Account Manager - SMB

HiBob; Greater London; Hybrid; GBP 60,000 - 90,000; Full time

Benefits offered by this job

Hybrid work from day 1

Company share options

Health insurance allowance

Vision allowance

Wellness and UnMind benefits

Cycle scheme and ticket loans

Social impact days

Birthday day off

Job summary

HiBob is seeking a driven SMB Account Manager to focus on upsell opportunities within existing client bases across the EMEA region. You will collaborate with Customer Success and Renewal teams to unlock revenue potential while delivering consultative, value-led sales.

If you thrive in complex deals and aim to exceed targets, this is your role. Join HiBob’s global team and help expand our footprint by strategically positioning our suite of HR technology products and ensuring client success

Qualifications

• Experience managing an EMEA book with expansions: upsells.
• MEDDPICC experience is a must.
• Forecasting and hitting revenue targets in a SaaS environment.
• Familiarity with Salesforce.
• Experience selling HR technology and value-led demos.

Responsibilities

• Revenue Growth: Identify upsell opportunities and deliver new ARR within existing accounts.
• Strategic Sales Execution: Use MEDDPICC to manage complex cycles and close deals.
• Relationship Management: Build consultative client relationships to understand goals and position HiBob solutions.
• Collaboration: Work with Customer Success, Renewal Managers, and Sales Engineers to align on client needs.
• Pipeline Management: Build, manage, and forecast a robust opportunity pipeline within accounts.
• Target Achievement: Meet or exceed revenue targets and upsell KPIs.

Skills

Sales Expertise

MEDDPICC Mastery

360 Sales

Data-Driven

Stakeholder Collab

Consultative Selling

Tools

Salesforce

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 SMB 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 SMB 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).