Account Executive

About the Role
We are seeking an experienced Account Executive to grow sales of our defensive cybersecurity solutions across the region's Defence sector. The successful candidate will own a portfolio of accounts and engage with UAE/Saudi Defence organisations to develop strategic customer relationships and lead opportunities from initial engagement through to contract award and account expansion. This role requires a proactive seller with a deep understanding of Defence missions, MOD acquisition processes, and stakeholder decision-making.

What You'll Do

• Develop and execute a territory plan covering MOD commands, enterprise organisations, programme offices, establishments, Defence agencies and relevant frontline opportunities.
• Meet or exceed assigned sales targets through new customer acquisition, expansion within existing accounts and coordination on renewals.
• Build relationships with mission owners, cybersecurity leaders, information technology teams, programme managers, commercial and procurement personnel and senior decision-makers.
• Position our defensive cybersecurity capabilities—including data classification, data loss prevention, data security posture management, email security, integrity and compliance monitoring, vulnerability management and human risk management—against customer requirements.
• Connect customer priorities such as protecting sensitive information, reducing cyber risk, advancing Zero Trust and supporting operational readiness to measurable business and mission outcomes.
• Identify and qualify opportunities by establishing customer requirements, funding sources, acquisition strategies, decision criteria, competitive positioning and procurement timelines.
• Lead the sales process, including discovery, account strategy, presentations, solution evaluations, proposals, negotiations and closing.
• Partner with sales engineers and product specialists to validate technical fit, deployment requirements and applicable security authorisations.
• Develop joint account and opportunity strategies with Defence primes, global systems integrators, resellers and distribution partners supporting the region's Defence customers.
• Coordinate responses to requests for information, invitations to tender, requests for quotations and other MOD acquisition activities.
• Maintain accurate CRM records, opportunity plans, pipeline coverage and forecasts.
• Work with customer success and delivery teams to support adoption, customer satisfaction and long-term account growth.

Qualifications

• Five or more years of enterprise technology or cybersecurity sales experience, including direct sales into Defence, the MOD or wider Government.
• Demonstrated success meeting or exceeding quota and closing complex opportunities involving multiple stakeholders.
• Experience navigating MOD and Defence customer organisations and building relationships with technical, mission, executive, commercial and procurement stakeholders.
• Working knowledge of UAE or Saudi Government and MOD budgeting, procurement cycles, framework agreements, contract vehicles and partner-led purchasing approaches.
• Ability to explain cybersecurity capabilities in terms of mission impact, risk reduction and customer value.
• Experience developing account plans, qualifying opportunities, managing competitive sales cycles and maintaining reliable forecasts.
• Strong presentation, negotiation, written communication and cross-functional leadership skills.
• Ability to travel to customer sites, partner meetings and industry events across the region.

Preferred Qualifications

• Established relationships within MOD cybersecurity, Defence Digital, enterprise IT, acquisition or mission organisations.
• Experience selling data protection, data classification, data loss prevention, email security, vulnerability management or security compliance solutions.
• Familiarity with the region's Defence security requirements, Zero Trust, the NCSC Cyber Assessment Framework, secure-by-design principles and Government accreditation processes.
• Experience working with Defence primes, global systems integrators and channel partners on MOD opportunities.
• Prior military service or civilian experience supporting the region Defence missions.
• Bachelor’s degree or equivalent professional experience.

What Success Looks Like
Success in this role means consistent sales performance, a qualified, accurate and sustainable pipeline, strong relationships across the region's Defence and a repeatable strategy for expanding our presence. The Account Executive will establish our firm as a trusted cybersecurity partner by aligning its solutions with customer needs and maintaining disciplined execution throughout the sales lifecycle.