Account Manager

HiBob

New York (NY)

Ibrido

USD 85.000 - 100.000

Tempo pieno

38 ore fa

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Vantaggi offerti da questo lavoro

Equity in HiBob

401(k) with 3% company match

$2,500 employee referral bonus

Medical, dental, and vision coverage

$1,920 annual wellness stipend

Headspace membership

Hybrid in NY metro area

Paid time off and company holidays

Descrizione del lavoro

HiBob is seeking an Account Manager to drive expansion within our existing customer base in a quota-carrying commercial role. You will uncover needs, identify whitespace, and lead upsell, cross-sell, and renewal opportunities across HiBob's product suite.

You will own the full sales cycle—from opportunity discovery through negotiation and closing—while partnering with Customer Success Managers and Solutions Engineers to deliver an exceptional customer experience.

Competenze

2+ years of experience in SaaS or tech sales (quota-carrying)
Proven track record of owning the full sales cycle from prospecting to close
Portfolio management experience handling 150+ accounts or larger
Proactive expansion mindset with ability to identify whitespace and grow ARR

Mansioni

Identify and close upsell and cross-sell opportunities for ~200 accounts
Research accounts to uncover priorities and whitespace and build expansion hypotheses
Own renewals and negotiate terms to secure renewals
Manage the full commercial sales cycle: discovery, positioning, negotiation, contract
Build trusted relationships with stakeholders and connect business goals to HiBob's value
Use MEDDPICC to manage complex opportunities and move deals forward
Forecast and maintain a healthy pipeline of expansion opportunities
Collaborate with Customer Success Managers and Sales Engineers on account strategy
Stay current on HiBob products, trends, and sales tools

Conoscenze

Discovery

Consultative selling

Negotiation

Closing

Salesforce

MEDDPICC

Forecasting

Strumenti

Salesforce

Gong Engage

LinkedIn Sales Navigator

Descrizione del lavoro

As an Account Manager at HiBob, you’ll play a pivotal role in driving expansion across our existing customer base. In this quota-carrying commercial role, you will uncover customer needs, identify whitespace, and lead upsell, cross-sell, and renewal opportunities across HiBob's product suite.

You will own the full sales cycle - from opportunity discovery through negotiation and closing - while partnering closely with Customer Success Managers and Solutions Engineers to deliver an exceptional customer experience. Success in this role requires commercial curiosity, consultative selling, and a proactive drive to identify expansion opportunities.

Work Location & Flexibility: We have a strong preference for candidates based in the New York City metro area who can work in a hybrid model (3 days in-office). Exceptional candidates in the Eastern Time Zone (EST) will also be considered for remote work.

It’s an exciting time to join HiBob. Salesforce recently led a $166M investment in our vision to bring trusted people context into the AI-powered enterprise. As we accelerate our AI and product roadmap, you’ll have the opportunity to directly shape our next phase of growth.

Job Description

What you'll do

Identify and close upsell and cross-sell opportunities, delivering new ARR within your assigned portfolio of ~200 existing accounts.
Proactively research accounts, uncover business priorities, identify whitespace, and build compelling expansion hypotheses.
Own the renewal process for your account portfolio, proactively engaging customers to demonstrate value, negotiate terms, and secure renewals.
Own the full commercial sales cycle, including discovery, solution positioning, stakeholder engagement, negotiation, and contract execution.
Build trusted, consultative relationships with customer stakeholders and connect their business goals to the value of HiBob's products.
Use a structured sales approach, such as MEDDPICC, to manage complex opportunities and move deals forward effectively.
Build, manage, and accurately forecast a healthy pipeline of expansion opportunities.
Partner closely with Customer Success Managers and Sales Engineers to align on customer needs, account strategy, and growth opportunities.
Stay current on HiBob’s product offerings, customer trends, and relevant sales tools to continuously strengthen your approach.

What you bring

Experience & Track Record

2+ years of experience in SaaS or tech sales/account management (quota-carrying customer growth or expansion role preferred).
Proven track record of owning the full sales cycle—from prospecting and opportunity creation through negotiation and close.
Portfolio management experience handling 150+ accounts (or larger/strategic accounts), prioritizing competing needs across customer risk and growth opportunities.
Proactive expansion mindset with a demonstrated ability to identify whitespace and generate new ARR within an existing customer base.

Sales Acumen & Skills

Strong discovery, consultative selling, negotiation, and closing capabilities.
Confidence engaging diverse customer stakeholders and adapting communication in live conversations.
Familiarity with structured sales methodologies (e.g., MEDDPICC) and CRM platforms (e.g., Salesforce) for pipeline management and revenue forecasting.
Experience managing renewal cycles and exposure to AI-enabled sales tools (e.g., Gong Engage, LinkedIn Sales Navigator) is a plus.

Location & Work Style

Location: Must be physically located in the Eastern Time Zone (EST).
Hybrid Expectation: Candidates in the NYC metro area must be able to work in-office 3 days a week.
Mindset: Strong sales acumen, excellent written/verbal communication skills, and a self-starter mindset suited for a fast-paced environment.

Base salaries for this role range from $85,000 - $100,000 USD per year. This role has an additional 50% variable compensation component based on achieving revenue targets.

As an HR company, HiBob seeks to create a best-in-class employee experience for all Bobbers. We take immense pride in the diversity of our team and in creating an environment that is fair and equitable for all. Ensuring pay equity across race, gender and all other forms of diversity is pivotal to this mission. When determining salary ranges for our roles, we look at external market data and the salaries of Bobbers holding the same or similar roles. Our pay bands are wide because great candidates come to us with a broad range of experience and skill sets. When making individual pay rate decisions, we take into account the candidate’s depth of experience, their qualifications relative to incumbent employees, and their location - among other factors.

Job Benefits

Ownership & Financial

Equity in a global, high-growth HR tech SaaS leader
401(k) with a 3% company match effective the month following your start date
$2,500 employee referral bonus

Health & Wellbeing

Medical, dental, and vision coverage from day one
$1,920 annual wellness stipend to support your physical and mental wellbeing
Annual Headspace membership and expanded wellness benefits

Workplace Flexibility

Hybrid working model for Bobbers in the NY metro area
Temporary work from anywhere for up to 2 months per year (after 6 months)

Work-Life Balance

Generous paid time off and company holidays to rest, recharge, and enjoy
Bob Balance Days – 4 additional days within a calendar year - Enjoy a company-wide long weekend at the beginning of each quarter
Your birthday off — plus a special gift from us

Work From Home