Account Manager - Upper Mid-Market

HiBob; Greater London; Hybrid; GBP 70,000 - 110,000; Full time

Benefits offered by this job

Share options

Health insurance

Vision allowance

Mental health support

Hybrid work from day 1

Home office stipend

Remote work up to 2 months yearly

Social events

Job summary

HiBob is growing its EMEA customer base, managing mid-market accounts (500-1,000 employees). You’ll work with Customer Success, Renewal Managers and Sales Engineers to uncover upsell opportunities and demonstrate value of Bob’s modular platform.

This proactive role blends consultative relationships with rigorous prospecting to exceed targets. As a Senior Sales professional, you’ll lead opportunities from discovery through negotiation and close, applying MEDDPICC and aligning client goals with

Qualifications

• Proven SaaS sales ownership with closing deals and hitting revenue targets.
• Experience applying MEDDPICC or similar sales methodology.
• Ability to generate pipeline via outbound campaigns and targeted outreach.
• Strong organisation to manage multiple opportunities at different stages.

Responsibilities

• Proactive pipeline generation with targeted outreach campaigns.
• Consultative selling aligning customer goals with HiBob modules.
• Own opportunities from discovery to close, applying MEDDPICC.
• Prioritise accounts by growth potential and coordinate with internal teams.
• Collaborate with Customer Success, Renewal Managers and Sales Engineers.
• Maintain accurate pipeline and forecast, delivering against revenue KPIs.

Skills

SaaS sales

MEDDPICC

Outreach campaigns

Account management

Pipeline management

Closure & targets

Organization

Job description

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.

About the Role

You’ll help grow HiBob’s existing customer base across EMEA, managing a portfolio of mid-market accounts (500-1,000 employees). Working closely with Customer Success Managers, Renewal Managers and Sales Engineers, you’ll identify opportunities for customers to get more value from Bob through upsell and cross-sell.

This is a proactive sales role that combines consultative relationships with a strong prospecting rhythm. You’ll build targeted outreach campaigns, lead discovery and demonstrate value, balancing shorter sales cycles with larger opportunities that require deeper engagement. If you’re motivated by uncovering opportunities, closing deals and exceeding targets, you’ll have plenty of scope to make an impact.

What You'll Do

• Proactive pipeline generation: Build targeted outreach campaigns and use sales engagement tools to uncover expansion opportunities across your customer portfolio.
• Consultative selling: Understand customers’ goals and challenges, connecting their needs to relevant HiBob modules and demonstrating clear business value.
• Sales execution: Own opportunities from discovery through demonstration, negotiation and close, applying MEDDPICC to guide qualification and progression.
• Portfolio management: Prioritise accounts by growth potential, balancing consistent outreach with focused attention on larger opportunities.
• Collaboration: Partner with Customer Success, Renewal Managers and Sales Engineers to share customer insights and coordinate growth opportunities.
• Forecasting and target achievement: Maintain an accurate pipeline and forecast, consistently delivering against revenue targets and upsell and cross-sell KPIs.

What We're Looking for

• SaaS sales experience with demonstrated ownership of closing deals and achieving revenue targets. You could be an Account Manager or an Account Executive looking to focus on growing existing customers.
• Experience in expansion, upsell or cross-sell is valuable, but previous account management experience isn't essential.
• Experience applying MEDDPICC or another structured sales methodology to qualify opportunities and move deals forward.
• A proactive approach to generating pipeline through outbound activity, targeted campaigns and consistent follow-up.
• Strong organisation and prioritisation skills, with the ability to manage a broad account portfolio and multiple opportunities at different stages.
• Drive, resilience and curiosity, alongside the initiative to work independently and collaborate effectively

Job Benefits

HiBob is a village filled with amazing people and we’re especially proud of that. It’s a place where Bobbers can be themselves. We’re about fun, dreams, hopes and ambition, just as much as we are about precision, growth, and top performance. Becoming a Bobber means you’ll receive competitive compensation, benefits, and pre-IPO equity alongside all of this:

• 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).

Please contact us if you’d like to discuss any adjustments to our process which might help you demonstrate your strengths and capabilities. We want you to bring the best of you. You can email [e-mail] or speak to the recruiter when they arrange a call with you.

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.