Enterprise Sales Manager EMEA & MEA

The Opportunity: We are seeking a highly motivated and commercially driven Enterprise Sales Manager to lead the expansion of Ookla's enterprise business across the Middle East and Africa while managing and growing a portfolio of existing strategic accounts.

The successful candidate will be responsible for identifying, developing, and closing new business opportunities across enterprise sectors including hospitality, real estate, transportation, smart cities, government, education, healthcare, retail, and large venues. The role will focus on positioning and selling Ookla's enterprise solutions portfolio, including:

• Enterprise Experience Assurance powered by Ekahau and Speedtest Certified
• Speedtest Pulse
• Customer Experience and Outage Intelligence solutions powered by Downdetector
• Speedtest Insights and Advanced Analytics services

The Enterprise Sales Manager will work closely with the VP Sales MEA, Sales Directors, Customer Success Managers, Product Specialists, and Professional Services teams to execute regional growth strategies and deliver measurable business outcomes for customers.

Expectations For Success* Develop and execute a territory and account growth strategy aligned with MEA strategic objectives.

• Identify, qualify, and close new enterprise opportunities across targeted industries.
• Build and maintain a robust sales pipeline to achieve and exceed revenue targets.
• Engage executive stakeholders including CIOs, CTOs, Digital Transformation Leaders, Customer Experience Leaders, IT Directors, and Operations Executives.
• Lead the full sales cycle from prospecting and discovery through proposal development, negotiation, and contract closure.
• Develop compelling value propositions and business cases that demonstrate measurable customer outcomes.
• Manage a portfolio of existing enterprise customers and strategic accounts.
• Drive customer retention, renewals, upsell, and cross-sell opportunities.
• Establish trusted advisor relationships with key stakeholders.
• Collaborate with Customer Solutions and Success teams to ensure customer satisfaction and long-term value realization.
• Develop relationships with system integrators, managed service providers, technology partners, consultants, and industry influencers.
• Support strategic initiatives focused on expanding Ookla's presence in adjacent industries beyond telecommunications.
• Participate in industry events, conferences, workshops, and executive briefings.
• Contribute market intelligence, competitive insights, and customer feedback to support regional strategy development.

Requirements

We are looking for the right person, not the exact list of requirements. If you believe your life experience has prepared you for similar challenges, we’d like to hear from you.

• Bachelor's degree in Information Technology, Telecommunications, Engineering, Computer Science, or a related discipline.
• MBA or advanced business qualification is advantageous.
• 7–12 years of enterprise technology sales experience with a proven track record of exceeding quota.
• Experience selling SaaS, analytics, networking, telecommunications, customer experience, cloud, managed services, or enterprise software solutions.
• Strong experience managing strategic accounts while developing new business opportunities.
• Familiarity with enterprise networking, Wi-Fi technologies, customer experience management, digital transformation, or connectivity-related solutions is highly desirable.
• Experience operating across multiple countries within the Middle East and Africa is preferred.
• Strong consultative and solution-selling capabilities.
• Excellent executive communication and presentation skills.
• Ability to translate technical capabilities into business value and outcomes.
• Strong commercial negotiation and contract management skills.
• Strategic account planning and opportunity management expertise.
• Strong analytical and problem-solving capabilities.
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