sophos - Senior Enterprise Account Executive – New Logo Hunter (Cybersecurity)

• 1. New Logo Acquisition (Primary KPI) • Identify, engage, and close net‑new enterprise and mid‑market customers in the UAE • Build and maintain a 3–5x qualified pipeline against quota • Own the full sales cycle from prospecting and discovery through negotiation and close • 2. Market Development • Map target accounts across key UAE sectors: • Government & Semi-Government • Oil & Gas / Energy • Large Enterprise & Conglomerates • Develop territory plan aligned to UAE buying cycles and budgets • 3. Stakeholder Engagement • Build CXO/CISO relationships and position cybersecurity as a business risk conversation • Run value-based selling vs product pitching • Navigate complex buying groups and procurement frameworks • 4. Deal Execution • Lead large deal cycles (typically $50K–$500K+ ACV) • Manage RFP/RFI processes common in UAE public and enterprise sectors • Ensure strong forecasting accuracy and pipeline hygiene • 5. Channel & Ecosystem Leverage • Partner closely with regional channel partners, distributors, and system integrators Operate as a collaborative overlay, driving shared success with Account Executives and cross‑functional teams • Bachelor’s degree in Business, Technology, Information Security, or related discipline • 10+ years of enterprise technology sales experience, with a strong focus on new business • 5+ years selling into UAE Government and/or Enterprise accounts • Proven success closing complex, high‑value new‑logo deals in cybersecurity or enterprise SaaS • Existing relationships or a strong, credible network within UAE enterprise accounts, with the ability to engage senior stakeholders and accelerate deal entry • Deep understanding of cybersecurity solutions and services including MDR, XDR, Endpoint, Firewall, Cloud Security, and Zero Trust • Strong command of value‑based selling and enterprise sales methodologies • Proficient with CRM and forecasting tools such as Salesforce, Clari, and Power BI • Exceptional communication, negotiation, and executive presentation skills • Highly self‑driven, disciplined, and comfortable operating autonomously in a fast‑paced environment • English – fluent (mandatory) • Arabic – preferred (spoken) • Ready to Join Us?