Go-To-Market Specialist - Services

Job Purpose The Go-to-Market Specialist – Services is responsible for driving new business growth by identifying, engaging, and converting new logos and new partners into clients across Arabic.AI Group's Enterprise Services portfolio, spanning Tarjama LSP, Content Lab, and Ureed. The role is a hunter-focused business development position, responsible for proactively prospecting assigned target accounts, understanding their business and language-service requirements, identifying opportunities, developing tailored approaches, and driving opportunities through to successful closure. The position requires a highly driven and resilient individual who thrives in a target-oriented environment, can operate effectively under pressure and ambiguity, and is motivated by winning new business. The role will also leverage strategic partnerships and internal stakeholders where appropriate to accelerate market access and deal closure. The role covers the UAE market and spans three service lines sold consultatively and in combination rather than as siloed, single-product pitches: LSP (Editorial Translation, Media Translation- subtitling, dubbing, video editing, Staffing, Data Services), Ureed Secondments (Tech and Linguist placements), and Content Lab (Events, Talent Sourcing, Social Media Management, Strategy, Tech, Design/Branding, and Content). Duties & Responsibilities New Logo Acquisition - Own the acquisition of new logos within assigned markets, segments, and accounts. - Develop and execute account-specific approaches to penetrate target organizations and establish new commercial relationships. - Build and maintain a healthy pipeline of qualified prospects and opportunities. - Consistently work toward and achieve assigned business development and revenue targets. - Identify decision-makers, influencers, buying centers, and potential entry points within target organizations. - Apply structured, disciplined opportunity qualification (e.g., MEDDPICC or equivalent), qualifying in and disqualifying out target accounts and opportunities with equal rigor. Account Research & Go-to-Market Planning - Take full ownership of assigned target accounts and conduct comprehensive A-Z account research. - Develop a strong understanding of each target account, including: - Business model and strategic priorities - Products and services - Geographic footprint - Target customers - Growth plans - Existing language and localization requirements - Current or potential LSP providers - Procurement and decision-making structures - Key stakeholders and decision-makers - Potential business pain points and opportunities - Translate assigned accounts into actionable accounts penetration and go-to-market strategies. - Identify where the company's LSP, Ureed Secondments, and Content Lab portfolio can create measurable value for each target account. - Build and maintain account plans and stakeholder maps for a defined target account list. Prospecting & Business Development - Conduct proactive outbound prospecting through multiple channels, including physical meetings, calls, email, LinkedIn, networking, events, referrals, and industry connections. - Generate new meetings and business opportunities through structured and persistent prospecting. - Qualify opportunities based on business need, commercial potential, buying authority, timing, and fit. - Maintain consistent prospecting activity and pipeline generation. - Generate and co-develop pipeline together with Marketing through account-based marketing (ABM) efforts. - Generate and manage pipeline in partnership with the company's channel and partner ecosystem. Consultative Selling & Deal Closure - Understand client requirements and position relevant LSP, Ureed Secondments, or Content Lab services accordingly. - Develop compelling commercial propositions, proposals, and presentations in collaboration with relevant internal teams. - Lead commercial discussions, negotiations, and deal progression. - Own opportunities from initial prospecting through qualification, proposal, negotiation, and closure. - Close deals directly or indirectly through strategic partnerships and channel relationships. - Leverage partnerships to access new markets, accounts, and opportunities. - Identify opportunities to expand the scope of an initial engagement into broader LSP service offerings. - Respond to and win structured bids/RFPs, particularly government-driven, while building deliberate repeat-cadence pipeline rather than relying on one-off project wins. - Define and articulate quantified ROI/business cases for prospective clients. CRM, Pipeline & Reporting - Maintain accurate and up-to-date records of prospects, activities, opportunities, and deal stages in the CRM. - Provide regular visibility on pipeline value, forecast, conversion rates, activities, and expected closures. - Ensure disciplined follow-up and progression of opportun