This is a Early Career Solutions Lead role with Hatch based in Surry Hills, NSW, AU == Hatch == Role Seniority
- mid level, senior More about the Early Career Solutions Lead role at Hatch Early Career Solutions Lead We're looking for someone with experience in early careers or workforce strategy who can help us bring a new national early careers program to Australia's largest employers. You'll work with enterprise leaders to create meaningful paid work opportunities for university students, whether through early careers programs, contingent workforce needs, or opportunities across individual business units. We're after someone who loves thinking about workforce strategy, but gets even more excited about making things happen. Someone who can sit down with senior leaders, spot opportunities they haven't considered before, and turn those conversations into real jobs for students. We’re after someone who loves thinking about workforce strategy, but gets even more excited about closing a deal. Someone who can sit down with senior leaders, build commercial relationships, help employers figure out how to adopt Hatch Students, and build a repeatable approach to selling as we grow. What is Hatch? Founded by Adam Jacobs (cofounder THE ICONIC) and Chaz Heitner (cofounder Zip Co), Hatch’s mission is for all people to find meaning in work. AI is reshaping early career pathways, making real work experience while studying more important than ever. Hatch, the University of Sydney, and Deloitte have come together to create Hatch Students, a national initiative to give Australia's 1.5 million+ university students access to meaningful, paid work while they study. We make it easier for employers to hire students into flexible, year-round roles across their business. Our measure of success is how many students, or Hatchies, we place into work. Please see a white paper on Hatch Students here. The opportunity This is our first dedicated enterprise sales hire, working directly with our founder to grow Hatch Students. You'll need to be part salesperson, part workforce strategist, and part solution designer. You should be equally happy talking to a Chief People Officer about their talent strategy as you are sitting with a business unit leader figuring out where students could help get work done. You'll help enterprise customers identify opportunities for Hatch, shape how our solution fits into their business, and win the commercial commitments needed to make it happen. This is a hands-on commercial role. You'll be responsible for winning new enterprise customers and developing the repeatable sales approach that allows us to grow. Today, enterprise sales is founder-led, supported by our Customer Success team. We've learned a lot about what resonates with employers, but we're still figuring out the best way to sell and implement Hatch Students. You'll be right in the middle of that, working alongside our founder and teams across Product, Marketing, Customer Success, and Operations. You'll help us refine our approach, win new enterprise customers, and figure out how to make the whole process faster and more repeatable. As the business scales, there's an opportunity to help build and lead the team around you.

What you'll do
• Open doors and win enterprise customers
• Build relationships with large employers (1,000+ employees), particularly senior People & Culture executives, early careers and workforce leaders, and business unit decision-makers.
• Identify opportunities for employers to use Hatch Students as part of their early careers or broader workforce strategies.
• Own the full sales cycle, from prospecting and discovery through to solution design, negotiation, procurement, and contracting.




• Figure out how best to engage central People & Culture teams and business unit leaders, building support across both to close deals faster.
• Help employers design new early careers and workforce solutions
• Understand how customers approach early careers, workforce planning, recruitment, and contingent workforce needs.
• Help customers discover opportunities for student talent, from building early careers pipelines to meeting flexible workforce needs across their business.
• Challenge existing approaches and help business leaders identify work that university students could do.
• Design practical solutions with customers, including how Hatch fits into their existing processes and how to get the first jobs live.
• Build our enterprise go-to-market strategy as one team
• Partner closely with our founder and leaders across Product, Marketing, Customer Success, and Operations to shape and execute our enterprise acquisition strategy.
• Work with Product to identify opportunities to shorten sales cycles, remove barriers to adoption, and shape product improvements based on customer needs.
• Partner with Marketing to refine our positioning, messaging, and customer acquisition approaches, drawing on your early careers and workforce expertise.
• Experiment with different sales approaches, including how we engage People & Culture teams and business unit leaders, and turn what works into a repeatable playbook.
• Turn new customers into successful accounts
• Work alongside Customer Success and Operations to design implementation plans that help customers start hiring sooner.
• Help customers engage the right internal stakeholders and turn commercial commitments into live jobs and student placements.
• Use customer outcomes and feedback to improve our sales approach, product, and customer experience. Who we're looking for We're open to different backgrounds. You might come from early careers strategy, graduate recruitment, workforce consulting, recruitment, staffing, workforce technology, or enterprise talent solutions. What matters most is that you understand how large employers approach early careers or workforce strategy, can build credibility with senior executives and hiring leaders, and have the commercial instinct to turn opportunities into business. You Probably Bring
• Deep knowledge of early careers or workforce strategy, with experience in areas such as graduate recruitment, early talent programs, workforce planning, contingent labor, recruitment, or talent strategy.
• Experience working with large enterprise organizations and understanding how their talent and workforce decisions get made.
• Strong relationships or credibility with senior People & Culture leaders, early careers executives, workforce leaders, or business unit decision-makers.
• A consultative approach. You can get to the heart of a customer's problem, challenge their thinking, and help them design a practical solution.
• Demonstrated commercial ability, whether through selling workforce solutions, winning enterprise contracts, developing revenue-generating partnerships, or securing major customer commitments.
• An entrepreneurial mindset and the willingness to build relationships, create opportunities, and own commercial results.
• The confidence and drive to take a new national program to market without relying on an established sales process.



