Senior Enterprise Account Manager

The role

You will lead commercial growth in the UAE by winning new strategic accounts and deepening relationships with enterprise, government, and sovereign-related organizations. You will own the UAE commercial strategy and deliver against bookings, revenue, pipeline, and growth objectives.

What you will do

• Own the UAE commercial strategy and deliver against bookings, revenue, pipeline and growth objectives.
• Win new enterprise and government customers while expanding a focused portfolio of strategic accounts.
• Build relationships with CISOs, CIOs, CTOs and senior business leaders.
• Lead complex sales cycles from prospecting and qualification through technical validation, negotiation, procurement and close.
• Partner with Presales and Channel to develop account strategies, deliver evaluations and build joint pipeline.
• Coordinate Customer Success, Professional Services, Marketing and executive resources around priority opportunities.
• Apply MEDDPICC or an equivalent methodology.
• Maintain accurate Salesforce and Clari records.
• Deliver disciplined forecasting and deal-risk management.

Required qualifications

• Significant UAE enterprise software or cybersecurity sales experience.
• Track record of meeting or exceeding targets.
• Success selling complex solutions to large enterprise, government or sovereign-related organizations.
• Established UAE market credibility, relationships and understanding of local buying processes and partner ecosystems.
• Confidence engaging at C-level.
• Strong commercial judgment and negotiation skills.
• Experience managing multi-stakeholder sales cycles.
• Familiarity with application security, DevSecOps, software supply chain risk, open source or adjacent technology areas.
• Experience with structured enterprise sales methodologies and forecasting tools such as Salesforce and Clari, or equivalents.
• Collaborative, entrepreneurial approach, with the autonomy, resilience and accountability to build long-term market value.
• Excellent written, verbal and presentation skills in English.

Nice to have

• Arabic language capability is a strong advantage.

About the company

Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck is a recognized pioneer in application security, providing SAST, SCA, and DAST solutions.