Position Title: Enterprise Business Development Manager (BDM)
Department: Sales & Marketing
Location: Abu Dhabi
Reports To: Head of Sales
Employment Type: Full-time, permanent
About Us
icetana AI is a global SaaS company providing AI-powered video analytics for large-scale surveillance networks. Our self-learning technology continuously learns what's "normal" on every camera, filtering out routine motion and surfacing only genuinely unusual behaviour — enabling a single operator to effectively monitor hundreds of cameras without invasive tracking technology. Founded in Australia, backed by Softbank Robotics and now operating globally, icetana secures sites across five continents, from shopping centres and casinos to critical government and safe-city infrastructure.
Role Purpose
We're looking for a senior, self-sufficient Enterprise BDM who can own the full sales cycle end to end — hunting new enterprise business, nurturing relationships, and negotiating and closing complex deals directly with customers. This is not a hand-holding role: we need someone with the seniority and experience to run their own patch, make judgment calls independently, and be accountable for revenue outcomes from first contact through to signed contract.
Key Responsibilities
- Hunt: proactively identify, prospect and qualify new enterprise opportunities across target verticals (retail, gaming/casino, transport, critical infrastructure, government/safe cities, corrections).
- Own and execute account-based go-to-market strategies for named target accounts, building pipeline from scratch.
- Lead complex, multi-stakeholder enterprise sales cycles end to end — from first contact through solution positioning, procurement and legal, to contract signature.
- Nurture: build and sustain long-term relationships with prospects and customers, operating as a trusted advisor rather than a transactional vendor.
- Negotiate commercial terms and contract structures directly with customers, and close deals without requiring senior sign-off on standard terms.
- Identify and convert expansion, upsell and renewal opportunities within existing enterprise accounts.
- Maintain accurate, disciplined pipeline management and forecasting in CRM.
- Represent icetana at industry events, conferences and trade shows to build market presence and generate leads.
- Collaborate with Product, Marketing and Customer Success as needed, while independently driving deal strategy and outcomes.
- Feed customer and market insight back into product roadmap and go-to-market strategy.
Experience & Requirements
- 8–10+ years' experience in enterprise / complex B2B sales, ideally within SaaS, security technology, or physical security and surveillance.
- Demonstrated, verifiable track record of hunting and closing new enterprise-level logos, not just managing inbound or existing accounts.
- Proven ability to run the entire sales cycle independently — prospecting, qualification, solution positioning, negotiation and close — with minimal oversight or support.
- Experience selling into security, surveillance, retail, government or critical infrastructure sectors is highly regarded.
- Strong commercial acumen and confident, experienced contract negotiation skills.
- A genuinely senior operator: comfortable with ambiguity, able to prioritise and self-manage without close direction.
- Excellent stakeholder management skills, including engaging confidently at C-suite / executive level.
- Disciplined, accurate use of CRM and forecasting tools.
- Willingness to travel domestically and internationally as required.
What We Offer
- A senior, high-autonomy role with genuine ownership of the full sales cycle.
- Competitive base salary plus uncapped commission.
- The opportunity to sell category-leading AI technology into a fast-growing global market.
- A flexible, high-trust working environment as part of a lean, global team.
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