Zia UL

Own regional bookings, Annual Recurring Revenue (ARR), revenue and new-logo targets across MENA and ANZ, translating corporate objectives into territory, segment and seller-level plans. Partner with Finance and Revenue Operations on annual operating plans, headcount, sales capacity, investment cases and regional P&L, balancing growth with margin, discount discipline, contract duration and revenue predictability.

Build and lead regional teams across Enterprise and Commercial AEs, SDRs/BDRs, Account Management, Sales Engineering and Partners. Coach sellers on prospecting, discovery, qualification, pipeline creation, account strategy, executive engagement, business cases, competitive positioning, negotiation and close, while tracking quota attainment, ramp, productivity, retention and internal progression.

Own regional revenue commitments to global leadership, providing clear visibility into forecast, pipeline, risks and corrective actions. Measure performance across revenue per AE, pipeline generation, coverage, Average Contract Value (ACV), win rate, sales-cycle duration and conversion, using regular pipeline reviews, opportunity inspections, field coaching and Quarterly Business Reviews (QBRs) to improve execution.

Develop differentiated go-to-market strategies across Enterprise, Mid-Market, Strategic Accounts and installed-base customers. Refine Ideal Customer Profile (ICP), account prioritization and coverage models using Total Addressable Market (TAM), industry opportunity, customer evidence, competitive dynamics and whitespace; test and scale successful GTM plays across the region.

Design territories and segment accounts across Strategic, Enterprise, Commercial and Growth tiers. Build account plans that map executive, technical, financial, operational and procurement stakeholders, identify whitespace and competitive risk, and align resources around the highest-value opportunities.

Establish new-logo acquisition as a core regional growth engine with clear account targets, pipeline expectations and executive sponsorship. Coordinate Marketing, SDRs, Alliances and leadership around account-entry strategies, targeted outbound and lighthouse customers that can accelerate broader market penetration.

Own customer retention, renewals, upsell and cross-sell alongside new-logo growth. Segment the installed base by ARR, strategic value, product adoption, growth potential and renewal risk, with visibility into Gross Revenue Retention (GRR), Net Revenue Retention (NRR), logo retention, churn and expansion ARR.

Personally lead the region's largest, most strategic and competitive enterprise opportunities, acting as executive deal sponsor and mobilizing Sales, Solutions, Product, Engineering, Professional Services, Finance, Legal, Security and Partners to remove blockers and progress complex buying cycles.

Build mutual action plans aligning customer and internal stakeholders across technical validation, business case, procurement, legal and executive approval. Develop multi-year commercial structures spanning subscriptions, consumption, professional services, support and partner delivery, with commercial scenarios aligned to customer adoption and measurable business value.

Build joint GTM and account plans with consulting partners, systems integrators, Independent Software Vendors (ISVs) and technology alliances. Run QBRs covering pipeline, revenue, strategic accounts and joint initiatives, using partners to generate demand, extend market coverage and support complex enterprise opportunities.

Align Sales, Marketing, Product, Solutions, Customer Success, Professional Services, RevOps, Finance, Legal and Partners around regional priorities, strategic opportunities and customer outcomes, influencing resources and stakeholders beyond direct reporting lines.

Build multi-threaded relationships with C-suite, technical and business stakeholders and coach teams to connect technology investment to measurable outcomes including productivity, growth, cost reduction, risk management and transformation. Use executive sponsorship and business-case development to increase deal quality and strategic relevance.

Embed AI and analytics into account research, opportunity preparation, forecasting, pipeline inspection and seller productivity. Use data to identify high-propensity accounts, deal risk and expansion potential, while helping customers connect AI adoption to operating-model transformation and measurable business outcomes.

Use win/loss analysis, customer feedback, pipeline data and market intelligence to improve sales methodology, positioning, account prioritization and execution. Maintain disciplined operating rhythms and repeatable playbooks that support predictable growth as the business scales.