Account Manager - EST

Mosaic.tech; United States; Hybrid; USD 85,000 - 109,000; Full time

Job summary

HiBob is seeking an Account Manager to grow relationships within our existing customer base, driving upsell and cross-sell opportunities across our product suite. You’ll own the full sales cycle—from discovery to contract signature—while collaborating with Customer Success Managers, Renewal Managers, and Sales Engineers to deliver a seamless customer experience.

Strong preference for candidates in the New York City area on a hybrid schedule; exceptional candidates outside NYC may be considered

Qualifications

• 2+ years of experience in SaaS, software sales, or B2B account management with quota.
• Proven ability to own the full sales cycle from discovery to close.
• Strong discovery, consultative selling, negotiation, and closing skills.

Responsibilities

• Identify, develop, and close upsell and cross-sell opportunities within existing customers.
• Proactively research accounts, uncover business priorities, identify whitespace, and build expansion hypotheses.
• 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 like MEDDPICC to manage complex opportunities and move deals forward.
• Build, manage, and forecast a healthy pipeline of expansion opportunities.
• Partner with Customer Success Managers, Renewal Managers, and Sales Engineers to align on needs and growth opportunities.
• Stay current on HiBob’s product offerings, trends, and relevant sales tools.

Skills

SaaS sales

Quota carrying

Prospecting

Negotiation

CRM (Salesforce)

MEDDPICC

Communication skills

Tools

Salesforce

Job description

As an Account Manager at HiBob, you’ll play a pivotal role in growing our relationships with existing customers. This is a commercial, quota-carrying role focused on uncovering customer needs, identifying whitespace, and driving upsell and cross-sell opportunities across HiBob’s product suite.

You’ll own the full sales cycle—from opportunity identification and discovery through negotiation and contract signature—while partnering closely with Customer Success Managers, Renewal Managers, and Sales Engineers to deliver a seamless customer experience. Success in this role comes from commercial curiosity, consultative selling, and the ability to create expansion opportunities proactively rather than waiting for customers to raise their hands.

**Strong preference for candidates based in the New York City area who can work in a hybrid schedule. Exceptional candidates located elsewhere will be considered if they are based in the Eastern Time Zone and able to work remotely.**

It’s an exciting time to join HiBob. Salesforce is leading a $166 million investment in the company, supporting our vision to bring trusted people context into the AI-powered enterprise. As we accelerate our product, technology, AI, and innovation roadmap, you’ll have the opportunity to help shape what comes next.

• Drive revenue growth by identifying, developing, and closing upsell and cross-sell opportunities within an existing customer base.
• Proactively research accounts, uncover business priorities, identify whitespace, and build compelling expansion hypotheses.
• 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, Renewal 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.

• Are you physically located in EST? We cannot consider exceptions at this time.
• 2+ years of experience in SaaS, software sales, or B2B account management, ideally in a quota-carrying customer growth, account management, or expansion-focused role.
• Demonstrated success owning the full sales cycle, from prospecting or opportunity creation through negotiation and close.
• A proven ability to proactively create expansion opportunities within an existing customer base.
• Strong discovery, consultative selling, negotiation, and closing skills.
• Experience managing a Mid-Market customer portfolio; experience supporting larger or more strategic customers is a plus.
• Confidence engaging a range of customer stakeholders and adapting your approach in live conversations.
• Experience using Salesforce or another CRM to manage pipeline, forecast revenue, and document customer activity.
• Familiarity with structured sales methodologies, such as MEDDPICC, is preferred.
• Experience with HR technology, HCM, payroll, or adjacent B2B SaaS solutions is a plus, but not required.
• Familiarity with AI-enabled sales tools, such as Gong Engage or LinkedIn Sales Navigator, is a plus.
• A self-starter mindset, strong sales acumen, and the ability to thrive in a fast-paced environment.
• Excellent written and verbal communication skills.

Base salaries for this role range from $85,000 - $109,000 USD per year. This role has an additional variable compensation component based on achieving revenue targets.