Account Executive - Middle East (Arabic Speaker)

About the Role

The company is seeking an elite, high-performance Account Executive to own, develop, and dominate a defined Middle East territory, with primary focus on the UAE and broader GCC region. This position is not a relationship-maintenance role but is aimed at a hunter with deep enterprise software sales DNA. We are looking for someone who has spent their career closing complex, high-value deals at major cybersecurity or enterprise software vendors.

This role demands someone who thrives under pressure, takes full ownership of the end-to-end sales cycle on deals above $1M, and operates with the discipline, urgency, and commercial instinct that top-1% enterprise sellers bring every day. You will build and execute a territory strategy, develop a high-quality pipeline from scratch, and drive strategic enterprise growth through both direct and partner-led motions. If you have a proven record of overachieving quota, a strong network across the MEA cybersecurity ecosystem, and the ability to navigate complex multi-stakeholder deals, this is your next challenge.

Candidates must be based in Dubai / UAE and eligible to work in the region.

What Sets This Candidate Apart

We are not looking for a generalist. The ideal candidate brings:

• 10–12 years of progressive enterprise software sales experience, exclusively with vendors – not services or consulting firms. Must know how to sell software licenses, subscriptions, and SaaS.
• A personal track record of closing enterprise deals above $1M ARR, consistently exceeding quota year-over-year, and overachieving against targets in competitive markets.
• Deep roots in the MEA cybersecurity and IT security ecosystem, including strong existing relationships with distributors, value-added resellers (VARs), MSSPs, and system integrators across the UAE, Saudi Arabia, and broader GCC.
• Proven ability to manage complex, multi-stakeholder sales cycles from cold prospecting through to signed contract and renewal, without handoffs or reliance on others to close.
• A team player mindset who knows how to leverage internal resources (pre-sales engineers, marketing, customer success, product) to win. Collaborate to compete.
• The emotional intelligence and executive presence to engage CISOs, CIOs, and board-level stakeholders, while also working effectively with technical buyers and procurement teams.
• Hunger to learn, grow, and continuously sharpen product knowledge, competitive positioning, and market expertise. The company is a fast-moving company and this role rewards curiosity.

Key Responsibilities

Pipeline & Territory Ownership

• Own and execute a territory plan for the UAE and GCC, identifying and prioritizing net-new and expansion opportunities across enterprise and upper mid-market accounts.
• Build pipeline aggressively through direct outreach, partner collaboration, event presence, and executive networking, maintaining a pipeline 3–4x your quota at all times.
• Leverage the company's full security portfolio covering identity governance, data access governance, Active Directory security, auditing, DLP, and DSPM to drive multi-solution opportunities.

Complex Sales Cycle Execution

• Lead the full sales cycle end-to-end: territory planning, prospecting, discovery, value articulation, champion development, competitive differentiation, commercial negotiation, and deal closure.
• Identify and develop internal champions within target accounts, building multi-threaded relationships that survive reorganisations and procurement delays.
• Navigate complex buying processes involving security, IT, legal, compliance, and procurement stakeholders, with the ability to align value to each persona.
• Manage deals above $1M with precision: driving urgency, managing risk, structuring commercial terms, and ensuring customer and internal alignment throughout.

Partner & Ecosystem Collaboration

• Work closely with distributors, VARs, MSSPs, and system integrators to develop co-sell opportunities, enable partner-led deals, and expand market reach across the region.
• Build and maintain strong relationships with key channel partners and distribution contacts, leveraging existing networks from day one to accelerate pipeline.
• Educate and enable ecosystem partners on the company's value proposition, competitive advantages, and sales motions.

Cross-Functional Teamwork

• Partner with pre-sales engineers to develop compelling technical demonstrations, proof-of-concept engagements, and solution architectures tailored to customer environments.
• Collaborate with marketing on demand generation, regional events, and account-based marketing campaigns to accelerate pipeline creation.
• Work closely with customer success to ensure smooth onboarding, solution adoption, and a clear path to renewal and expansion from the first deal.
• Communicate pipeline status, forecast accuracy, risks, and key deal milestones clearly and consistently to sales leadership via Salesforce.

Market Intelligence & Positioning

• Stay ahead of regional cybersecurity trends, regulatory developments (GDPR, UAE PDPL, NCA/SAMA frameworks, ISO 27001, NIST, Zero Trust), and competitive dynamics.
• Effectively position the company's strengths in identity security, data access governance, Active Directory auditing, DLP, and DSPM against competing solutions.
• Build credibility as a trusted advisor in the cybersecurity space – not just a vendor – by demonstrating genuine domain expertise and regional market knowledge.

Qualifications

Required

• Based in Dubai / UAE with full eligibility to work in the region.
• 10–12 years of enterprise software sales experience working directly for a software vendor (cybersecurity, IT security, or enterprise software).
• Demonstrated record of overachieving individual contributor quotas in the $2M–$5M+ range, with specific examples of closing deals above $1M.
• Expert-level ability to manage and close complex, long-cycle enterprise deals with multiple internal and external stakeholders.
• Strong existing network across the MEA enterprise IT and cybersecurity ecosystem, including distributors, VARs, MSSPs, and system integrators in the UAE and GCC.
• Deep understanding of cybersecurity concepts relevant to the company's portfolio: Active Directory security, identity governance, privileged access management, data access governance, auditing and monitoring, DLP, and DSPM.
• Familiarity with regional and global compliance frameworks: UAE PDPL, GDPR, NCA, SAMA, ISO 27001, NIST, Zero Trust architecture.
• Exceptional communication, executive presence, and negotiation skills – comfortable and credible at C-suite level.
• Fluency in both English and Arabic is mandatory.
• Willingness and ability to travel across the MEA region as required.

Preferred

• Experience selling cybersecurity software solutions in regulated industries: financial services, government, energy, critical infrastructure, or healthcare.
• Familiarity with subscription-based, SaaS, or hybrid licensing models and the ability to position TCO/ROI effectively.
• Experience working in a high-growth B2B SaaS or cybersecurity software company with a fast-moving, target-driven culture.
• Existing senior relationships with CISOs, CIOs, and security leadership in UAE and GCC enterprises or government entities.

Our Values

At the company, our values guide every action:

• Next-Level Customer Focus: Customers first, always. We listen, protect, and go the extra mile— because their success is our mission.
• Excellence: We set high standards and take pride in delivering exceptional results. We celebrate wins, seek constant improvement, and address shortcomings professionally.
• Transparent Ownership: We celebrate our successes, own up to our mistakes, communicate openly, and face challenges head-on with a genuine commitment to doing the right thing.
• Winning with Clear Thinking: We value clarity, find straightforward solutions to complex problems, and make swift, effective decisions.
• Relentless Innovation: We continually seek better ways to serve our customers and stay ahead. We foster creative thinking and embrace new approaches.
• Industry-Leading Expertise: We take pride in our expertise and continuously seek to learn and share knowledge, striving to be the trusted experts our customers rely on.
• eXceptional Together: We believe in the power of collaboration and diverse perspectives. By valuing each other’s strengths, we achieve outcomes that surpass individual contributions.

Join us in a culture where integrity, respect, and hard work are foundational. Be part of a team dedicated to making a lasting impact.

Why You’ll Love Working at the Company

• Competitive Health Benefits
• Continuous Learning and Development Opportunities
• Team-Oriented, Collaborative, and Innovative Work Environment
• Regular Company Town Halls to Keep You Informed
• Opportunities for Career Growth and Advancement

We pride ourselves on a culture that values employee input across various backgrounds and experiences. We look forward to welcoming new talent who can help us further our mission.