Pre-Sales & Revenue Enablement Specialist

Highlights

Country

Dubai, Offshore

Employment

Permanent

Salary

Salary will be discussed later

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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 monday.com, 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 monday.com.
  • 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.