Senior Account Manager

Mosaic.tech; United Kingdom; On-site; GBP 65,000 - 100,000; Full time

Job summary

HiBob is seeking a Senior Account Manager for its Sub-Enterprise team to expand footprint within client organisations by articulating the value of our HR tech platform. You will drive upsell revenue, collaborate with Customer Success and Renewal teams, and manage complex deals using MEDDPICC.

You will build strong, consultative client relationships, forecast pipeline, and align HiBob solutions with client goals to unlock revenue potential and drive client success across EMEA.

Qualifications

• Proven track record delivering revenue through upsell in SaaS/B2B environments.
• Experience using MEDDPICC to close complex deals; MEDDPICC certification preferred.
• Experience managing an EM‑EA book with expansions (upsells) and forecasting targets.

Responsibilities

• Identify upsell opportunities and deliver new ARR within existing accounts.
• Apply MEDDPICC framework to manage complex sales cycles and close deals efficiently.
• Build and maintain consultative relationships with clients to align goals with HiBob solutions.
• Collaborate with Customer Success, Renewal Managers and Sales Engineers to address 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 framework

Sales forecasting

Upsell & cross-sell

Strategic account management

Data-driven

Stakeholder collaboration

HR tech sales

SaaS/B2B sales

Tools

Salesforce

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

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.

• 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.

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