Enterprise Sales Director (IAM) - MEA

Overview

Key Responsibilities

• Own and drive IAM sales performance across the MEA region, with accountability for revenue, bookings, and billings
• Lead regional growth through a balanced strategy of new business acquisition ("land") and expansion within existing accounts ("expand")
• Champion cross-selling across IAM product lines and broader cybersecurity solutions
• Align regional sales strategy with global business objectives and act as a key driver of transformation initiatives
• Build, lead, and develop a high-performing sales team, ensuring clear targets, accountability, and continuous development
• Collaborate closely with marketing, pre-sales, product teams, and partner ecosystems to strengthen go-to-market execution
• Leverage both direct and indirect sales channels to maximise reach and pipeline generation
• Drive brand visibility and pipeline growth through digital, social, and field marketing initiatives
• Partner with sales operations to ensure efficient deal execution and revenue realisation

Key Requirements

• Bachelor's degree in Business, Computer Science, or a related discipline
• Proven track record in MEA sales leadership within roles of comparable or greater scale, including revenue ownership, team size, and market complexity
• Strong knowledge of Identity & Access Management (IAM) and the broader cybersecurity landscape, including CIAM
• Experience engaging with senior stakeholders across both business and technology functions (e.g. CIOs, Heads of Digital, Enterprise Architects), as well as governance and compliance leaders (e.g. CISOs, DPOs, Compliance Officers)
• Solid understanding of multiple go-to-market models, including direct sales, channel (1-tier and 2-tier), and GSI co-sell structures, with the ability to apply the right approach to different sales motions
• Background in consultative and value-based solution selling
• Familiarity with modern go-to-market strategies, including Account-Based Marketing (ABM) and demand generation campaigns
• Strong relationship-building capabilities with key customers and partners, coupled with advanced negotiation skills
• Technically proficient with sales and productivity tools such as Microsoft O365 and Salesforce
• Demonstrated ability to build, scale, and lead high-performing sales teams
• Strong leadership presence with excellent communication, coaching, and mentoring capabilities, particularly in driving cloud-based revenue growth