Account Manager

Who you are

• Experience managing an EMEA book of business with KPIs centered on expansions: upsells
• MEDDPICC experience is a must have (preferably MEDDPICC certified)
• Experience accurately forecasting and achieving revenue targets in a SaaS or similar environment
• Familiarity with Salesforce
• Experience selling HR technology and conducting value-led product demonstrations
• Sales Expertise: Proven track record in delivering revenue through upselling in a SaaS or B2B environment
• MEDDPICC Mastery: Hands-on experience using the MEDDPICC framework to navigate and close complex sales cycles
• 360 Sales Experience: Preferably experience in both new business acquisition and managing existing accounts
• Data-Driven and Goal-Oriented: Ability to forecast accurately, analyse performance, and hit targets
• Stakeholder Collaboration: Strong interpersonal skills to partner effectively with Customer Success and Renewal teams
• Consultative Approach: Exceptional ability to uncover client’s pain points and align their needs with product offerings, ensuring value-driven sales

What the job involves

• We’re looking for a driven and dynamic sales professional to join our team as an SMB Account Manager, specialising in upsell opportunities within our existing client base. This role is perfect for someone who thrives on building strong relationships, executing growth opportunities, and delivering exceptional results. As an SMB Account Manager at HiBob, you’ll play a pivotal role in expanding our footprint within client organisations by strategically positioning the value of our suite of products
• You’ll collaborate with Customer Success Managers and Renewal Managers to ensure a seamless client experience, with a primary focus of unlocking revenue potential and driving client success through consultative selling. If you’re passionate about achieving growth through strategic sales, skilled in navigating complex deals, and motivated by exceeding targets, this is the role for you
• Revenue Growth: Identify upsell opportunities, delivering new ARR within existing accounts
• Strategic Sales Execution: Leverage the MEDDPICC framework to manage complex sales cycles and close deals effectively
• Relationship Management: Build strong, consultative relationships with clients to deeply understand their goals and position HiBob solutions as integral to their success
• Collaboration: Work closely with Customer Success, Renewal Managers and Sales Engineers to align on client needs and identify growth opportunities
• Pipeline Management: Proactively build, manage, and forecast a robust pipeline of opportunities within assigned accounts
• Target Achievement: Consistently meet or exceed revenue targets and KPIs related to upsell

Benefits

• Company share options plan
• Flexible hybrid working model
• Work from home allowance: to get your home office set up how you like it
• Volunteering days: Two days each year to support your community
• Employee referral program paying up to $2,500 for each successful referral
• Work from anywhere: Temporary remote work from anywhere in the world for up to two months (after six months of employment)
• Fun company and team social events (locally and virtually with our global teams)
• Bob Balance Days: A company-wide long weekend at the beginning of each quarter (four additional days of leave)
• Generous annual leave allowance
• Pension scheme or savings plan
• Birthday day off: Take the day off and receive a special gift
• Private health coverage
• Cash allowance for health insurance
• Travel season ticket loan
• Headspace subscription to help look after your mental health