Sales Manager, Customer Growth – SMB

Hibob Inc.; United Kingdom; Hybrid; GBP 90,000 - 120,000; Full time

Benefits offered by this job

Company share options plan

Health insurance & wellbeing allowance

Annual vision allowance

Annual UnMind subscription

Travel support

Hybrid working from day 1

Home office setup allowance

Remote work up to 2 months/year

Bob balance days

Job summary

HiBob is seeking a Sales Manager of Customer Growth for EMEA to own long-term commercial success and partner value for existing customers. You will lead and develop a dedicated team of Account Managers and Renewal Managers to expand HiBob's product footprint and drive top-tier retention rates.

This leadership role requires balancing renewal optimisation with new expansion opportunities, using data-driven strategies to maximize deal size and velocity across the region.

Qualifications

• 4+ years of progressive SaaS Account Management experience with a growing portfolio.
• 3+ years leading an Account Management team with impact on growth & retention.
• Experience with MEDDPICC methodology (2+ years).
• Experience using Clari for forecasting and Salesforce; other sales tech competencies.
• Experience creating and driving adoption of AI-driven tools to enhance prospecting and outreach.
• Expertise in value-led selling and product bundling strategies.
• Solid understanding of SaaS sales cycles, forecasting, and pipeline management.
• Excellent communication skills with GTM executives.

Responsibilities

• Lead Net Revenue Retention (NRR) and ARR growth across all customer segments in EMEA.
• Evolve HiBob’s commercial model with AI-driven insights and growth strategies.
• Build, coach, and empower a high-performing team with a Hunt and Harvest mindset.
• Maintain forecasting accuracy and pipeline health using Salesforce and Clari under MEDDPICC.
• Collaborate with Customer Success, Product, and Marketing to reduce churn and unlock growth opportunities.

Skills

SaaS Account Management

Account Management leadership

MEDDPICC

Clari & Salesforce

AI-driven tools adoption

Value-led selling

Forecasting & pipeline

Executive communication

Tools

Salesforce

Clari

Job description

HiBob helps modern, mid-size businesses transform the way they manage people, giving HR and managers all they need to connect, engage, develop, and retain top talent. Since 2015, we’ve achieved consecutive triple-digit year-over-year growth, all backed by our amazing team of Bobbers from across the globe, making us the choice HRIS of over 4000 midsize and multinational companies.

Our HR platform is intuitive, data-driven, and built for the way people work today: globally, remotely, and collaboratively.

HiBob helps modern, mid-size businesses transform the way they manage people, giving HR and managers all they need to connect, engage, develop, and retain top talent. Since 2015, we’ve achieved consecutive triple-digit year-over-year growth, all backed by our amazing team of Bobbers from across the globe, making us the choice HRIS of over 4000 midsize and multinational companies.

Our HR platform is intuitive, data-driven, and built for the way people work today: globally, remotely, and collaboratively.

Come and be you with us

Being a Bobber is all about being you. We want you to bring all parts of yourself to work, giving you the freedom and confidence to be the best you and do your best work. If that’s bubbly, shy, precise, funny, bold, kind, honest, brilliant, or anything in between, we’re waiting with open arms. Come join us.

As the Sales Manager of Customer Growth, you will own the long-term commercial success and partnership value for HiBob’s existing customers across EMEA. You are responsible for leading and developing a dedicated team of Account Managers and Renewal Managers focused on expanding HiBob's product footprint and delivering world-class retention rates. This is a critical leadership role that requires balancing the immediate need for renewal optimisation with the strategic "hunt" for new expansion opportunities.

You will implement data-driven strategies to maximise deal size and velocity, ensuring our customers continuously realise value from Bob while driving sustainable, profitable growth across EMEA.

Job requirements

Requirements are often considered a measure of how equipped you are to do the job, but sometimes, they aren’t the only factor. If you don’t have nearly enough experience, or not all the skills, we’d still like to hear from you. This could be the perfect fit for you and us.

• 4+ years of progressive SaaS Account Management experience with consistent attainment, specifically growing a portfolio of diverse customer accounts.
• 3+ Proven experience managing an Account Management team with a successful impact on growth & retention target attainment.
• Required experience of at least 2 years with the MEDDPICC sales methodology.
• Required experience utilizing Clari for forecasting, pipeline inspection, and revenue intelligence, in addition to strong proficiency with Salesforce and other sales technologies.
• Demonstrated experience with creating and driving adoption of AI-driven tools (e.g., chat GPT, GPT Agents, Notebook, Clari, Gong Engage, Outreach, LinkedIn Sales Navigator) to enhance prospecting, qualification, and scalable outreach.
• Expertise in driving sales through value-led selling and product bundling strategies.
• Solid understanding of sales cycles, forecasting, and pipeline management in a high-growth SaaS environment.
• Excellent communication skills with the ability to present to and engage with GTM executives.

Job responsibilities

Lead Expansion and Retention: Own Net Revenue Retention (NRR) and ARR growth across all customer segments in EMEA.

Drive Strategic Scalability: Evolve HiBob’s commercial model with AI-driven insights and innovative sales strategies that accelerate deal volume, size, and velocity.

Elevate Team Performance: Build, coach, and empower a high-performing team with a “Hunt and Harvest” mindset, operational excellence, and alignment to the HiBob Leadership Code.

Ensure Operational Rigor: Maintain forecasting accuracy and pipeline health through Salesforce and Clari, ensuring consistent execution of the MEDDPICC framework.

Collaborate Cross-Functionally: Partner with Customer Success, Product, and Marketing to align on customer outcomes, reduce churn, and unlock new growth opportunities.

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.