Principal Account Executive - Middle East

Lead end-to-end sales processes, from prospecting and qualification through to close, ensuring alignment with customer business outcomes and CyberArk s value proposition, with full accountability for quota attainment.

Own and manage pipeline and forecast with rigor; apply structured methodologies like MEDDPICC and leverage tools (Salesforce, Clari, Gong, Demandbase) to drive pipeline health, deal progression, and forecasting accuracy.

Drive business outcomes with a strong bias for action across negotiation, procurement, and day-to-day business operations.

Understand customer priorities and translate CyberArk s platform into tangible business value and technical relevance.

Lead with insights, not features this is a solution-led, outcome-driven role.

Engage and influence stakeholders at multiple levels including CxO, security leaders, procurement, and technical teams.

Develop champions and foster account trust that supports long-term growth and expansion.

Collaborate closely with Solution Sales Specialists and internal teams to penetrate new areas and co-sell across CyberArk s portfolio.

Take ownership of the deal strategy while leveraging specialist knowledge and support resources.

Drive collaboration with channel partners, GSIs, hyperscalers, and alliances to extend reach and strengthen execution.

Co-create plans with ecosystem partners that support joint pipeline growth and account penetration.

Own your territory strategy and build comprehensive account plans for key targets.

Identify whitespace, drive expansion, and ensure alignment with CyberArk s growth goals.

Leverage tools like Gong and Demandbase to extract insights, personalize outreach, and increase sales productivity.

Stay on top of cybersecurity trends, competitor movements, and customer challenges to position CyberArk as a strategic partner.

Sales and Commercial Acumen:

• Proven track record of successfully closing complex enterprise deals in cybersecurity or enterprise SaaS.
• Demonstrated ability to grow new logos and expand within existing customers.
• Outcome-oriented with strong commercial judgment and quota ownership mindset.

Domain Expertise:

• Familiarity with cybersecurity principles including identity security, PAM, IAM, Zero Trust, and compliance-driven selling.
• Ability to understand business and technical use cases and convert them into solution opportunities.

Channel and Ecosystem Experience:

• Experience working with channel partners, cloud providers, and GSIs to co-sell and accelerate go-to-market execution.

Interpersonal Strengths:

• Strong executive presence and influencing skills across all customer levels.
• Commercial curiosity and the ability to uncover customer pain points through active listening.
• Collaborative, coachable, and resilient with a passion for team-based success.

Sales Process and Tool Familiarity:

• Skilled in sales methodologies such as MEDDPICC and Command of the Message.
• Comfortable using Salesforce, Clari, Gong, Demandbase, and other digital selling tools to drive efficiency and insight.