Business Development

Since our founding, IDEMIA has been on a mission to unlock the world and make it safer through our cutting‑edge identity technologies. Our technology leadership makes us the partner of choice for hundreds of governments and thousands of enterprises in over 180 countries, including some of the biggest and most influential brands in the world. In applying our unique expertise in biometrics and cryptography
, we enable our clients to unlock simpler and safer ways to pay, connect, access, identify, travel and protect public places – at scale and in total security.

Our teams work from 5 continents and speak 100+ different languages. We strongly believe that our diversity is a key driver of innovation and performance.

The Business Development Manager – KSA will drive ATI revenue growth across Saudi Arabia by hunting and closing small-to-mid sized opportunities while long‑cycle strategic programs are developed by the wider commercial organisation. You will manage the full sales cycle, shape customer requirements into compelling IDEMIA solutions and build strong relationships across airports, airlines, government stakeholders and system integrators.

This is a high‑autonomy, high‑impact role suited to a commercially agile hunter with strong ATI relationships in the KSA ecosystem.

• Lead the full hunt to close cycle for small to mid ATI opportunities, driving consistent revenue growth across Saudi Arabia
• Build deep, strategic relationships with senior stakeholders across airports, airlines, system integrators and government entities to position IDEMIA as a trusted partner
• Identify, qualify and develop opportunities through proactive market engagement, legislation tracking, budgets, tenders, networking, Linked In outreach and industry events
• Translate customer challenges into tailored IDEMIA solutions that enhance passenger flow, operational efficiency and security outcomes
• Collect and assess key commercial information including budgets, timelines, decision makers and scope of work to align customer needs with IDEMIA solutions
• Maintain strong pipeline momentum by prioritising high value pursuits while contributing to long cycle strategic opportunities led by the wider team
• Work closely with regional SMEs, solution architects and commercial leadership to shape pursuit strategies, develop value propositions and ensure deal feasibility
• Lead technical and commercial proposal development including pricing strategy, offer submissions, negotiations and contract closure
• Influence customer requirements, budgets and deal strategy while positioning IDEMIA as a trusted long term strategic partner
• Build formal and informal channel partnerships to strengthen market reach and opportunity access
• Represent IDEMIA across the entire KSA territory with frequent customer engagements, onsite visits and proactive market presence
• Act as a market and product expert, contributing customer insight, competitive intelligence and market feedback to the wider commercial organisation and product strategy
• Engage confidently with customer decision makers and C Level stakeholders across all stages of the sales cycle
• Ensure smooth handover of customer relationships into the account management structure following successful deal closure

• c. 10 years of experience in ATI, aviation technology or airport and airline solution sales, ideally within the Saudi market
• Demonstrated track record as a true hunter, consistently winning opportunities in the 1–8m USD range
• Well‑established network across the Saudi ATI ecosystem, with direct access to senior decision-makers and influencers
• Strong consultative selling capability with the ability to shape complex customer needs into clear, value‑driven solutions
• High commercial autonomy and confidence operating in a fast‑paced, relationship‑led environment
• Willingness and flexibility to travel extensively across the Kingdom for customer engagement and onsite presence

Preferred Qualifications

• Experience in airport biometrics, passenger flow, baggage solutions or border/immigration technologies
• Strong pursuit governance and territory ownership