Sr. Account Executive

Hatch IT; Canberra; On-site; AUD 120,000 - 160,000; Full time

Job summary

Babel Street partnered with Hatch IT to find a Senior Account Executive to drive sales across Australia, New Zealand, and ASEAN. You will own pipeline, engage government and commercial customers, and manage complex deals from prospecting through close.

The role requires proven SaaS sales success, strong stakeholder engagement, and the ability to navigate procurement processes while collaborating with cross-functional teams.

Qualifications

• 4+ years in enterprise/public-sector or technology sales (SaaS/B2B/B2G).
• Proven track record of meeting/ exceeding sales quotas and pipeline growth.
• Experience selling to government, defence, intelligence, or regulated sectors.

Responsibilities

• Own and grow Babel Street's business across AUS/NZ/ASEAN.
• Drive pipeline generation and new customer acquisition; manage renewals and expansion.
• Lead complex sales cycles from prospecting to close with cross-functional teams.
• Maintain accurate forecasting and CRM discipline; provide strategic account planning.

Skills

Enterprise sales

Public-sector sales

SaaS sales

Forecast management

CRM discipline

Stakeholder management

Education

University degree preferred

Tools

SFDC (Salesforce)

Job description

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 inReston, Virginia, withregionaloffices in Boston,MAand Cleveland, OH, andinternationaloffices inAustralia, 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.