Senior Enterprise Account Executive – UAE Commercial Enterprise

About Us

Sophos is a global leader and innovator of advanced security solutions for defeating cyberattacks. The company acquired Secureworks in February 2025, bringing together two pioneers that have redefined the cybersecurity industry with their innovative, native AI-optimized services, technologies and products. Sophos is now the largest pure-play Managed Detection and Response (MDR) provider, supporting more than 28,000 organizations. In addition to MDR and other services, Sophos’ complete portfolio includes industry-leading endpoint, network, email, and cloud security that interoperate and adapt to defend through the Sophos Central platform.

Secureworks provides the innovative, market-leading Taegis XDR/MDR, identity threat detection and response (ITDR), next-gen SIEM capabilities, managed risk, and a comprehensive set of advisory services. Sophos sells all these solutions through reseller partners, Managed Service Providers (MSPs) and Managed Security Service Providers (MSSPs) worldwide, defending more than 600,000 organizations worldwide from phishing, ransomware, data theft, other everyday and state-sponsored cybercrimes.

The solutions are powered by historical and real-time threat intelligence from Sophos X-Ops and the newly added Counter Threat Unit (CTU). Sophos is headquartered in Oxford, U.K. More information is available at

The Enterprise Account Executive will be responsible for directly managing and expanding Sophos’ footprint within Government and Public Sector Enterprise customers in the UAE. This role requires a strategic, high-touch engagement model to develop trusted advisor relationships, drive new logo acquisition, and expand existing business through cross-sell and upsell initiatives. The ideal candidate is an expert in complex, consultative sales cycles in the public sector and has a deep understanding of cybersecurity challenges specific to this segment.

• Own executive relationships and accountability for strategic UAE commercial enterprise accounts, ensuring growth, satisfaction, and long‑term partnership.
• Acquire new logos and expand existing accounts through proactive prospecting and land‑and‑expand motions (cross‑sell/upsell), aligned to customer outcomes and security roadmaps.
• Engage multi‑threaded buying centers (CIO/CISO, CTO, IT Ops, Sec Ops, Network, Cloud, Risk, and Procurement) to shape demand and build consensus.
• Lead the end‑to‑end enterprise sales cycle - qualification, discovery and solutioning, business case/ROI, negotiation, and closure - coordinating pre‑sales, product, marketing, customer success, and support.
• Run rigorous account planning and ABM execution: whitespace analysis, stakeholder mapping, pursuit strategies,
  POCs/pilots with success criteria
  , and targeted campaigns to accelerate adoption.
• Deliver quarterly revenue goals through disciplined pipeline creation and governance
  , CRM hygiene (Salesforce, Clari, Power BI), and high‑accuracy forecasting
  .
• Partner‑led growth: collaborate with distributors, SIs, and key resellers on joint account plans, deal registration, demand generation, and field events;
  leverage hyperscaler/cloud marketplaces where applicable.
• Drive commercial deal strategy: pricing and packaging,
  multi‑year subscriptions and expansion that maximizes ARR and retention
  .
• Territory coverage & in‑country travel: execute field plans across all Emirates, maintaining a strong onsite presence with customers and partners.
• Apply MEDDPICC methodology to manage complex enterprise deals, ensuring disciplined qualification, structured deal progression, executive alignment, and consistent participation in opportunity reviews with sales leadership.
• Deal governance & risk management: identify blockers and dependencies in large opportunities and drive mitigation with sales leadership, finance, legal, and delivery teams.
• Market, regulatory, and competitive intelligence: track sector trends (e.g., cloud adoption, SOC modernization, data‑protection expectations) and competitive moves; feed insights to product and marketing to sharpen positioning.
• Champion customer success and referenceability via smooth handovers, adoption…