Senior Enterprise Account Executive – New Logo Hunter (Cybersecurity)

About UsSophos 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.Role SummaryYou will be responsible fordriving 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 .What You Will Do: 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 close2. Market DevelopmentMap 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 EngagementBuild CXO/CISO relationships and position cybersecurity as a business risk conversationRun value-based selling vs product pitching Navigate complex buying groups and procurement frameworks 4. Deal ExecutionLead large deal cycles (typically $50K–$500K+ ACV) Manage RFP/RFI processes common in UAE public and enterprise sectorsEnsure strong forecasting accuracy and pipeline hygieneApply the Sales Methodology (MEDDPICC) consistently during sales cycle5. Channel & Ecosystem LeveragePartner closely with regional channel partners, distributors, and system integrators Operate as a collaborative overlay, driving shared success with Account Executives and cross‑functional teamsWhat You Will Bring: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 accountsProven 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 Deep understanding of cybersecurity solutions and services including MDR, XDR, Endpoint, Firewall, Cloud Security, and Zero TrustStrong command of value‑based selling and enterprise sales methodologiesProficient with CRM and forecasting tools such as Salesforce, Clari, and Power BIExceptional communication, negotiation, and executive presentation skills Highly self‑driven, disciplined, and comfortable operating autonomously in a fast‑paced environmentEnglish – fluent (mandatory)Arabic – preferred (spoken)#B2#LI_MT1Ready to Join Us?At Sophos, we believe in the power of diverse perspectives to fuel innovation. Research shows that candidates sometimes hesitate to apply if they don't check every box in a job description. We challenge that notion. Your unique experiences and skills might be exactly what we need to enhance our team. Don't let a checklist hold you back – we encourage you to apply.What's Great About Sophos?· Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach. While we are a remote first organization, applicants must have legal authorization to work in the jurisdiction where the position is posted, without requiring employer sponsorship.· Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit· Employee-led diversity and inclusion ne