
Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.