International Sales Leader – AI/ML & Intelligence Solutions

Location: Dubai / Africa (depending on the target market)

Experience: 15+ years

About the Role

We are looking for a senior, well-connected international sales professional to drive business growth for advanced AI/ML, data analytics, and intelligence software solutions across defence, national security, intelligence, law enforcement, and homeland security organisations.

This is a senior, individual-contributor role with direct revenue and quota ownership. The successful candidate will be responsible for originating, pursuing, negotiating, and closing high-value government contracts while building a strong network of regional channel partners, defence contractors, and systems integrators.

The ideal candidate will have an established network of senior government and security stakeholders, a proven track record of closing complex enterprise software deals, and the technical understanding required to position advanced analytics and intelligence solutions.

Key Responsibilities

• Drive Revenue Growth: Own the complete sales cycle, from lead generation and opportunity development to negotiation, contract closure, and revenue achievement.
• Develop Government Accounts: Build and expand relationships with defence ministries, police forces, intelligence agencies, law enforcement bodies, and homeland security organisations across the assigned geography.
• Leverage Existing Networks: Utilise established relationships with senior military officers, intelligence officials, procurement heads, and government decision-makers to develop business opportunities.
• Build Channel Partnerships: Identify, onboard, and manage regional distributors, defence contractors, systems integrators, and resellers to expand market reach.
• Manage Sales Pipelines: Maintain an accurate sales pipeline, forecast revenue, track opportunities, and ensure timely CRM updates.
• Position Technical Solutions: Translate complex AI/ML and data analytics capabilities into mission-critical business and operational outcomes for senior stakeholders.
• Lead Customer Engagements: Conduct executive presentations, product demonstrations, proof-of-concepts (PoCs), and technical bid discussions in collaboration with pre-sales, solution architects, and engineering teams.
• Manage Government Procurement: Navigate complex public-sector procurement processes, tenders, RFPs/RFIs, and relevant regional compliance requirements.
• Strengthen Market Presence: Track competitor activity, market developments, procurement trends, and emerging use cases across the assigned region.
• Achieve Sales Targets: Personally drive deal closures and meet assigned revenue and sales targets.

Required Qualifications & Experience

• 15+ years of experience in B2G/B2B sales, preferably within defence technology, national security, intelligence, surveillance, cybersecurity, or enterprise software.
• At least 10 years of experience selling AI/ML, data analytics, intelligence, surveillance, or related technology solutions to government, defence, or law enforcement customers.
• A proven and verifiable network of senior government officials, military leaders, intelligence stakeholders, procurement heads, and other relevant decision-makers within the assigned geography.
• Demonstrated experience personally closing high-value, complex government or enterprise software deals.
• Strong experience in developing and managing channel partners, distributors, defence contractors, and systems integrators across multiple markets.
• Strong understanding of AI/ML, predictive analytics, computer vision, intelligence fusion, OSINT, NLP, surveillance analytics, and related technology solutions.
• Ability to engage confidently with senior technical and non-technical stakeholders without relying entirely on pre-sales support.
• Experience managing complex sales cycles, government tenders, commercial negotiations, and strategic accounts.
• Experience working with a technology OEM or product company is mandatory; candidates from OEM backgrounds are strongly preferred.

Location & Regional Requirements

The role will focus on one of the following geographies:

• GCC/MENA: Focus on the UAE, Saudi Arabia, wider GCC, and relevant MENA markets. Candidates should have established regional government relationships. Business-level Arabic is highly desirable. Candidates should be based in Dubai or eligible for immediate UAE residency.
• Africa: Focus on defence, police, intelligence, law enforcement, and homeland security organisations across African markets. Candidates should have an established regional network and existing Africa residency or work eligibility is preferred.

Extensive regional travel is required.

Key Success Factors

• Established relationships with relevant government and national security stakeholders.
• Ability to independently originate and close high-value deals.
• Strong understanding of technology-led intelligence and security solutions.
• Effective channel development and regional market expansion.
• Consistent achievement of revenue targets and development of a sustainable sales pipeline.