Commercial Account Executive

Babel Street; Reston (VA); On-site; USD 130,000 - 150,000; Full time

Benefits offered by this job

Health benefits

401(K) match

Unlimited flexible leave

12 paid holidays

Tuition reimbursement

Job summary

Babel Street is seeking a consultative, new-business Account Executive to uncover customer challenges and connect them to meaningful business outcomes. You will own the full sales cycle, from prospecting through negotiation and close, helping organizations leverage Babel Street's data and intelligence platform to improve decision-making and risk management.

The role emphasizes discovery, ROI-focused business cases, and building pipeline with executive stakeholders, while applying MEDDPICC or

Qualifications

• 5+ years of enterprise software, SaaS, data, analytics, or technology sales experience.
• Proven ability to exceed quota in a new-business acquisition role.
• Self-generates a majority of pipeline through outbound prospecting and account development.
• Exceptional discovery skills to uncover business challenges and urgency.
• Strong value-selling with ROI-driven business cases.
• Experience engaging Director, VP, and executive-level stakeholders.
• Experience managing complex, multi-stakeholder sales cycles.
• Familiarity with MEDDPICC, MEDDIC, Challenger, or Command of the Message methodologies.
• Experience selling to investigations, fraud, risk, compliance, intelligence, security, analytics, or operations teams.

Responsibilities

• Develop and execute a territory plan to acquire net-new customers.
• Generate and manage a robust pipeline via outbound prospecting, referrals, events, partners, and ABM.
• Own the full sales cycle from discovery to close.
• Conduct consultative discovery to uncover challenges, risk, and priorities.
• Build compelling business cases and articulate measurable value to executives.
• Develop trusted relationships with leaders across investigations, fraud, risk, compliance, intelligence, security, and operations.
• Identify champions and navigate multi-stakeholder buying processes.
• Apply MEDDPICC or similar methodologies to qualify opportunities and forecast accurately.
• Be a trusted advisor on customer workflows and use cases to improve information gathering and action.

Skills

Value selling

Discovery skills

Executive stakeholder engagement

Multi-stakeholder selling

CRM experience

Tools

Salesforce

Job description

Babel Street is the trusted technology partner for the world's most advanced identity intelligence and risk operations. We 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 empower s 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. For more information, visit www.babelstreet.com.

About the Role

Babel Street is seeking a consultative, new-business Account Executive who excels at uncovering customer challenges, building compelling business value, and creating executive alignment.

This role is ideal for a curious, value-driven seller who can identify complex investigative, intelligence, risk, fraud, compliance, or operational challenges and connect them to meaningful business outcomes. Success requires exceptional discovery skills, strong business acumen, disciplined opportunity management, and the ability to generate a majority of your own pipeline.

You will own the full sales cycle, from prospecting and discovery through negotiation and close, helping organizations leverage Babel Street's data and intelligence platform to improve decision-making, investigations, operational efficiency, risk mitigation, and business outcomes.

What You Will Do

• Develop and execute a territory plan focused on acquiring net-new customers.
• Generate and manage a robust pipeline through outbound prospecting, referrals, industry events, strategic partners, and account-based selling.
• Own the full sales cycle from discovery and qualification through close.
• Conduct consultative discovery to uncover business challenges, operational risks, investigative needs, and strategic priorities.
• Build compelling business cases and articulate measurable value to business, operational, and executive stakeholders.
• Develop trusted relationships with leaders across investigations, fraud, risk, compliance, intelligence, security, operations, and other business functions.
• Identify champions and navigate complex buying processes involving multiple stakeholders.
• Apply MEDDPICC or similar methodologies to qualify opportunities, manage risk, and maintain forecast accuracy.
• Become a trusted advisor on customer workflows and use cases, helping organizations improve how they collect, analyze, and act on information.
• Consistently achieve pipeline and revenue objectives.

What You Will Bring

• 5+ years of enterprise software, SaaS, data, analytics, or technology sales experience.
• Demonstrated success exceeding quota in a new-business acquisition role.
• Proven ability to self-generate a majority of pipeline through outbound prospecting and account development.
• Exceptional discovery skills with the ability to uncover business challenges, identify measurable impact, and establish urgency.
• Strong value-selling capabilities and experience building ROI-driven business cases.
• Experience engaging Director, VP, and executive-level stakeholders.
• Ability to manage complex, multi-stakeholder sales cycles.
• Experience with MEDDPICC, MEDDIC, Challenger, Command of the Message, or similar methodologies preferred.
• Experience selling to investigations, fraud, risk, compliance, intelligence, security, analytics, or operational teams is preferred.
• Strong communication, presentation, and relationship-building skills.
• Experience with Salesforce or comparable CRM platforms.

What Makes Someone Successful at Babel Street

The most successful Account Executives at Babel Street:

• Ask exceptional discovery questions.
• Uncover business problems beyond the stated need.
• Quantify business impact and operational value.
• Build trusted relationships with executive stakeholders.
• Create urgency through business outcomes rather than product features.
• Generate their own opportunities and consistently build pipeline.
• Maintain disciplined qualification and forecast accuracy.
• Sell solutions to business challenges, not software features.

Ideal Candidate

A consultative hunter who can uncover customer challenges, build compelling business value, create executive alignment, and help customers solve complex investigative, fraud, intelligence, risk, compliance, or operational problems.

Benefits at Babel Street (just to name a few...)

• Health Benefits: Babel Street covers 85-100% monthly premium costs for Medical, Dental, Vision, Life & Disability insurances - for you and your family!
• Retirement Plans:Babel Street offers both a Traditional and Roth 401(K) with a very competitive match.
• Unlimited Flexible Leave: We trust our employees to manage their own time and balance their personal and work lives.
• Holidays: Babel Street provides employees with 12 paid Federal Holidays
• Tuition Reimbursement: We are committed to investing in our employees. One way we do that is with our Tuition Reimbursement Program for continuing education.

Babel Street is anequalopportunity/affirmative actionemployer. All qualified applicants will receive consideration foremploymentwithout regard to sex, gender identity, sexual orientation, race, color, religion, national origin, disability, protected Veteran status, age, or any other characteristic protected by law. Further,Babel Street will not discriminate against applicants for inquiring about, discussing or disclosing their pay or, in certain circumstances, the pay of their co-worker,Pay Transparency Nondiscrimination. In addition, Babel Street's policy is to provide reasonable accommodation to qualified employees who have protected disabilities to the extent required by applicable laws, regulations and ordinances where a particular employee works. Upon request, we will provide you with more information about such accommodations.

Range for this position based on qualifications and experience

$130,000 — $150,000 USD