This is a Enterprise Sales Lead role with Hatch based in Surry Hills, NSW, AU

== Hatch ==

Role Seniority - mid level, senior

More About The Enterprise Sales Lead Role At Hatch

Enterprise Sales Lead

We're looking for an Enterprise Sales Lead to help us build a new way for large employers to access talent. You'll take over founder-led sales, win enterprise customers, and help figure out how to sell something that doesn't fit neatly into an established category.

We’re after someone who loves getting stuck into a deal but also can’t stop thinking about the broader sales playbook. Someone who’s excited to build the process and build a team around it, not just follow an existing sales motion.

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 key than ever. Hatch has launched 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.

We're looking for our first dedicated enterprise salesperson to help us figure out how to take this to market and build a repeatable sales engine.

This is a role for someone who's seen what great sales can look like at scale, but still loves getting into the weeds. You love building relationships and closing deals, but you can't help thinking about the bigger picture. How could we improve our pitch? What could we change in the product to make it easier to buy? How should pricing, marketing, and customer success fit together?

We've got some interesting challenges to crack. For example, selling to large employers means working with both central People & Culture teams and business unit leaders. Who do we talk to first? How do we get everyone on board? And how do we turn a great conversation into students actually starting work?

Today, sales is founder-led, with support from 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 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 own deals from start to finish, experiment with new approaches, and help us build something repeatable.

And as we grow, we'd love for you to build and lead a team around the sales process you've helped create. But first, we need someone who's excited to roll up their sleeves and do the selling themselves.

What you'll do

- Own enterprise sales from start to finish
- Build and manage a pipeline of large enterprise customers (1,000+ employees).
- Lead complex sales conversations with senior People & Culture executives, workforce leaders, and business unit decision-makers.
- Own the full sales cycle, from prospecting and discovery through to solution design, negotiation, procurement, and contracting.




- Build relationships across multiple stakeholders to create the internal support needed to get deals done.
- Help customers figure out how to use Hatch Students
- Understand customers' workforce challenges and identify where Hatch could add value.
- Help customers explore different use cases, from contingent workforce needs to early careers and talent pipelines.
- Work with customers to design how Hatch would operate within their business, including hiring processes, stakeholder responsibilities, and implementation plans.
- Turn broad interest into concrete hiring opportunities and credible plans to get 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 test customer segments, refine our positioning and messaging, and develop more effective ways to generate demand.
- Experiment with different sales approaches and turn what works into a repeatable playbook, from discovery and qualification through to closing.
- Turn new customers into successful accounts
- Work alongside Customer Success and Operations to shape implementation plans and set customers up for success from the outset.
- Stay involved in turning initial customer commitments into live jobs and successful student placements.
- Use customer outcomes and feedback to continually improve our sales approach, product, and customer experience.

Who we're looking for We're looking for a strong enterprise salesperson who loves selling but is equally excited about building something from scratch.

You Probably Have

- Proven enterprise B2B sales experience, ideally in SaaS or another complex solution-selling environment.
- A track record of personally winning and closing deals with large organisations, including navigating multiple decision-makers and complex buying processes.
- Exceptional consultative selling skills. You know how to uncover problems, challenge assumptions, and help customers shape solutions they haven't considered before.
- Experience building your own pipeline and creating demand, rather than relying exclusively on inbound leads.
- A builder's mindset. You're comfortable working without an established playbook and enjoy figuring out what works.
- Strong commercial judgment, executive presence, and the ability to communicate complex ideas clearly.
- An appetite for getting your hands dirty, moving quickly, and taking ownership of outcomes.

It would be a big advantage if you've:

- Been an early or founding AE at a fast-growing startup.




- Helped build or scale an enterprise sales function, including developing processes or coaching other sellers.
- Sold products or solutions in the early careers, talent, recruitment, or workforce space, particularly where customer education and change management were required.
- Sold into large enterprises where you've had to win buy-in from both central People & Culture teams and hiring managers or leaders within business units.

You don't need all of these. We're particularly interested in people who combine exceptional selling ability with the ambition to build and eventually lead a team.

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 understanding their workforce challenges and helping them see how Hatch could work for them.
- 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 join at a rare point in our growth: early enough to help shape our commercial strategy, but with real customers, partnerships, and a product already in market. You'll have the opportunity to work directly with our founder, take ownership of a major part of the business, and build the foundations of an enterprise sales function.

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

- ? Owning enterprise sales
- ? Helping customers use Hatch Students
- ? Building go-to-market strategy

Key Strengths

- ? Enterprise B2B sales experience
- ?️ Consultative selling skills
- ? Pipeline management
- ? Experience in early careers or recruitment space

- ? Startup experience
- ? Team leadership

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 than just your resume. A Final Note: This is a role with Hatch not with Hatch.

📌 Enterprise Sales Lead (Sydney)
🏢 Hatch
📍 Sydney