Sr. Account Executive

Babel Street; Reston, Boston, Cleveland (VA, MA, OH); Hybrid; AUD 120,000 - 180,000; Full time

Job summary

Babel Street seeks a Senior Account Executive to own and grow the business across Australia, New Zealand, and ASEAN. You will drive pipeline, new customer acquisition, partner engagement, renewals, and revenue growth across both government and commercial markets.

You will manage complex sales cycles, coordinate with internal teams, deliver credible OSINT/AI-enabled demos, and maintain accurate forecasting. A degree is preferred but not required depending on experience.

Qualifications

• 4+ years of enterprise, public-sector or technology sales experience, preferably SaaS or SaaS-like B2B/B2G solutions.
• Proven attainment of sales revenue goals with independent prospecting, pipeline generation, qualification, and deal progression.
• Experience selling to government, defence, law enforcement, intelligence, critical infrastructure or national security customers.
• Experience operating across multi-country territories, including AUS/NZ/ASEAN or APAC.
• Ability to manage complex sales cycles and coordinate with internal teams across Sales Operations, Legal, Product, and Customer Success.
• Credible first-level technical demo and discovery capability for OSINT, analytics, AI-enabled workflows, or related mission-driven use cases.
• Strong partner and reseller discipline, including qualifying partner-led opportunities and managing pricing and next actions.
• Ability to protect renewals and drive expansion within existing accounts.
• Excellent written and verbal communication skills with senior executives and procurement officers.

Responsibilities

• Own and grow Babel Street’s business across Australia, New Zealand, and ASEAN.
• Drive pipeline generation, new customer acquisition, partner engagement, renewals, and revenue growth across government and commercial markets.
• Develop and execute territory strategies; manage complex sales cycles from prospecting to close.
• Collaborate with internal teams (Sales, Product, Customer Success, Legal, Leadership) and maintain accurate forecasting and CRM discipline.
• Identify expansion opportunities and mitigate churn within existing accounts.

Skills

Enterprise sales

Public sector sales

SaaS sales

Forecasting

CRM discipline

Education

Bachelor's degree or equivalent

Tools

SFDC

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 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. For more information, visit www.babelstreet.com.

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.

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.