SMB Account Executive, APJ

Hibob Inc.; Sydney; Hybrid; AUD 70,000 - 105,000; Full time

Benefits offered by this job

Share options plan

Hybrid work

Home office allowance

Remote work up to 2 months

Company events

Birthday leave

Wellbeing support

Catered lunches

Dog-friendly office

Job summary

HiBob is seeking an Associate Account Executive to win new customers across APJ and own the full sales cycle from discovery to close. You’ll help grow HiBob’s SMB business with up to 200‑seat clients and average US$25k ARR deals.

In a consultative SaaS selling environment, you’ll engage senior decision-makers, build relationships, and navigate multi-stakeholder negotiations. Hybrid Sydney HQ and global growth mindset.

Qualifications

• At least 1 year of experience in a closing sales role.
• Experience closing deals with businesses of 50+ employees.
• Demonstrated ability to generate 30-40% of your own pipeline through proactive prospecting.
• Strong discovery and communication skills, connecting customer needs to business value.
• Nice to have SaaS or technology solutions experience.

Responsibilities

• Generate new business opportunities through targeted prospecting and relationship-building.
• Own the full sales cycle, from discovery through negotiation and close.
• Understand prospects' challenges and connect them to Bob’s value.
• Deliver tailored product demonstrations.
• Maintain opportunity records and forecasts in Salesforce.

Skills

Closing sales

Pipeline generation

Discovery

Communication

SaaS sales

Relationship building

Tools

Salesforce

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.

The Role

As an Associate Account Executive, you’ll win new customers and help drive HiBob’s growth across APJ. You’ll own the full sales cycle - from generating opportunities and leading discovery to demonstrating Bob’s value, negotiating and closing.

You’ll focus on small and medium-sized businesses with up to 200 employees, with an average deal value of US$25k ARR.

SMB at HiBob is consultative selling, not simply a transactional sales motion. You’ll uncover business needs, engage senior decision-makers and navigate multi-stakeholder deals - building the skills and commercial judgement to grow your sales career.

What you’ll do

• Generate new business opportunities through targeted prospecting, outbound outreach and relationship-building.
• Own the full sales cycle, from initial discovery and qualification through to negotiation and close.
• Understand prospects’ people and business challenges, and connect those needs to Bob’s value.
• Prepare and deliver tailored product demonstrations.
• Build relationships with key decision-makers and understand their buying process, priorities and timelines.
• Maintain accurate opportunity records, next steps and forecasts in Salesforce.
• Build your network and represent HiBob at relevant industry events, trade shows and conferences.

What we’re looking for

• At least one year of experience in a closing sales role.
• Experience closing deals with businesses of 50+ employees.
• A demonstrated track record of achieving or exceeding sales targets.
• The ability to generate 30-40% of your own pipeline through proactive prospecting.
• Strong discovery and communication skills, with the ability to connect customer needs to business value.

Nice to have: Experience selling SaaS or other technology solutions.

Job 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