Account Manager, APJ

Hibob; Sydney; Hybrid; AUD 90,000 - 150,000; Full time

Benefits offered by this job

Company share options

Hybrid work from day 1

Home office allowance

Remote work flexibility

Wellbeing programs

Dog-friendly office

Job summary

HiBob is seeking a high-performing salesperson to grow our APJ SMB and mid-market accounts. You will partner with Customer Success, Renewal Managers and Sales Engineers to uncover value and drive expansions across HiBob modules.

You’ll balance proactive outreach with larger, strategic opportunities, using MEDDPICC to guide qualification. This role emphasizes cross-functional collaboration to meet revenue targets in a dynamic SaaS environment.

Qualifications

• SaaS sales experience with ownership of closing deals and hitting revenue targets.
• Ability to generate pipeline and manage multiple opportunities across a portfolio.

Responsibilities

• Proactive pipeline generation through targeted outreach campaigns.
• Consultative selling by mapping customer goals to HiBob modules.
• Own opportunities from discovery to close using MEDDPICC framework.
• Prioritize accounts by growth potential and coordinate with Customer Success and Renewal teams.
• Maintain accurate pipeline forecasts and achieve revenue targets.

Skills

SaaS sales

Pipeline management

Consultative selling

Forecasting

Strong communication

Tools

Gong

Outreach

Job description

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.

Explore Life at HiBob APJ

The role

You'll help grow HiBob's existing customer base across APJ, managing a portfolio of SMB and mid-market accounts. 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 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.

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.
• Experience selling across APAC, using tools such as Gong and Outreach, or selling HR technology is beneficial.

Perks and benefits

Becoming a Bobber means you'll receive competitive compensation, benefits, and pre-IPO equity options alongside all of this:

• Company share options plan - every employee can eventually become a shareholder
• Hybrid working from day 1 - we come together 3 days a week in our Sydney office
• Work from home allowance - to get your home office set up!
• Temporary remote work from anywhere in the world for up to 2 months (after 6 months of employment)
• Bob balance days - Enjoy a company-wide long weekend at the beginning of each quarter
• 2 Social Impact days per year for volunteering
• Awesome employee referral program - $2,500 for each successful referral with an additional ambassador programme
• Fun company and team social events (locally and virtually with our global teams)
• We love birthdays - take the day off and receive a special gift
• Unmind access to support your wellbeing
• Catered Thursday lunches and coffee!
• Dog-friendly office

If this sounds like something you've been looking for, we'd love to have you. Come on, join our village!