Account Executive, Security & Defense sector

ABOUT THE ROLE
As an Account Executive focused on the Security & Defense sector, you will drive business growth and expand the customer base across key Security & Defense entities in Saudi Arabia. You will identify new business opportunities, build trusted relationships with clients and partners, and manage the full sales cycle from prospecting to closing.

RESPONSIBILITIES

• Identify and pursue new business opportunities in the Security & Defense sector to achieve sales targets and growth objectives.
• Articulate how AI solutions address Security & Defense pain points, leveraging AI, data, and SaaS concepts.
• Maintain a solid understanding of the Saudi market, particularly the Security & Defense sector.
• Stay aware of competitor activity and market trends to support positioning and planning.
• Share customer insights and feedback with internal teams to help refine products and go-to-market approaches.
• Build and manage a strong sales pipeline by effectively prospecting and qualifying leads.
• Build technical and business content for proposals in collaboration with Pre-Sales Engineers.
• Build trusted relationships with key decision-makers, influencers, and partners across Security & Defense entities.
• Prepare tenders, proposals, and quotations, and own RFP responses for assigned accounts in line with procurement standards and internal governance.
• Conduct effective sales presentations and negotiate contracts, terms, and conditions to win new business.
• Communicate the business impact and ROI of AI solutions, linking technology capabilities to strategic and mission outcomes.
• Update CRM tools regularly with accurate forecasts, pipeline status, and activity reports.
• Meet quarterly and annual sales targets while maintaining strong follow-up discipline.
• Drive long-term customer satisfaction, contract renewals, and cross-sell/up-sell opportunities through proactive engagement.
• Work closely with marketing, product, and delivery teams to align offerings with customer needs and ensure successful implementations.
• Attend industry events, conferences, and networking opportunities to expand professional networks and promote offerings.
• Build alliances with consulting firms, system integrators, and technology partners to expand reach and influence.
• Keep developing your knowledge of AI, digital transformation, and Security & Defense industry trends.
• Demonstrate behaviors that reflect core values: delivering positive impact, putting people and customers first, striving for excellence, and taking ownership in every step of the sales process.

QUALIFICATIONS

• 5-8 years of B2B/enterprise sales experience, with at least 2-3 years selling into the Security & Defense or government sector.
• Experience selling AI, data analytics, or SaaS solutions is a strong plus.
• Bachelor's degree in Business, Computer Science, Engineering, or a related field.
• Demonstrated success in consultative, value-driven sales, achieving or exceeding revenue goals.
• Experience with government/public sector procurement and tender processes.
• Experience in account management and customer success to ensure recurring business and strong client relationships.
• Strong network within the Saudi Security & Defense ecosystem.
• Excellent communication, negotiation, and presentation skills.
• Ability to build and maintain strong relationships with clients and key stakeholders.
• Strategic thinker with the ability to identify and pursue new business opportunities.
• Self-motivated, results-oriented, and able to work independently or as part of a team.
• Outstanding multitasking abilities.

KPIs

• Revenue growth.
• Number of new clients acquired and retained.
• Customer satisfaction (customer loyalty, renewal rate).
• Sales pipeline quality and conversion rate.
• Expansion of relationships within key accounts.

BENEFITS

• You will be at the forefront of an exciting time for the Middle East, joining a high-growth company in an exciting sector.
• You will be given a lot of responsibility and trust. We believe the best results come when the people responsible for a function are given the freedom to do what they think is best.
• The fundamentals will be taken care of: competitive compensation, top-tier health insurance, and an enabling culture so you can focus on what you do best.
• You'll enjoy a fun and dynamic workplace working alongside some of the greatest minds in AI.
• We believe strength lies in difference, embracing all for who they are and empowered to be the best version of themselves.