Partner Sales Manager - East

Disguise

Regional Sales Manager - Middle East Reports to: VP of Sales, EMEA Based in: Saudi Arabia Responsibilities: * Design and execute a strategic business development plan based on the 2026 strategy to expand the customer base and ensure a dominant presence in the Middle East. * Own the full sales cycle, from opening  new doors to  prospecting and high-impact presentations to negotiating complex contracts and closing high-value deals ($250k–$5M+). * Expand business revenue in key verticals across the region including Location-Based Experience (LBX), Theme Entertainment, TV/Broadcast, Film, Esports, and Corporate. * Leverage a strong ecosystem of existing and new System Integrators (SIs), and direct partners to unlock new fixed-installation and Giga-project opportunities. * Liaise and influence key management and stakeholders and build credibly at all levels, including C-suite, Technical Directors, Government Officials, and Senior Principals. * Partner with Solutions Design, Creative & Professional Services and Marketing teams to organise demos and targeted campaigns that address the needs of the fixed-installation market. * Produce accurate monthly/quarterly forecasts and manage a robust pipeline using Salesforce and Clari. * Strong commercial Acumen, to work with Rev Ops, Legal & Finance teams to manage quotes, SOW documentation, and pricing for end-to-end project delivery Skills and Experience: * 6+ years in direct, complex, solution-led selling with a focus on high-value, long-cycle deals. * Deep understanding of KSA and Middle East culture, including the Giga-project ecosystem and ways of working. * Experience selling technology such as AV, LED, media servers, or immersive designs into at least one key vertical (excluding live events). * Expert in structured consultative selling  * Strong proficiency in Salesforce and data-driven decision-making - experience with Pandadoc, Clari, or PowerBI is desirable. * Exceptional negotiation and presentation skills - multi-lingual (Arabic/English) is preferred. * Willingness to travel extensively (approximately 40%) across the region to visit project sites and partners. * A proactive, high-energy "self-starter" with a winning mindset and strong attention to detail. About Disguise Disguise is the industry-leading platform sitting at the heart of a new era of visual experiences. One powerful integrated system of software, hardware and services to help create the next dimension of real-time spectacle. We partner with the biggest entertainment brands and companies in the world to deliver the A-list of live music events, live TV broadcasts, immersive experiences, installations, theatre, film and TV production, corporate communications and brand product launches. Working with Disney, Snapchat, Netflix, ESPN, the Burj Khalifa, and Adele, Disguise is the number one partner delivering the next dimension of entertainment.    Don’t Disguise your differences. Innovation comes from everyone. We strive to create a workplace that reflects our diverse audience. We celebrate our people for their full authentic selves, and embrace uniqueness. Inclusion and Equity matter at Disguise. We create together and we create everywhere.    Our values * Honest. We are real with ourselves and our clients and share our ideas with openness and transparency.  * Evolutionary. We innovate using our user’s ever-changing needs so our technology remains ahead-of-the-game. * Fearless. We take the best path, not the easiest, and innovate where it’s right, not where it’s simplest. * Resilience. We don’t give up until we find the right solution, even if it means going outside our remit. * Belong.  We create an environment where everyone feels like they belong and is empowered to do their best work.   Our benefits * We have a suite of globally relevant competitive benefits packages as we want to make sure we retain the best talent out there. Our benefits for every perm hire, globally include: * Unlimited Paid Time Off - with minimum time you must take set at 20% above statutory * Hybrid working between home and our offices (dependent on role and location) * Mental health and wellbeing support - subscription to the Calm app, mental health first-aid buddies, employee assistance programmes * Gig allowance - £400 (or local equivalent) to spend on tickets every year to immerse yourself in our industries * Belonging policies -  including (but not limited to) support for Parental, Fertility, Miscarriage, Menopause and Transitioning * Training, coaching & mentoring

