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
Map target accounts across key UAE sectors: Government & Semi-Government, BFSI, Oil & Gas / Energy, Large Enterprise & Conglomerates
Develop territory plan aligned to UAE buying cycles and budgets
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
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
Apply the Sales Methodology (MEDDPICC) consistently during sales cycle
Partner closely with regional channel partners, distributors, and system integrators

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)

Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach.
Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit
Employee-led diversity and inclusion networks that build community and provide education and advocacy
Annual charity and fundraising initiatives and volunteer days for employees to support local communities
Global employee sustainability initiatives to reduce our environmental footprint
Global fitness and trivia competitions to keep our bodies and minds sharp
Global wellbeing days for employees to relax and recharge
Monthly wellbeing webinars and training to support employee health and wellbeing

Senior Enterprise Account Executive – New Logo Hunter, Cybersecurity

Key skills