Pre-Sales & Revenue Enablement Specialist - dubai - Mercans

    Mercans
    Mercans dubai

    22 minutes ago

    Description

    The Pre‑Sales & Revenue Enablement Specialist at Mercans plays a critical role in managing and qualifying inbound demand for global payroll and compliance solutions. This position sits at the intersection of Marketing, Business Development, Pre‑Sales and Product ensuring that leads generated through digital channels are accurately qualified, operationalized and converted into high‑quality enterprise sales opportunities.

    Given the complexity of global payroll and regulatory compliance sales cycles the role focuses on early‑stage qualification accuracy, CRM discipline, sales coordination and revenue insight generation. The role directly supports pipeline quality, sales velocity and forecasting reliability across multi‑country enterprise opportunities.

    Duties and Responsibilities
    Inbound Lead Management and Qualification
    • Own the full lifecycle of opportunities generated through the website, campaigns, partners and referrals.
    • Review, enrich and validate opportunities data including company size, geography, employee volume and use case.
    • Qualify leads against enterprise‑grade criteria such as multi‑country scope, payroll complexity, compliance risk and urgency.
    • Convert Marketing Qualified Leads (MQLs) into Sales Qualified Leads (SQLs) based on defined qualification frameworks.
    • Identify and filter out low‑quality, duplicate or non‑fit leads to protect sales team efficiency.
    CRM Automation and Data Integrity
    • Manage daily CRM operations across HubSpot and (link removed) ensuring data accuracy and consistency.
    • Maintain up‑to‑date lead, contact, account and opportunity records throughout the sales funnel.
    • Configure and monitor lifecycle stages, automation workflows and lead routing rules supporting MQL‑to‑SQL conversion.
    • Ensure CRM data hygiene to support reliable pipeline reporting and forecasting.
    • Identify and resolve CRM or process gaps impacting lead flow or sales responsiveness.
    Lead Assignment and Sales Coordination
    • Assign qualified leads to Business Development team members based on geography, segment, payroll scope and deal complexity.
    • Coordinate closely with BD teams to ensure timely follow‑up and structured discovery.
    • Arrange discovery calls, qualification calls and introductory meetings with potential customers.
    • Prepare pre‑call briefs including customer background, country coverage, payroll scope and compliance context.
    • Capture meeting notes, qualification outcomes, risks and next steps.
    Pre‑Sales and Solution Enablement
    • Support pre‑sales activities by helping document customer requirements.
    • Support RFPs, RFIs and proposal processes by ensuring requirement clarity and accurate scope definition.
    • Act as a conduit between Sales and Product teams by sharing recurring customer challenges and regulatory themes.
    Reporting Dashboards and Revenue Insights
    • Build and maintain dashboards tracking lead flow, MQL‑to‑SQL conversion, pipeline progression and deal aging.
    • Produce regular reports on lead source performance, geographic demand trends and compliance‑driven buying patterns.
    • Monitor SLA adherence for lead response and qualification timelines.
    • Provide actionable insights to Sales and Marketing leadership to improve funnel performance and demand quality.
    • Support forecasting accuracy through disciplined pipeline data management.
    Cross‑Functional Alignment and Process Improvement
    • Work closely with Marketing to refine lead scoring models and inbound campaign targeting for payroll and EOR buyers.
    • Partner with Sales leadership to improve qualification frameworks and handoff processes.
    • Implement process improvements to increase conversion rates and reduce sales cycle friction.
    Demo Coordination and Readiness
    • Coordinate end‑to‑end demo setup for qualified opportunities including scheduling, agenda alignment and internal stakeholder coordination.
    • Prepare demo prerequisites such as customer context, use case summaries and country or payroll scope inputs.
    • Ensure demo readiness by confirming data availability, system access and environment setup in advance of sessions.
    • Act as the primary coordination point between Sales, Pre‑Sales and Product teams to ensure smooth demo execution.
    • Capture demo outcomes, feedback and next steps in CRM within defined timelines.
    Education and Experience
    Minimum Requirements
    • Bachelor's degree in Business, Marketing, Sales or a related field.
    • 4‑8 years of experience in Pre‑Sales, Sales Enablement, Revenue Enablement or Sales Support within B2B SaaS or enterprise technology.
    • Proven experience managing inbound leads and MQL‑to‑SQL conversion in complex sales cycles.
    • Hands‑on experience with HubSpot and (link removed).
    • Strong understanding of B2B sales funnels and enterprise buying journeys.
    Nice to Have
    • Experience in global payroll, HR tech, compliance fintech or multi‑country enterprise solutions.
    • Exposure to enterprise sales methodologies and structured qualification frameworks.
    • Experience supporting RFP‑driven or compliance‑led buying processes.
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