STARK

ABOUT US STARK is a new kind of defence technology company revolutionising the way autonomous systems are  deployed across multiple domains. We design, develop and manufacture high performance unmanned  systems that are software-defined, mass-scalable, and cost effective. This provides our operators with a  decisive edge in highly contested environments.  We’re focused on delivering deployable, high-performance systems—not future promises. In a time of  rising threats, STARK is bolstering the technological edge of NATO Allies and their Partners to deter  aggression and defend Europe—today.  YOUR MISSION Reporting directly to the Head of Business Development & Capture, you will be a pivotal hire for our International Growth team. We are seeking a Business Development & Sales Manager to drive international growth for STARK’s Unmanned Systems across land, air and sea.  This role is critical in STARK’s growth across Europe and will take ownership of identifying, pursuing, and securing new business opportunities in the defence sector within Central & Eastern Europe with a primary focus on Poland and the Baltics.  You will work at the intersection between growth, strategic partnerships and market expansion, working with the bid, engineering, legal, finance and export control functions to ensure contract award.  RESPONSIBILITIES * Growth: Opportunity identification, qualification and capture; including shaping longer-term opportunities, developing win strategies, and supporting the proposal processes to secure contracts.   * Strategy: Develop and implement the market entry strategies for Poland and the Baltics conducted via a multi-channel strategy.   * Internal Engagement: Collaborate with internal teams to align solutions and proposals with customer needs and requirements.  * Stakeholder Management: Build and maintain strong relationships with key stakeholders from Government, Ministries of Defence, Procurement bodies, Innovation agencies and Industry.   * Bids & Proposals: Develop compelling bids and proposals, ensuring alignment with customer priorities and compliance with defence procurement processes.   * Forecasting: Challenge assumptions and requirements to ensure strategies and sales pipelines focus on high-value opportunities and deliver competitive advantages.   * External Engagement & Events: Represent STARK at international industry events, trade shows, and client meetings to promote our  solutions and build brand recognition.   QUALIFICATIONS * We are looking for an experienced high-energy professional, who combines a “boots on the ground” mindset and a willingness to take real ownership over the strategy and approach for growth. * 5+ years of experience in military, government, sales, business development or strategy roles or a similar role within the defence industry or adjacent sectors.   * Proven track record of securing contracts or building long-lasting partnerships and relationships in defence across Central and Eastern Europe.   * Experience working with and an understanding of government procurement processes, ideally across Central and Eastern Europe.  * Understanding of the political and geopolitical environment, ideally across Central and Eastern Europe.  * Strong communication and collaboration skills to work effectively in a multidisciplinary team environment.  You must be able to interface effectively with both internal teams and external stakeholders and have the ability to build trusted relationships throughout.  * Adaptability to work in a fast-paced, dynamic startup environment with a strong drive for innovation and  continuous improvement.   * Ideally eligible to obtain and maintain Security Clearance.   * Comfortable with international travel.   * English language fluency.   * Candidates must be willing to live and work in the UK or Poland, with a willingness to travel as required across the region.  NICE TO HAVE * Language fluency in any language used within Eastern Europe. * Familiarity with Shipley Method or Sales best practice within Defence.   * Familiarity with unmanned systems, mission management software, or related technologies.   STARK Defence UK has achieved the ERS - The Defence Employer Recognition Bronze award  2026 Talent contact: Sally Grütte-Pad, Interim Lead TA Partner, via talent@stark-defence.com

