--- title: 'Sr. Account Executive at Hatch IT' canonical: 'https://feeny.ai/job/sr-account-executive-hatch-it-australian-capital-territory-4a8fb6ryqaq1' type: 'job' last_seen: '2026-09-07' --- # Sr. Account Executive at Hatch IT - **Company:** Hatch IT - **Location:** Australian Capital Territory - **Employment:** full-time - **Work type:** onsite - **Posted:** 2026-09-01 - **Last confirmed live:** 2026-09-07 - **Apply:** https://jobs.lever.co/hatchit/2e2b3d55-5d7c-44ff-aba2-656f249a6d14 ## 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 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. ## About Hatch IT ## Company Overview - **One-liner**: Hatch I.T. is a specialized tech recruiting partner that connects mission-driven startups with engineering, data, and product talent through flexible hiring models. - **Entity Type**: Private (Bootstrapped) - **Headquarters**: Tysons, Virginia, United States - **Founded**: 2012 - **Founders**: Tim Winkler (Founder & CEO) ## Core Business - Primary industry: Staffing and Recruiting, with a focus on technology roles for startups in defense, healthcare, AI, cybersecurity, and space. - Target customers: B2B – early-stage and high-growth startups, especially those with a national security, healthcare, or dual-use mission. - Mission or purpose statement: "Where talent meets mission" – connecting companies with skilled talent who are deeply aligned with the company’s mission and values. ## Products & Services - **RPO / Embedded Recruiting**: Dedicated recruiters embedded in the client’s culture, managing full-cycle hiring from sourcing to onboarding. - **Contingency Hiring**: Pay-only-when-you-hire model for hard-to-fill roles. - **Contract-to-Hire**: Evaluate talent on the job before committing to a full-time hire. - **Executive Search**: Finding leadership for mission-driven startups. - **Scale**: Technical consulting and recruiting services for high-growth startups. - **Stride**: Technical strategy and consulting for early-stage startups. - **hatchpad**: An online community platform for startup technologists to network, learn, and advance their careers. ## Market Standing - **Valuation**: Not publicly available (no disclosed funding rounds). - **Key Metric**: 20 employees (down 12% YoY); 94% 1-year retention rate; 28 days average time to hire. - **Notable Investors/Partners**: No external investors identified. Partners include startups across defense, healthcare, and cyber sectors. - **Growth Signals**: Active hiring for 5+ roles (Senior Data Engineer, Senior Software Engineer, etc.) with a 25% monthly increase in job postings; expanding remote/hybrid options; offices in the US and distributed team across 6 countries. ## Competitive Advantages - Specialized focus on mission-driven startups (defense, national security, healthcare, AI) – a niche that traditional staffing firms often overlook. - Flexible pricing and engagement models (contingency, contract-to-hire, RPO) tailored to startup budgets. - High retention rates (94%) and fast hiring cycles (28 days) demonstrate effective matching. - Proprietary community (hatchpad) and content (The Hatch Pad newsletter) to attract and engage technologists. ## Strategic Focus - Deepen partnerships within defense, healthcare, AI, and cybersecurity verticals. - Scale the hatchpad community to become a go-to resource for startup technologists. - Maintain a distributed remote/hybrid workforce to access talent globally while supporting clients primarily in the Washington D.C. metro area. ## Why Work Here - **Culture**: Emphasis on mission alignment, relational (not transactional) approach, and collaborative small-team environment. - **Work Policy**: Hybrid and remote roles available depending on position; some on-site roles in Washington, DC, Arlington, VA, Reston, VA, and Somerville, MA. - **Perks & Engineering Culture**: Not extensively documented, but employee reviews on LinkedIn rate Work-Life, Compensation, and Culture all at 5.0/5.0 (3 reviews). The company invests in professional community through hatchpad. - **Team**: Small (20–25 employees), with a high proportion of HR and recruiting specialists. Distributed across the US, South Africa, Canada, Romania, Bangladesh, and the Philippines. ## Sources 1. [hatchit.io](https://www.hatchit.io/) 2. [LinkedIn - hatch I.T.](https://www.linkedin.com/company/hatch-it) 3. [Built In - hatch I.T.](https://builtin.com/company/hatch-it) 4. [Lever careers page - Hatch IT](https://jobs.lever.co/hatchit) 5. 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