Account Manager - Upper Mid-Market at HiBob

Job description

About Us HiBob is a global SaaS company helping modern businesses transform how they manage and develop their people. Behind Bob is a high-performing global go-to-market team, and APJ is a key part of our growth story. Our modular platform supports the full employee lifecycle - from hiring and onboarding to performance, compensation and workforce planning. For our sales team, that means opportunities to solve meaningful business challenges and build relationships across HR, Finance and executive leadership. HiBob recently secured a US$166 million investment led by Salesforce, supporting our vision to bring trusted people context into the AI-powered enterprise. It’s an exciting time to join as we accelerate our product and AI roadmap. About the Role You’ll help grow HiBob’s existing customer base across EMEA, managing a portfolio of mid-market accounts (500-1,000 employees). Working closely with Customer Success Managers, Renewal Managers and Sales Engineers, you’ll identify opportunities for customers to get more value from Bob through upsell and cross-sell. This is a proactive sales role that combines consultative relationships with a strong prospecting rhythm. You’ll build targeted outreach campaigns, lead discovery and demonstrate value, balancing shorter sales cycles with larger opportunities that require deeper engagement. If you’re motivated by uncovering opportunities, closing deals and exceeding targets, you’ll have plenty of scope to make an impact. What We're Looking for SaaS sales experience with demonstrated ownership of closing deals and achieving revenue targets. You could be an Account Manager or an Account Executive looking to focus on growing existing customers. Experience in expansion, upsell or cross-sell is valuable, but previous account management experience isn’t essential. Experience applying MEDDPICC or another structured sales methodology to qualify opportunities and move deals forward. A proactive approach to generating pipeline through outbound activity, targeted campaigns and consistent follow-up. Strong organisation and prioritisation skills, with the ability to manage a broad account portfolio and multiple opportunities at different stages. Drive, resilience and curiosity, alongside the initiative to work independently and collaborate effectively What You'll Do Proactive pipeline generation: Build targeted outreach campaigns and use sales engagement tools to uncover expansion opportunities across your customer portfolio. Consultative selling: Understand customers’ goals and challenges, connecting their needs to relevant HiBob modules and demonstrating clear business value. Sales execution: Own opportunities from discovery through demonstration, negotiation and close, applying MEDDPICC to guide qualification and progression. Portfolio management: Prioritise accounts by growth potential, balancing consistent outreach with focused attention on larger opportunities. Collaboration: Partner with Customer Success, Renewal Managers and Sales Engineers to share customer insights and coordinate growth opportunities. Forecasting and target achievement: Maintain an accurate pipeline and forecast, consistently delivering against revenue targets and upsell and cross-sell KPIs. Benefits HiBob is a village filled with amazing people and we’re especially proud of that. It’s a place where Bobbers can be themselves. We’re about fun, dreams, hopes and ambition, just as much as we are about precision, growth, and top performance. Becoming a Bobber means you’ll receive competitive compensation, benefits, and pre-IPO equity alongside all of this: Company share options plan - every employee can eventually become a shareholder Cash allowance for health insurance & wellbeing Annual vision allowance Annual UnMind subscription with wellness benefits including coaching and therapy sessions Travel support (cycle scheme and season ticket loans) Hybrid working from day 1 Work from home allowance - to get your home office set up!