Job Description

Director of Middle East Business Development
Location: Middle East - Abu Dhabi (Hybrid/Remote)
Recruitment: This position is being hired on behalf of our client as part of an executive search project.
About the Role
We are supporting our client, an international organization operating in the defense sector in the recruitment of a Director of Middle East Business Development. This high-impact leadership role is responsible for driving strategic growth across Middle Eastern defense markets, establishing high-level governmental and industry partnerships, and leading complex international business development initiatives.
The ideal candidate has deep expertise in Middle Eastern defense markets, an established network within government and industry, and a proven ability to navigate geopolitical dynamics, export controls, and compliance frameworks. This role requires a strategic leader capable of influencing senior stakeholders and delivering measurable commercial results.
Key Responsibilities
Market Strategy & Analysis

• Conduct comprehensive research on Middle Eastern defense markets and identify new opportunities for products, services, and strategic partnerships.
• Analyze geopolitical, regulatory, and competitive landscapes to inform market-entry and expansion strategies.
• Develop regional business development plans aligned with global strategic objectives.

Relationship Management & Partnerships

• Build and maintain strong relationships with key government officials, defense ministries, military leadership, and major defense contractors.
• Negotiate and secure strategic partnerships, joint ventures, distribution agreements, and cooperative initiatives.
• Represent the company at major defense exhibitions, conferences, and industry events across the Middle East

Business Development Execution

• Identify, pursue, and convert new business opportunities by understanding regional defense requirements and tailoring solutions accordingly.
• Lead the preparation and submission of complex international proposals, including pricing, commercial strategy, and compliance documentation.
• Deliver high-level presentations, briefings, and demonstrations to government and industry stakeholders.

Export Controls & Compliance

• Ensure full compliance with international export control regulations and all applicable licensing frameworks.
• Manage export licensing processes and maintain documentation in accordance with regulatory requirements.
• Stay current on evolving compliance, export control, and geopolitical regulations affecting defense business in the region.

Required Skills & Experience

• Deep knowledge of Middle Eastern defense markets, key players, procurement systems, and geopolitical considerations.
• Proven success in international business development within the defense sector.
• Strong negotiation skills and experience working directly with senior government and military stakeholders.
• Expertise in international export controls and compliance frameworks.
• Strong leadership, communication, and relationship-building capabilities.
• Fluency in English; additional Middle Eastern languages are an advantage.
• Experience with technical and proposal writing.
• Excellent written and verbal communication skills with a collaborative, team-oriented mindset.

Preferred Qualifications

• Bachelor's degree in International Relations, Business, Engineering, or a related field; advanced degree preferred.
• 7+ years of sales or business development experience in international defense markets.
• Proficiency in Microsoft Word, PowerPoint, Excel, Teams, and CRM platforms such as Salesforce.
• Ability to work outside standard hours as required (evenings, weekends) to support international partners.

Travel Requirements

• Ability to travel throughout the Middle East and occasionally to the United States for internal meetings, briefings, and training.

Additional Requirements

• Ability to manipulate and test products using basic lab/test equipment as needed.

Working Conditions

• This is a senior remote/field-based role with the primary residence based in Abu Dhabi or within the Middle East region.

Skills Required