Senior Account Executive, Economic Crime

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. Working knowledge of financial crime and regulatory environments, including Anti-Money Laundering and Counter-Terrorism Financing (AML/CTF), sanctions, fraud, scams, and the responsibilities of AUSTRAC and Australian law enforcement agencies. Excellent discovery, negotiation, presentation, and commercial communication skills, with the ability to translate complex technical concepts into clear business value for senior and non-technical stakeholders. Strong analytical and strategic thinking abilities, combined with a results-driven mindset and a high degree of personal accountability. Resilience, persistence, and determination when navigating lengthy sales cycles, complex procurement processes, and challenging negotiations. Excellent relationship-building skills and the ability to engage customers as a trusted strategic partner rather than simply a technology vendor. Australian citizenship is required due to the nature of the government-related work. Ability to obtain and maintain the required Australian Government security clearance (Baseline or NV1, subject to confirmation). Willingness to travel regularly within Australia, particularly to Canberra, Sydney, and Melbourne. Benefits: Opportunity to take ownership of a strategic and growing market across Australia's government and financial services sectors. The chance to contribute to meaningful initiatives addressing economic crime, illicit financial networks, financial fraud, and supply chain risks. Exposure to innovative AI-powered intelligence platforms, advanced data analytics, and cutting-edge investigative technologies. Close collaboration with experienced professionals across sales, engineering, product development, and customer success. Opportunity to build relationships with senior decision-makers across major financial institutions and government organizations. Significant ownership and autonomy in developing business opportunities, managing strategic accounts, and shaping regional growth. Professional development through exposure to complex enterprise sales environments and emerging economic security technologies. Regular opportunities to engage with customers and industry stakeholders across major Australian business centers.