About this role
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.