Senior Enterprise Account Executive – New Logo Hunter, Cybersecurity

This is a fully remote position, open to applicants in United Arab Emirates (UAE).

📋 Description

• Acquisition of new logos (Primary KPI): Identify, engage, and secure new enterprise and mid-market customers in the UAE.

• Establish and sustain a qualified pipeline of 3–5 times the quota.

• Take ownership of the complete sales cycle from prospecting and discovery to negotiation and closing.

• Map target accounts across essential UAE sectors: Government & Semi-Government, BFSI, Oil & Gas / Energy, Large Enterprises & Conglomerates.

• Create a territory plan that aligns with UAE buying cycles and budget considerations.

• Cultivate relationships with CXOs and CISOs, framing cybersecurity as a business risk discussion.

• Employ value-based selling rather than mere product pitching.

• Navigate intricate buying groups and procurement frameworks.

• Lead substantial deal cycles (typically ranging from $50K to $500K+ in ACV).

• Manage RFP/RFI processes that are prevalent in UAE public and enterprise sectors.

• Ensure accuracy in forecasting and maintain pipeline hygiene.

• Consistently apply the Sales Methodology (MEDDPICC) throughout the sales cycle.

• Collaborate closely with regional channel partners, distributors, and system integrators.

⛳️ Requirements

• A Bachelor’s degree in Business, Technology, Information Security, or a related field.

• Over 10 years of experience in enterprise technology sales, focusing strongly on new business acquisition.

• More than 5 years of experience selling to UAE Government and/or Enterprise accounts.

• Demonstrated success in closing complex, high-value new-logo deals in cybersecurity or enterprise SaaS.

• Established relationships or a credible network within UAE enterprise accounts, with the capability to engage senior stakeholders and expedite deal entry.

• In-depth knowledge of cybersecurity solutions and services, including MDR, XDR, Endpoint, Firewall, Cloud Security, and Zero Trust.

• Strong proficiency in value-based selling and enterprise sales methodologies.

• Skilled in using CRM and forecasting tools such as Salesforce, Clari, and Power BI.

• Outstanding communication, negotiation, and executive presentation abilities.

• Highly self-motivated, disciplined, and comfortable working independently in a dynamic environment.

• Proficiency in English is mandatory; Arabic proficiency is preferred (spoken).

🏝️ Benefits

• Sophos operates under a remote-first working model, making remote work the primary option for most employees, though some roles may require a hybrid approach.

• Our team fosters innovation and creativity, all while maintaining a strong sense of fun and camaraderie.

• Employee-led diversity and inclusion networks that promote community building, education, and advocacy.

• Annual charity and fundraising initiatives, along with volunteer days for employees to support local communities.

• Global employee sustainability initiatives aimed at minimizing our environmental impact.

• Global fitness and trivia competitions designed to keep our bodies and minds sharp.

• Global wellbeing days for employees to relax and recharge.

• Monthly wellbeing webinars and training sessions to support employee health and wellness.