hatch I.T.

Sr. Account Executive

Posted 6 Days Ago

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Hiring Remotely in Australian Capital Territory, AUS

Remote

Senior level

Information Technology • Other • Software • Consulting

The Role

Own and grow enterprise sales across Australia, New Zealand, and ASEAN government and commercial markets. Generate pipeline, acquire and expand accounts, protect renewals, manage partners, and lead complex sales cycles from prospecting through close. Conduct discovery and demonstrations, navigate procurement, maintain accurate Salesforce forecasting, and collaborate with legal, product, customer success, and leadership teams. The role requires strong territory strategy, partner management, executive communication, CRM discipline, and knowledge of mission-driven technology markets.

Summary Generated by Built In

hatch I.T. is partnering with Babel Street to find a Sr. Account Executive. Please see details below:

About the Role

The Senior Account Executive will own and grow Babel Street's business across Australia, New Zealand, and ASEAN, serving as the primary driver of pipeline generation, new customer acquisition, partner engagement, account expansion, renewal protection, and revenue growth across both government and commercial markets. Operating with a high degree of autonomy, this individual will develop and execute territory strategies, manage complex sales cycles from prospecting through close, consistently achieve or exceed allocated sales quotas, build trusted relationships with customers and partners, conduct discovery sessions and solution demonstrations, navigate procurement and contracting processes, proactively manage renewals and churn risk, and identify expansion opportunities within existing accounts. The role requires strong business development discipline, the ability to balance multiple opportunities and priorities across a geographically diverse region, and close collaboration with internal teams across sales, product, customer success, legal, and leadership while maintaining accurate forecasting, CRM discipline, and a deep understanding of customer mission needs, partner ecosystems, and regional market dynamics.

About the Company

Babel Street is the trusted technology partner for the world’s most advanced identity intelligence and risk operations. They deliver advanced AI and data analytics solutions providing unmatched, analysis-ready data regardless of language, proactive risk identification, 360-degree insights, high-speed automation, and seamless integration into existing systems. Babel Street empowers government and commercial organizations to transform high-stakes identity and risk operations into a strategic advantage. The actionable insights we deliver safeguard lives and protect critical assets around the world. Babel Street is headquartered in Reston, Virginia, with regional offices in Boston, MA and Cleveland, OH, and international offices in Australia, Canada, Israel, Japan, and the U.K.

Job Essential Skills/Requirements/Experience:

4+ years of successful enterprise, public-sector or technology sales experience, preferably selling SaaS or SaaS-like B2B and B2G solutions.

Proven attainment or over-achievement of sales revenue goals, with evidence of independent prospecting, pipeline generation, qualification, forecast management and deal progression.

Experience selling to or through government, defence, law enforcement, intelligence, critical infrastructure, cyber, data, risk, national security or regulated-industry customers.

Demonstrated ability to operate across multi-country territories, preferably including AUS/NZ, ASEAN or broader APAC markets.

Ability to manage complex sales cycles from start to finish, leveraging internal resources across Sales Operations, Legal, Product, Customer Success and leadership while keeping external stakeholders moving.

Credible first-level technical demo and discovery capability for OSINT, analytics, data, AI-enabled workflows, managed attribution, vendor vetting or related mission-driven use cases.

Strong partner and reseller discipline, including the ability to qualify partner-led opportunities, clarify commercial flow, manage partner expectations and retain Babel Street ownership of value, pricing and next actions.

Ability to protect renewals and existing accounts through proactive customer engagement, account planning, renewal follow-up, churn-risk identification and expansion opportunity development.

Strong written and verbal communication skills, including the ability to engage senior executives, operational users, technical stakeholders and contracting or procurement officers.

High CRM discipline, including timely updates to SFDC or equivalent tools, accurate stage/close-date/contact-role management and clear written handover-ready account notes.

Ability to balance competing priorities and manage multiple deals, partners, renewals and internal workstreams at the same time.

Job Desirable Skills/Requirements/Experience:

Experience selling OSINT, cyber, data, analytics, AI, risk intelligence, investigative workflow or national-security related software.
Experience navigating government procurement pathways, reseller-led sales motions, partner or prime contractor structures, panel or framework procurement and large commercial procurement processes.
Existing regional network across AUS/NZ or ASEAN public-sector, defence, intelligence, law enforcement, cyber or regulated-industry communities.
Security clearance, prior government or military exposure, or national-security education.

Education:

Degree is preferred but not required depending on experience.

Skills Required

4+ years of successful enterprise, public-sector, or technology sales experience, preferably selling SaaS or SaaS-like B2B and B2G solutions
Proven attainment or over-achievement of sales revenue goals, including independent prospecting, pipeline generation, qualification, forecast management, and deal progression
Experience selling to or through government, defence, law enforcement, intelligence, critical infrastructure, cyber, data, risk, national security, or regulated-industry customers
Experience operating across multi-country territories, preferably including Australia, New Zealand, ASEAN, or broader APAC markets
Ability to manage complex sales cycles from start to finish while coordinating internal and external stakeholders
First-level technical demonstration and discovery capability for OSINT, analytics, data, AI-enabled workflows, managed attribution, vendor vetting, or related use cases
Strong partner and reseller management discipline
Ability to protect renewals and existing accounts through account planning, churn-risk identification, and expansion development
Strong written and verbal communication skills with executives, operational users, technical stakeholders, contracting officers, and procurement officers
High CRM discipline using SFDC or equivalent tools
Ability to balance multiple deals, partners, renewals, priorities, and internal workstreams
Experience selling OSINT, cyber, data, analytics, AI, risk intelligence, investigative workflow, or national-security software
Experience navigating government procurement, reseller-led sales, partner or prime contractor structures, panel or framework procurement, or large commercial procurement
Existing regional network across Australia, New Zealand, or ASEAN public-sector, defence, intelligence, law enforcement, cyber, or regulated-industry communities
Security clearance, prior government or military exposure, or national-security education
Degree

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The Company

HQ: Tysons Corner, VA

24 Employees

Year Founded: 2011

What We Do

Get behind the scenes insights from startup tech teams: https://www.myhatchpad.com/newsletter/ hatch I.T. is a specialized technology consulting firm connecting software, product, and data engineers with tech startups in emerging tech markets. We offer customized models that transform the way early-stage and high-growth startups scale. Our flagship programs include: - Scale – technical consulting and recruiting services for high-growth startups - Stride – technical strategy and consulting for early-stage startups - hatchpad – an online community platform connecting startup technologists to network, learn, and advance in their careers In true startup fashion, our roots can be traced to a garage in Leesburg, VA in 2013. While working with local startups, our Founder & CEO, Tim Winkler, realized that traditional staffing models didn’t align with the growth needs of startups. Working with those firms felt transactional and the costs were way outside a startup's budget. There was a need for a solution that was relational, community driven, and flexibly priced. With this in mind, hatch I.T. was formed, along with customized models that transform the way early-stage and high-growth startups scale. Fast forward 8 years and 15 employees later, hatch has developed a platform that provides a roadmap to guide startups from MVP through all stages of growth. After proving this model with dozens of startups across DC, Maryland, & Virginia, we realized it was needed in all emerging startup markets. If you’re a startup looking to grow your startup team, or an engineer looking for a career at an innovative tech company, connect with hatch I.T. today.