Senior Account Manager

HiBob; Greater London; Hybrid; GBP 90,000 - 130,000; Full time

Benefits offered by this job

Hybrid working from day 1

Company share options

Health insurance

Annual vision allowance

UnMind subscription

Travel support

Work from home allowance

Bob balance days

Social impact days

Pension scheme

Referral program

Job summary

HiBob is seeking a Senior Account Manager for the Sub-Enterprise team to expand our footprint within client organisations by strategically positioning our product suite. You will work with Customer Success and Renewal teams to unlock revenue potential and drive client success through consultative selling.

You will manage an EMEA book, forecast accurately, and leverage MEDDPICC to close complex SaaS deals. Hybrid working from day 1 and a competitive benefits package are offered.

Qualifications

• Proven track record in delivering revenue through upselling in a SaaS/B2B environment.

Responsibilities

• Identify upsell opportunities and deliver new ARR within existing accounts.
• Leverage the MEDDPICC framework to navigate complex sales cycles and close deals.
• Build consultative relationships with clients to understand goals and position HiBob solutions.
• Collaborate with Customer Success, Renewal Managers and Sales Engineers to align on client needs.
• Proactively build, manage and forecast a robust pipeline within assigned accounts.
• Consistently meet or exceed revenue targets and KPIs related to upsell.

Skills

MEDDPICC

360 Sales

Forecasting

Stakeholder Collaboration

Consultative Selling

EMEA Experience

Revenue Targets

Salesforce

Tools

Salesforce

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

As a Senior Account Manager within HiBob’s Sub-Enterprise team, 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.

Job Resposibilities

• 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.

About You

Sales Expertise: Proven track record in delivering revenue through upselling in a SaaS/B2B environment.

• Hands-on experience using the MEDDPICC framework to navigate and close complex sales cycles is essential, with MEDDPICC certification preferred.
• 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 managing an EMEA book of business with KPIs centered on expansions: upsells
• 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

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).

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.