Account Manager

Hibob; Greater London; Hybrid; GBP 65,000 - 95,000; Full time

Benefits offered by this job

Hybrid working from day 1

Health insurance & wellbeing cash

Vision allowance

UnMind subscription

Travel support

Job summary

HiBob is looking for an Account Manager to drive upsell opportunities within our existing client base across the EMEA region. You will collaborate with Customer Success and Renewal teams to unlock revenue and demonstrate the value of Bob to clients.

The ideal candidate has MEDDPICC experience, a proven track record in SaaS sales, and strong relationship-building skills. This role offers hybrid work in the UK with a focus on outcomes and strategic selling.

Qualifications

• EMEA book of business with expansions and upsells.
• MEDDPICC experience required, certification preferred.
• Forecast revenue and hit targets in a SaaS environment.
• Familiarity with Salesforce and value-led demos.

Responsibilities

• Identify upsell opportunities and deliver new ARR within existing accounts.
• Leverage MEDDPICC to manage complex sales cycles and close deals.
• Build consultative relationships to understand client goals.
• Collaborate with Customer Success, Renewal and Sales Engineers.
• Proactively forecast and manage a robust sales pipeline.
• Consistently meet revenue targets and KPIs for upsell.

Skills

MEDDPICC

Upsell SaaS

Forecasting

Salesforce

HR tech sales

Tools

HubSpot

Job description

About Us

HiBob is a dynamic HR technology company revolutionising how modern businesses manage and engage their workforces. Since our inception in 2015, we've experienced remarkable growth, now serving over 4,000 companies and more than 1 million active users worldwide.

Job Description

HiBob is a dynamic HR technology company revolutionising how modern businesses manage and engage their workforces. Since our inception in 2015, we've experienced remarkable growth, now serving over 4,000 companies and more than 1 million active users worldwide.

Our innovative platform, Bob, is designed to streamline HR & Payroll processes and enhance employee experiences, making it the preferred choice for modern, people first organisations. In September 2023, we secured an additional $150 million in funding, elevating our valuation to $2.7 billion and underscoring our position as a leader in the HR tech industry.

At HiBob, we are committed to fostering an exceptional workplace culture for our employees, known as \"Bobbers.\" Our team of over 1,000 professionals spans seven global offices, all dedicated to driving innovation and delivering cutting‑edge solutions that empower businesses to adapt and thrive in the evolving world of work.

Join us on our exciting growth journey as we continue to revolutionise HR technology and help businesses build exceptional workplaces.

About the Role

We’re looking for a driven and dynamic sales professional to join our team as an Account Manager, specialising in upsell opportunities within our existing client base. This role is perfect for someone who thrives on building strong relationships, executing growth opportunities, and delivering exceptional results. As an Account Manager at HiBob, you’ll play a pivotal role in expanding our footprint within client organisations by strategically positioning the value of our suite of products.

You’ll collaborate with Customer Success Managers and Renewal Managers to ensure a seamless client experience, with a primary focus of unlocking revenue potential and driving client success through consultative selling. If you’re passionate about achieving growth through strategic sales, skilled in navigating complex deals, and motivated by exceeding targets, this is the role for you.

What We’re Looking For

• Sales Expertise: Proven track record in delivering revenue through upselling in a SaaS or B2B environment.
• MEDDPICC Mastery: Hands‑on experience using the MEDDPICC framework to navigate and close complex sales cycles.
• 360 Sales Experience: Preferably experience in both new business acquisition and managing existing accounts.
• Data‑Driven and Goal‑Oriented: Ability to forecast accurately, analyse performance, and hit targets.
• Stakeholder Collaboration: Strong interpersonal skills to partner effectively with Customer Success and Renewal teams.
• Consultative Approach: Exceptional ability to uncover client’s pain points and align their needs with product offerings, ensuring value‑driven sales.

Experience and Skills

• Experience managing an EMEA book of business with KPIs centered on expansions: upsells
• MEDDPICC experience is a must have (preferably MEDDPICC certified)
• Experience accurately forecasting and achieving revenue targets in a SaaS or similar environment
• Familiarity with Salesforce
• Experience selling HR technology and conducting value‑led product demonstrations

Key Responsibilities

• Revenue Growth: Identify upsell opportunities, delivering new ARR within existing accounts.
• Strategic Sales Execution: Leverage the MEDDPICC framework to manage complex sales cycles and close deals effectively.
• Relationship Management: Build strong, consultative relationships with clients to deeply understand their goals and position HiBob solutions as integral to their success.
• Collaboration: Work closely with Customer Success, Renewal Managers and Sales Engineers to align on client needs and identify growth opportunities
• Pipeline Management: Proactively build, manage, and forecast a robust pipeline of opportunities within assigned accounts.
• Target Achievement: Consistently meet or exceed revenue targets and KPIs related to upsell.

Job Benefits

Come and Be Yourself with Us!

Being a Bobber means bringing your whole self to work - whether you're bubbly, shy, funny, bold, or something in between. We want you to feel confident to do your best work here.

Perks and Benefits

• 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!
• Temporary remote work from anywhere in the world for up to 2 months per year (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
• Pension scheme auto‑enrolment from day 1
• 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

Belonging at HiBob

Our success depends on our people, and we want HiBob to be a workplace where everyone can feel a sense of belonging and thrive, so we’re committed to being proactive at all levels so that our workforce reflects the communities in which we live, work, and hire.

We are open to all talent. All qualified applicants will receive equal consideration for employment without regard to neurodiversity, race/ethnicity, colour, national origin, religion, gender, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other federal, state or local protected class*(*US only).

We will ask you to share some voluntary personal information as you apply. We want to have an opportunity to consider a diverse pool of qualified candidates. This information will assist us in meeting that objective and in understanding how well we are doing against our inclusion and diversity ambitions. Hiring Managers do not have access to this information, and we will treat your information confidentially.