Accountabilities:

Drive new business acquisition: Develop and execute strategic account plans targeting Australian federal and state government agencies, law enforcement organizations, and major financial institutions. Identify new opportunities and independently generate the majority of your sales pipeline through prospecting, professional networks, industry events, and strategic outreach.
Expand existing customer relationships: Identify opportunities to increase product adoption within established accounts by extending solutions across additional departments, directorates, and business units. Develop relationships with new stakeholders and unlock additional purchasing opportunities.
Lead consultative sales engagements: Conduct in-depth discovery sessions to understand customer challenges, investigative bottlenecks, data accessibility gaps, and the financial or operational impact of undetected economic crime. Translate these challenges into measurable business opportunities.
Manage and qualify opportunities: Apply structured sales methodologies such as MEDDPICC, Challenger, or equivalent frameworks to assess customer needs, purchasing authority, budgets, decision-making processes, and timelines. Maintain disciplined qualification standards and prioritize opportunities with strong closing potential.
Build strategic stakeholder relationships: Establish trusted relationships with senior financial crime executives, AML/CTF and sanctions specialists, investigation leaders, government agency representatives, and procurement teams. Navigate complex enterprise buying processes, including tenders, procurement panels, security assessments, and legal reviews.
Demonstrate solution value: Deliver compelling product demonstrations showcasing how connected commercial intelligence and investigative tools can uncover illicit financial activity, identify beneficial ownership structures, and trace complex networks. Lead customer trials and proof-of-concept initiatives that support operational adoption.
Communicate technical and commercial value: Explain data provenance, traceability, and auditability to senior stakeholders, demonstrating how reliable intelligence supports defensible investigative decisions in highly regulated environments.
Manage sales performance and forecasting: Maintain a rolling pipeline equivalent to four times your sales target within Salesforce, provide accurate forecasts, and communicate progress and risks to leadership.
Collaborate cross-functionally: Work closely with presales teams, forward-deployed engineers, Customer Success, and Product teams to deliver effective customer solutions and share market feedback that informs product development.
Travel across Australia: Meet customers and prospects regularly, particularly across Canberra, Sydney, and Melbourne, with travel expected to represent up to approximately 25% of the role.

Requirements

Approximately 5–10 years of experience selling software, technology, or data solutions, preferably to government organizations or financial services institutions.
A proven track record of acquiring new enterprise customers, with demonstrable examples of successfully opening new accounts and generating business opportunities independently.
Strong experience in business development, including cold outreach, strategic prospecting, relationship-led selling, and building a pipeline from the ground up.
Established professional relationships within Australian government, banking, financial services, or economic crime sectors, or a demonstrated ability to build trusted relationships with senior decision-makers in these environments.
Experience managing complex enterprise sales cycles, from initial prospecting and discovery through negotiation, procurement, and deal closure.
Demonstrated success in expanding existing accounts by securing additional use cases, engaging new business units, and developing long-term, multi-team customer relationships.
Strong knowledge of structured sales methodologies, such as MEDDPICC, Challenger, Miller Heiman, or comparable qualification and sales frameworks.

How Jobgether works

We use an AI-powered matching process to ensure your application is reviewed quickly, objectively, and fairly against the role's core requirements. Our system identifies the top-fitting candidates, and this shortlist is then shared directly with the hiring company. The final decision and next steps (interviews, assessments) are managed by their internal team.

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