Commercial Account Executive

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.

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

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.

Range for this position based on qualifications and experience $130,000—$150,000 USD