Senior Account Executive (Government, Defense & Intelligence) - Middle East

Kpler; Dubai; On-site; AED 300,000 - 540,000; Full time

Job summary

Kpler, in Dubai, seeks a commercially driven sales professional to lead new business and expansion across government accounts in the Middle East. This hunter-led role owns the full sales cycle, building strategic relationships with ministries and agencies to pursue high-value opportunities within the public sector.

You will navigate tenders and RFPs, collaborate with Customer Success, Marketing, and Product teams, and maintain a robust pipeline to drive revenue growth in the region.

Qualifications

• Hunter-driven sales experience across government accounts.
• Deep understanding of government procurement processes, tenders, and RFPs.
• Experience managing large, strategic accounts and navigating multi-stakeholder environments.
• SaaS/DaaS/data platform sales to government institutions is a plus.
• Fluent in Arabic and English; additional regional language is a plus.

Responsibilities

• Own the end-to-end sales cycle for new government business in the Middle East.
• Identify, pursue, and close high-value opportunities while upselling existing accounts.
• Meet aggressive revenue targets and contribute to regional growth.
• Navigate public sector procurement, tenders, and RFPs to win contracts.
• Build long-term relationships with ministries, agencies, and institutional clients.
• Collaborate with Customer Success, Marketing, and Product teams to maximize client value.
• Maintain accurate CRM pipeline and forecasts for data-driven strategy.

Skills

Hunter sales

Govt procurement

Key accounts

SaaS sales

Arabic fluency

English fluency

Consultative selling

Multi-stakeholder navigation

Job description

At Kpler, we are dedicated to helping our clients navigate complex markets with ease. By simplifying global trade information and providing valuable insights, we empower organisations to make informed decisions in commodities, energy, and maritime sectors.

Since our founding in 2014, we have focused on delivering top-tier intelligence through user-friendly platforms. Our team of over 850 experts from 69 countries works tirelessly to transform intricate data into actionable strategies, ensuring our clients stay ahead in a dynamic market landscape. Join us to leverage cutting-edge innovation for impactful results and experience unparalleled support on your journey to success.

We are looking for a commercially driven sales professional to lead new business and expansion across large government accounts in the Middle East. This is a hunter-led, revenue-focused role, where you will own the full sales cycle, build strategic relationships, and pursue high-value opportunities with ministries, government agencies, and other public sector institutions.

Key Responsibilities

• Own the end-to-end sales cycle for new business across government accounts.

• Identify, pursue, and close high-value new business opportunities while managing strategic existing accounts for upsell and cross-sell potential.

• Achieve aggressive revenue targets and contribute to overall regional growth.

• Navigate complex and lengthy public sector procurement processes, including tenders and RFPs, to win and retain contracts.

• Build trusted, long-term relationships with key decision-makers across ministries, agencies, and institutional clients.

• Collaborate with Customer Success, Marketing, and Product teams to ensure clients maximize value from Kpler's solutions.

• Maintain accurate sales pipeline and forecasts in the CRM to enable data-driven strategy and reporting.

• Represent Kpler externally at relevant industry events, conferences, and client meetings.

Skills & Competencies

• Proven track record of hunter-driven sales and achieving or exceeding revenue targets.
• Deep understanding of government procurement processes, tenders, and RFPs.
• Experience managing large, strategic accounts and navigating multi-stakeholder environments
• Experience in SaaS/DaaS/data platform sales to government institutions is a plus.
• Fluent in Arabic and English; additional language of the region is a plus.
• Strong consultative selling skills combined with a results-driven, competitive mindset.
• Ability to thrive in a fast-paced, high-growth environment while managing multiple complex opportunities.

We are a dynamic company dedicated to nurturing connections and innovating solutions to tackle market challenges head-on. If you thrive on customer satisfaction and turning ideas into reality, then you've found your ideal destination. Are you ready to embark on this exciting journey with us?

We make things happen

We act decisively and with purpose, going the extra mile.

We buildtogether

We foster relationships and develop creative solutions to address market challenges.

We are here to help

We are accessible and supportive to colleagues and clients with a friendly approach.

Our People Pledge

Don't meet every single requirement? Research shows that women and people of color are less likely than others to apply if they feel like they don't match 100% of the job requirements. Don't let the confidence gap stand in your way, we'd love to hear from you! We understand that experience comes in many different forms and are dedicated to adding new perspectives to the team.

Kpler is committed to providing a fair, inclusive and diverse work-environment. We believe that different perspectives lead to better ideas, and better ideas allow us to better understand the needs and interests of our diverse, global community. We welcome people of different backgrounds, experiences, abilities and perspectives and are an equal opportunity employer.

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