Hatem Elana

Senior Business Development Manager with 7+ years of enterprise sales experience across the UAE and wider MENA region. Proven track record of driving net-new ARR, managing long, complex, multi-stakeholder deal cycles, and selling mission-critical solutions to C-suite and senior government stakeholders. Strong background in solution-based selling, territory and strategic account planning, and market build-out.

Known for disciplined pipeline management, consistent quota over-achievement, and effective collaboration with delivery and product teams.

Drive enterprise sales across the UAE and wider MENA, owning the full sales cycle from territory planning and prospecting through executive engagement, commercial negotiation, and closing multi-year agreements. Manage and expand a portfolio of strategic accounts, with a focus on long-term account growth and expansion.

Lead executive-level discovery and solution positioning, translating complex data and analytics requirements into commercially viable solutions. Partner closely with SDR and support teams to build pipeline, improve conversion rates, and maintain accurate forecasting across complex sales cycles.

Consistently exceeded annual revenue targets, having closed 100+ enterprise agreements with over USD 8m in cumulative contract value, including the largest regional partnership to date, a USD 1.35m enterprise partnership.

Completed an MBA from IE Business School in Madrid with Honors on the Dean’s List, ranking in the top 10% of the cohort. Hold a Bachelor of Science in International Management from MODUL University in Vienna, also with Dean’s List recognition.