About the Role/Job
This position is for a high-performing Business Development / Account Executive focused on driving growth for the company across the Middle East, specifically targeting defense and government customers in Saudi Arabia and Qatar. Your primary responsibility will be to identify, shape, and close complex opportunities while fostering strong, enduring customer relationships and executing disciplined capture strategies. You will work closely with Sales Leadership, Product, Engineering, and Strategic Engagement teams to align the needs of customers with the company's capabilities to deliver essential mission outcomes.
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What You'll Do
- Own and drive the full sales lifecycle for the company opportunities across assigned accounts and territories (from pipeline generation through to close).
- Develop and execute territory and capture strategies for priority pursuits, aligning with the long-term strategic plan of the company.
- Identify, qualify, and shape new business opportunities through a deep understanding of customer missions, budgets, and acquisition pathways.
- Build and maintain strong relationships with key decision-makers, program offices, and influencers across the defense and government sectors.
- Lead proposal development in partnership with BD Operations and cross-functional teams, ensuring alignment with customer requirements and value propositions.
- Conduct competitive analysis to effectively position the company in complex, multi-stakeholder environments.
- Collaborate with Product, Engineering, and Solutions teams to translate customer needs into compelling technical and operational solutions.
- Manage deal progression with rigor, including qualification, deal strategy, forecasting accuracy, and CRM hygiene.
- Represent the company at industry events, conferences, and customer engagements to enhance market presence and build the pipeline.
- Clearly communicate with internal stakeholders and leadership on the status of the pipeline, associated risks, and key milestones.
Measures of Success (First 6-12 months)
- Generate and progress a strong pipeline within assigned accounts and territories.
- Successfully execute capture strategies leading to qualified opportunities and sales wins.
- Improve deal velocity and win rates through disciplined qualification and strategic positioning.
- Establish trusted relationships with key customer stakeholders and partners.
- Achieve consistent, accurate forecasting along with high-quality CRM and pipeline management.
- Contribute meaningfully to revenue growth across the Saudi/Qatar business of the company.
Required Qualifications
- 10–15+ years of experience in business development, sales, or capture roles within technically complex domains (e.g., AI/ML, autonomy, SaaS, aerospace/defense, etc.).
- Proven track record of owning and closing deals, especially within UAE government or defense markets.
- In-depth understanding of defense acquisition processes and the government procurement lifecycle.
- Significant experience in developing and executing capture strategies for complex opportunities.
- Technical aptitude and ability to credibly engage with Engineering, Product, and Operational stakeholders.
- Excellent communication, negotiation, and stakeholder management skills.
- Self-motivated and results-oriented, capable of operating in a fast-paced environment.
- Bachelor’s degree is required.
- Must be fluent in both Arabic and English.
Preferred Qualifications
- Experience selling autonomy, AI/ML, or unmanned systems solutions is a plus.
- Prior military experience is advantageous.
- Established relationships within defense, government, or aerospace sectors.
- Experience with Large Systems Integrators (LSIs) and strategic partnerships.
- Willingness to travel as required for customer engagements and industry events.
- Active or eligibility for security clearance is preferred.
- An MBA or equivalent graduate degree is a plus.
Benefits and Contract Details
- Our international teammates receive a comprehensive total rewards package aligned with the location of your country office. For further details about compensation and benefits, please consult your talent acquisition partner.
