Manage approximately 200 existing SMB accounts, driving upsells, cross-sells, renewals, and expansion revenue. Own the full commercial sales cycle from opportunity identification through negotiation and contract execution. Build consultative customer relationships, uncover whitespace, forecast pipeline, and use structured sales methodologies. Partner with Customer Success Managers and Sales Engineers while maintaining accurate CRM records and staying current on products, customer trends, and sales tools.
As an Account Manager at HiBob, you’ll play a pivotal role in growing our relationships with existing customers. This is a commercial, quota-carrying role focused on uncovering customer needs, identifying whitespace, driving upsell and cross-sell opportunities and renewals across HiBob’s product suite.
You’ll own the full sales cycle—from opportunity identification and discovery through negotiation and contract signature—while partnering closely with Customer Success Managers and Sales Engineers to deliver a seamless customer experience. Success in this role comes from commercial curiosity, consultative selling, and the ability to create expansion opportunities proactively rather than waiting for customers to raise their hands.
You’ll own the full sales cycle—from opportunity identification and discovery through negotiation and contract signature—while partnering closely with Customer Success Managers and Sales Engineers to deliver a seamless customer experience. Success in this role comes from commercial curiosity, consultative selling, and the ability to create expansion opportunities proactively rather than waiting for customers to raise their hands.
**Strong preference for candidates based in the New York City area who can work in a hybrid schedule. Exceptional candidates located elsewhere will be considered if they are based in the Eastern Time Zone and able to work remotely.**
It’s an exciting time to join HiBob. Salesforce is leading a $166 million investment in the company, supporting our vision to bring trusted people context into the AI-powered enterprise. As we accelerate our product, technology, AI, and innovation roadmap, you’ll have the opportunity to help shape what comes next.
What you'll do
- Identify and close upsell and cross-sell opportunities, delivering new ARR within your portfolio of existing SMB customers (~200 accounts).
- Proactively research accounts, uncover business priorities, identify whitespace, and build compelling expansion hypotheses.
- Own the renewal process for your account portfolio, proactively engaging customers to demonstrate value, negotiate terms, and secure renewals.
- Own the full commercial sales cycle, including discovery, solution positioning, stakeholder engagement, negotiation, and contract execution.
- Build trusted, consultative relationships with customer stakeholders and connect their business goals to the value of HiBob’s products.
- Use a structured sales approach, such as MEDDPICC, to manage complex opportunities and move deals forward effectively.
- Build, manage, and accurately forecast a healthy pipeline of expansion opportunities.
- Partner closely with Customer Success Managers and Sales Engineers to align on customer needs, account strategy, and growth opportunities.
- Stay current on HiBob’s product offerings, customer trends, and relevant sales tools to continuously strengthen your approach.
What you bring
- Physically located in EST. We cannot consider exceptions at this time. Candidates in the NYC-metro area must be willing able to work out of the office 2x a week.
- 2+ years of experience in SaaS, software sales, or B2B account management, ideally in a quota-carrying customer growth, account management, or expansion-focused role.
- Demonstrated success owning the full sales cycle, from prospecting or opportunity creation through negotiation and close.
- Experience managing a portfolio of 150+ accounts, with the ability to prioritize competing needs based on renewal timelines, customer risk, and growth opportunities.
- A proven ability to proactively create expansion opportunities within an existing customer base.
- Strong discovery, consultative selling, negotiation, and closing skills.
- Experience managing an SMB customer portfolio; experience supporting larger or more strategic customers is a plus.
- Confidence engaging a range of customer stakeholders and adapting your approach in live conversations.
- Experience using Salesforce or another CRM to manage pipeline, forecast revenue, and document customer activity.
- Familiarity with structured sales methodologies, such as MEDDPICC, is preferred.
- Experience with HR technology, HCM, payroll, or adjacent B2B SaaS solutions is a plus, but not required.
- Familiarity with AI-enabled sales tools, such as Gong Engage or LinkedIn Sales Navigator, is a plus.
- A self-starter mindset, strong sales acumen, and the ability to thrive in a fast-paced environment.
- Excellent written and verbal communication skills.
Base salaries for this role range from $85,000 - $100,000 USD per year. This role has an additional 50% variable compensation component based on achieving revenue targets.
Benefits
Joining HiBob means working alongside exceptional people while being supported with competitive compensation, comprehensive benefits, and pre-IPO equity, including the perks below.
Ownership & Financial
- Equity in a global, high-growth HR tech SaaS leader
- 401(k) with a 3% company match effective the month following your start date
- $2,500 employee referral bonus
- Medical, dental, and vision coverage from day one
- $1,920 annual wellness stipend to support your physical and mental wellbeing
- Annual Headspace membership and expanded wellness benefits
- Hybrid working model for Bobbers in the NY metro area
- Temporary work from anywhere for up to 2 months per year (after 6 months)
- Generous paid time off and company holidays to rest, recharge, and enjoy
- Bob Balance Days – 4 additional days within a calendar year - Enjoy a company-wide long weekend at the beginning of each quarter
- Your birthday off — plus a special gift from us
- Home office allowance to set up your ideal workspace
- Two paid Social Impact days each year to give back to causes you care about
- Frequent team and company social events, both in-person and virtual
- Dog friendly office
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