SMB Account Executive, APJ

About HiBob

HiBob is a global SaaS company dedicated to revolutionizing how modern businesses handle and nurture their workforce. Supporting the entire employee journey—from hiring and onboarding to performance management, compensation, and workforce planning—HiBob offers a modular platform designed for business growth. With a recent $166 million investment led by Salesforce, the company is advancing its product and AI roadmap at a rapid pace.

Position Overview

As an Associate Account Executive focusing on small and medium-sized businesses (up to 200 employees) in the APJ region, you will be responsible for driving customer acquisition and expanding HiBob's growth. You will manage the complete sales process including lead generation, discovery, value demonstration, negotiation, and closure, with average deal value around $25k ARR. This role emphasizes consultative selling by uncovering business pain points, engaging with senior leaders, and navigating multi-stakeholder deals.

Key Responsibilities

• Actively pursue new business through strategic prospecting, outreach, and relationship development.
• Manage the entire sales cycle from initial qualification to closing agreements.
• Identify customer business and people challenges and align them with HiBob's offerings.
• Customize and conduct product demonstrations tailored to prospect needs.
• Build and maintain relationships with decision-makers, understanding their buying criteria and timelines.
• Keep accurate records and forecasts up to date in Salesforce.
• Participate in industry events, trade shows, and conferences as a company representative.

Candidate Profile

• Minimum of one year experience in a sales closing role.
• A history of successfully closing deals with companies having more than 50 employees.
• Proven ability to meet or exceed sales goals.
• Capable of generating 30-40% of your sales pipeline via proactive prospecting.
• Exceptional discovery and communication skills to match customer needs with business value.
• Experience in SaaS or technology sales is advantageous but not required.

Benefits and Perks

• Competitive salary alongside pre-IPO stock options enabling employee ownership.
• Hybrid work model with three days per week in the Sydney office.
• Work-from-home stipend for home office setup.
• Option to work remotely worldwide for up to two months after six months of employment.
• Quarterly 'Bob balance' company-wide long weekends.
• Two social impact volunteering days annually.
• Employee referral incentives: $2,500 per successful referral plus ambassador rewards.
• Numerous virtual and in-person social events with global teams.
• Birthday leave plus special gifts to celebrate personal milestones.
• Access to Unmind for mental health and wellbeing support.
• Weekly catered lunches and coffee provided.
• Dog-friendly office environment.