Senior Enterprise Account Executive – New Logo Hunter (Cybersecurity)

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 . Role Summary 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 . What You Will Do: • 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 • 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 • 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 What 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 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 • Deep understanding of cybersecurity solutions and services including MDR, XDR, Endpoint, Firewall, Cloud Security, and Zero Trust • Strong command of value ‑ based selling and enterprise sales methodologies • Proficient with CRM and forecasting tools such as Salesforce, Clari, and Power BI • Exceptional communication, negotiation, and executive presentation skills • Highly self ‑ driven, disciplined, and comfortable operating autonomously in a fast ‑ paced environment • English – fluent (mandatory) • Arabic – preferred (spoken) #B2 Ready 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 networks that build community and provide education and advocacy • Annual charity and fundraising initiatives and volunteer days for employees to support local communities • Global employee sustainability initiatives to reduce our environmental footprint • Global fitness and trivia competitions to keep our bodies and minds sharp • Global wellbeing days for employees to relax and recharge • Monthly wellbeing webinars and training to support employee health and wellbeing Our Commitment To You We’re proud of the diverse and inclusive environment we have at Sophos, and we’re committed to ensuring equality of opportunity. We believe that diversity, combined with excellence, builds a better Sophos, so we encourage applicants who can contribute to the diversity of our team. All applicants will be treated in a fair and equal manner and in accordance with the law regardless of gender, sex, gender reassignment, marital status, race, religion or belief, color, age, military veteran status, disability, pregnancy, maternity or sexual orientation. We want to give you every opportunity to show us your best self, so if there are any adjustments we could make to the recruitment and selection process to support you, please let us know. Data Protection If you choose to explore an opportunity, and subsequently share your CV or other personal details with Sophos, these details will be held by Sophos for 12 months in accordance with our Privacy Policy and used by our recruitment team to contact you regarding this or other relevant opportunities at Sophos. If you would like Sophos to delete or update your details at any time, please follow the steps set out in the Privacy Policy describing your individual rights. For more information on Sophos’ data protection practices, please consult our Privacy Policy Cybersecurity as a