JetBrains

ABOUT JETBRAINS  At JetBrains, code is our passion. JetBrains is a global software company specializing in the creation of intelligent, productivity-enhancing tools for software developers and teams. Ever since we started, back in 2000, we have been striving to make the strongest, most effective developer tools on earth. Over 15.9 million developers already use our products, and 90 Fortune Global Top 100 companies are JetBrains customers. About the role As a Key Accounts Manager for Enterprise clients, you will serve as the strategic partner and trusted advisor to our largest enterprise accounts. Your primary responsibility is to nurture and grow relationships with key stakeholders and users within these organizations, ensuring they realize maximum value from our solutions. You’ll act as a single point of contact, advocate on their behalf within the company, and work cross-functionally to align our resources and support the customer’s ongoing success. Your focus will be on customer satisfaction, retention, and growth, ensuring a smooth and mutually beneficial partnership. Key Responsibilities * Build and Maintain Relationships: Establish and strengthen connections with key stakeholders, decision-makers, and users to build trust and align on mutual goals. Understand their objectives and serve as their strategic advisor. * Customer Success Planning: Develop a deep understanding of each customer’s business priorities, and build tailored success plans to align with these objectives, focusing on product adoption, utilization, and expansion. * Proactive Account Management: Monitor customer engagement and proactively address any risks or issues that could impact satisfaction or retention. Collaborate with internal teams to resolve escalations promptly. * Growth and Expansion: Identify upsell, cross-sell, and renewal opportunities by educating decision-makers on the full value proposition of our product suite. Partner with sales teams to capitalize on expansion opportunities. * Voice of the Customer: Serve as the customer’s advocate, capturing their feedback and feature requests to relay to the product and development teams. Strive to address their evolving needs and improve overall satisfaction. * Reporting and Forecasting: Maintain accurate records of account activity, renewal forecasts, and expansion potential using our CRM system to provide insight into the customer’s growth trajectory. * Team Collaboration: Engage with product, sales, and support teams to ensure seamless service delivery and support strategic initiatives for your accounts. Requirements * Experience: 5+ years of experience in a Customer Success or Key Account role within the cloud, software, or technology industry, with a focus on enterprise accounts. Previous experience managing relationships with complex, large-scale customers is essential. * Relationship-Building Skills: Proven ability to establish strong connections with executive-level stakeholders and build long-lasting customer relationships. * Strategic Planning and Execution: Demonstrated experience developing and executing account plans, including success metrics, renewal strategies, and expansion roadmaps. * Customer-Centric Mindset: A passion for delivering exceptional customer experiences and an ability to advocate for the customer’s needs within the organization. * Technical Acumen: Strong understanding of enterprise technology and software solutions. Ability to effectively communicate technical information to a range of customer stakeholders. * Analytical Skills: Proficient in data analysis to identify trends, monitor engagement, and optimize the customer’s success journey. * Communication and Collaboration: Excellent verbal and written communication skills, with the ability to collaborate cross-functionally and advocate for the customer’s needs. * Up to 30% of the time for on-site meetings and relationship-building activities. * Fluency in Polish and English is required. Additional languages are a plus.   This role is ideal for a customer-centric, strategic thinker who thrives on building meaningful relationships, delivering value, and driving growth in complex enterprise accounts. Join us to help shape the future of customer success and ensure our clients achieve their desired outcomes with our solutions.   Why join JetBrains?  * Strong base salary. We offer competitive pay that reflects your skills and experience. * Flexible work location. Enjoy the freedom to work from home or from the office. * Remote work. Spend up to 30 days per year working remotely from abroad. * Extra time off. More days to relax, recharge, and do the things you love. * Medical insurance allowance. Enjoy peace of mind for you and your family * Learning and development opportunities. Access to conferences, courses, and language classes. * Language classes. Pick up the local language or sharpen your English skills. * Fuel your day. Enjoy a hot meal or receive a lunch allowance on workdays. * Mental health support. To help you feel your best, we provide easy access to professional mental health services. * Sports benefit. Enjoy an on-site gym or sports club stipend. * Internal events. Join company-wide celebrations and team gatherings. *Some benefits may vary depending on location. #LI-AG1 #LI-HYBRID We are an equal opportunity employer We know great ideas can come from anyone, anywhere. That’s why we do our best to create an open and inclusive workplace – one that welcomes everyone regardless of their background, identity, religion, age, accessibility needs, or orientation. We process the data provided in your job application in accordance with the Recruitment Privacy Policy.