It would be a big advantage if you've:
• Sold early careers, recruitment, staffing, RPO, MSP, workforce consulting, or workforce technology solutions to enterprise customers.
• Worked directly with CHROs, CPOs, early careers leaders, or business unit executives to design and implement workforce programs.
• Experience engaging both central People & Culture teams and individual hiring managers to secure buy-in for new hiring programs.
• Built a current commercial offering, business line, or customer acquisition process.
• Worked in a fast-growing startup or helped scale a sales or partnerships team.
• Gained experience in enterprise B2B SaaS sales. You don't need to have held a traditional Account Executive title or carried a SaaS sales quota. But you do need to love the commercial side of the work. We're looking for someone who wants to win customers, own revenue, and build a business, rather than pursue a purely advisory or account management role. What Success Looks Like
• Shorter sales cycles: You're reducing the time it takes to turn enterprise opportunities into signed customers.
• Higher conversion rates: You're converting more opportunities into customers by finding effective ways to engage People & Culture teams and business unit leaders.
• Less founder reliance: You're independently owning and closing enterprise deals, reducing our reliance on founder-led sales.
• Faster customer activation: The customers you sign are progressing from commercial commitment to live jobs and student placements faster.
• A repeatable sales process: You've built a more effective and scalable sales playbook that other salespeople can follow as we grow. Why join Hatch? Our team is brilliant, diverse, talented, and motivated. You’ll love them ? We’re a small team, that’s kind, collaborative, and full of good humans. We care about making Australia a better place by creating more paid opportunities for students. Perks Include
• A flexible work culture: 3 days at home, 2 days in the office
• A great office in Surry Hills
• An office that loves a doggo ?
• Packages that include salary + equity so you can participate in upside
• Weekly team lunches and social events with our nearest and dearest
• Team trips (yep
- we’re still small enough that we go on little jaunts to celebrate wins)
• Generous birthday and parental leave You'll have the opportunity to bring your workforce expertise into a company that's building a new approach to connecting employers and emerging talent. Rather than working within an established recruitment or workforce model, you'll help shape how Hatch Students works with some of Australia's largest employers. You'll work directly with our founder, have meaningful ownership of our commercial direction, and help build the sales function as the business grows. Before we jump into the responsibilities of the role. No matter what you come in knowing, you’ll be learning new things all the time and the Hatch team will be there to support your growth. ? Please consider applying even if you don't meet 100% of what’s outlined ?

Key Responsibilities
• ? Winning enterprise customers
• ? Designing workforce solutions
• ? Building go-to-market strategy Key Strengths
• ? Workforce strategy
• ? Sales expertise
• ? Relationship building
• ?️ Consultative approach
• ? Entrepreneurial mindset
• ? Experience in B2B SaaS Why Hatch is partnering with Hatch on this role. Hatch exists to level the playing field for people as they discover a career that’s right for them. So when you apply you have the chance to show more than just your resume. A Final Note: This is a role with Hatch not with Hatch.

📌 Early Career Solutions Lead (Sydney)
🏢 Hatch
📍 Sydney