SMB Account Executive, APJ

Mosaic.tech; Sydney; Hybrid; AUD 90,000 - 120,000; Full time

Benefits offered by this job

Hybrid work

Pre-IPO equity

Share options

Home office allowance

Social events

Birthday day off

Dog-friendly office

Job summary

HiBob APJ is seeking an Associate Account Executive to drive growth across the APJ region. You will own the full sales cycle—from discovery to close—for SMBs up to 200 employees, with an average deal value of US$25k ARR.

You’ll prospect, engage senior decision-makers, demo Bob’s value, and maintain forecasts in Salesforce. The role offers hybrid work from Sydney with on-site collaboration three days a week.

Qualifications

• At least one year of experience in a closing sales role.
• Experience closing deals with businesses of 50+ employees.
• Track record of achieving or exceeding sales targets.
• Ability to generate 30-40% of your own pipeline through proactive prospecting.
• Strong discovery and communication skills.

Responsibilities

• 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.

Skills

Closing deals

Pipeline generation

Discovery

Communication

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

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