Account Manager

About HiBob

HiBob is an innovative HR technology company transforming how contemporary businesses handle and engage their personnel. Established in 2015, the company has rapidly expanded, servicing over 4,000 clients and more than 1 million active users globally. Their flagship platform, Bob, simplifies HR and payroll processes while enhancing employee engagement, favored by progressive, people-first organizations. Recently, HiBob raised an additional $150 million, boosting its valuation to $2.7 billion, cementing its leadership in the HR tech field.

HiBob values an outstanding internal culture, referred to as “Bobbers.” With a workforce exceeding 1,000 employees across seven international offices, the company remains focused on innovation and delivering state-of-the-art solutions that empower businesses to succeed amid changes in the workplace environment.

Role Overview

The Account Manager will concentrate on upselling existing accounts, working to uncover growth opportunities within the current client portfolio. This position is ideal for sales professionals who excel in relationship building, growth execution, and achieving remarkable outcomes. The role involves close partnership with Customer Success and Renewal Managers to ensure clients receive a seamless and value-driven experience, focusing on revenue growth using strategic consultative sales tactics.

Primary Responsibilities

• Drive revenue expansion by identifying and capitalizing on upsell opportunities within assigned accounts, generating new Annual Recurring Revenue (ARR).
• Utilize the MEDDPICC sales methodology to manage complex sales processes and successfully close deals.
• Develop strong consultative relationships with clients to deeply understand their objectives and position HiBob’s offerings as critical to their success.
• Collaborate cross-functionally with Customer Success, Renewal Managers, and Sales Engineers to align on client requirements and identify growth potential.
• Proactively manage and forecast a comprehensive pipeline of upsell opportunities within existing accounts.
• Consistently meet or surpass revenue targets and key performance indicators related to upsell sales.

Experience and Skills Required

• Proven success in generating revenue through upselling in SaaS or B2B sales environments.
• Extensive experience employing the MEDDPICC sales framework; certification is preferred.
• Proven ability to manage an EMEA book of business focused on expansions and upsells.
• Strong skills in forecasting accurately and meeting revenue goals in SaaS or similar sectors.
• Proficiency with Salesforce CRM.
• Experience in selling HR technology and conducting value-based product demonstrations.
• Consultative selling skills to align customers’ pain points with product solutions effectively.

Perks and Benefits

• Opportunity to participate in the company’s share options plan, enabling employees to become shareholders.
• Cash allowance for health insurance and wellbeing initiatives.
• Annual vision care allowance.
• Subscription to UnMind wellness platform including coaching and therapy sessions.
• Travel assistance programs such as cycle schemes and season ticket loans.
• Hybrid working available from the first day of employment.
• Work-from-home stipend for home office setup.
• Eligibility for temporary remote work worldwide for up to two months per year after six months of service.
• Quarterly company-wide long weekend "Bob balance days."
• Two social impact volunteering days annually.
• Generous employee referral program with $2,500 reward per successful referral plus an ambassador program.
• Automatic pension scheme enrollment starting day one.
• Engaging company and team social events both locally and virtually with global teams.
• Birthday leave and special birthday gift.

Diversity and Inclusion

HiBob is committed to creating an inclusive workplace that reflects the communities in which it operates. All qualified candidates will be considered without discrimination based on neurodiversity, ethnicity, gender identity, religion, age, disability, veteran status, or any other protected characteristic. The company encourages candidates to request accommodations during the recruitment process to showcase their capabilities fully.

Applicants may be asked to provide voluntary personal data during application to support HiBob's diversity and inclusion initiatives, which will be handled confidentially and without manager access.