Account Manager - Upper Mid-Market

HiBob; United Kingdom; On-site; GBP 90,000 - 130,000; Full time

Job summary

HiBob is a global SaaS company helping modern businesses transform how they manage and develop their people. 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.

Responsibilities

• Proactive pipeline generation across your portfolio.
• Consultative selling tying customer needs to HiBob modules.
• Own opportunities from discovery to close using MEDDPICC.
• Prioritise accounts by growth potential and large opportunities.
• Collaborate with Customer Success, Renewal Managers and Sales Engineers.
• Maintain a forecast and deliver against revenue targets.

Job description

About Us

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.

• 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.