Senior Enterprise Account Executive – New Logo Hunter (Cybersecurity)

United Arab Emirates·DubaiRemotePermanentsenior

SalesAccount Executive

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About Us Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services.

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About Us

Sophos is a cybersecurity leader defending 600,000 organizations globally with an AI-driven platform and expert-led services. Sophos meets organizations wherever they are in their security maturity and grows with them to defeat cyberattacks. Its solutions combine machine learning, automation, and real-time threat intelligence with frontline human expertise from Sophos X-Ops to deliver advanced, 24/7 threat monitoring, detection, and response.

Sophos offers industry-leading managed detection and response (MDR) alongside a comprehensive portfolio of cybersecurity technologies — including endpoint, network, email, and cloud security, extended detection and response (XDR), identity threat detection and response (ITDR), and next-gen SIEM. Together with expert advisory services, these capabilities help organizations proactively reduce risk and respond faster, with the visibility and scalability needed to stay ahead of evolving threats.

Sophos goes to market with a global partner ecosystem, including Managed Service Providers (MSPs), Managed Security Service Providers (MSSPs), resellers and distributors, marketplace integrations, and cyber risk partners, giving organizations the flexibility to choose trusted relationships when securing their business. Sophos is headquartered in Oxford, U.K. More information is available at www.sophos.com.

You will be responsible for driving net‑new customer acquisition across the UAE, focusing exclusively on opening new enterprise and higher mid‑market accounts. Operating as a front‑end sales specialist, you will own pipeline creation and deal closure while working in close alignment with Enterprise and Mid‑Market Account Executives, Sales Engineering, and Channel Partners.

Your mission is simple: win new logos, build qualified pipeline, and expand market presence across strategic UAE accounts .

1. 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

2. Market Development

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

3. Stakeholder Engagement

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

4. Deal Execution

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

5. Channel & Ecosystem Leverage

Partner closely with regional channel partners, distributors, and system integrators Operate as a collaborative overlay, driving shared success with Account Executives and cross‑functional teams

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