Account Manager - SMB

XYZ Venture Capital; United Kingdom; On-site; GBP 60,000 - 90,000; Full time

Job summary

HiBob is seeking an SMB Account Manager to drive upsell opportunities within our existing client base across the EMEA region. You will partner with Customer Success and Renewal teams to unlock revenue potential and expand our footprint with strategic, value-driven engagements.

In this role you will apply MEDDPICC to navigate complex deals, forecast performance, and manage relationships with key stakeholders. Experience selling HR technology and using Salesforce is highly valued.

Qualifications

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

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.

Skills

MEDDPICC mastery

Forecasting revenue

Relationship management

Consultative selling

Cross-functional collaboration

SaaS/B2B sales

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.

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.

• 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

• 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.