Director, Customer Growth (US)

Hibob; United States; On-site; USD 153,000 - 195,000; Full time

Job summary

HiBob is seeking a strategic Director of Customer Growth to lead the Americas expansion across the US, Canada and LATAM. You will own the full Customer Growth motion, combining Account Management and Renewal Management under one strategy, forecast, and cadence.

You'll build a high-performing regional team, drive upsell, cross-sell, and renewal uplift, and partner with Sales, RevOps, Product, and CS to maximize ARR and NRR. Excellent leadership and MEDDPICC expertise required.

Qualifications

• 5+ years leading Account Management or Customer Growth in a SaaS environment.
• Proven ARR growth via upsell, cross-sell and renewal uplift.
• Experience coaching managers and cross-functional teams.
• Strong executive communication and stakeholder influence.
• Knowledge of MEDDPICC or similar enterprise sales method.

Responsibilities

• Own the Americas Customer Growth commercial outcome across US, Canada, and LATAM.
• Lead the full regional Customer Growth motion with strategy, model, forecast & cadence.
• Deliver against regional growth targets and set clear manager expectations.
• Coach leadership and build a high-performing regional team.
• Scale whitespace and lifecycle expansion while managing renewal opportunities.
• Create pipeline with signal-led account tiering and adoption insights.
• Establish weekly forecasting, pipeline review, and renewal coverage.
• Improve deal velocity using AI-driven workflows and differentiated motions.
• Coach teams on value-led selling using MEDDPICC for complex deals.
• Build executive relationships and align with cross-functional GTM leaders.

Skills

5+ years experience in SaaS commercial

Regional ARR ownership

Upsell and cross-sell mastery

Leadership of managers & multipleteams

Forecasting & pipeline in SaaS

CRM systems proficiency

MEDDPICC knowledge

Executive communication & stakeholder

HR tech experience

Tools

Salesforce

Clari

Outreach platforms

Job description

Total Americas Customer Growth UU / commercial growth performance.

Job Description

HiBob helps modern, mid-size businesses transform the way they manage people. Our HR platform gives HR leaders and managers the tools they need to connect, engage, develop, and retain their people. Built for the way people work today – globally, remotely, and collaboratively – Bob helps organizations create better work experiences at scale.

About Us

HiBob helps modern, mid-size businesses transform the way they manage people. Our HR platform gives HR leaders and managers the tools they need to connect, engage, develop, and retain their people. Built for the way people work today – globally, remotely, and collaboratively – Bob helps organizations create better work experiences at scale.

It’s an exciting time to join! 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.

About the Role

We are looking for a strategic, commercially minded Director of Customer Growth to lead HiBob’s existing-customer growth business across the US, Canada, and Latin America. This is a regional GTM leadership role with end-to-end accountability for the full Customer Growth UU motion across the Americas: expansion through upsell and cross-sell, together with renewal uplift.

Location: New York City or the surrounding area preferred; open to candidates located within the Eastern Time Zone.

Job Requirements

• 5+ years experience leading Account Management, Customer Growth, Expansion Sales, Renewals, or another commercial post-sales organization in a high-growth B2B SaaS environment
• A proven track record owning and delivering a meaningful regional recurring-revenue target across an existing customer base
• Demonstrated success growing ARR through upsell, cross-sell, and renewal uplift, with a strong understanding of recurring-revenue economics and NRR
• Experience leading managers and multiple commercial teams or motions; the ability to coach leaders as well as individual contributors is important for this role
• Proven experience leading managers and multiple commercial motions
• Ownership of a meaningful recurring-revenue target
• Demonstrated success across upsell, cross-sell and renewal uplift
• NRR, expansion ARR, renewal performance and churn-risk expertise
• Pipeline creation from the installed base, not simply pipeline management
• Strong forecasting, pipeline generation, deal and pipeline inspection, and performance-management capability in a quota-carrying SaaS environment including QBRs and renewal coverage
• Strong proficiency with Salesforce and experience with revenue intelligence and forecasting platforms such as Clari, and with outreach platforms
• Strong knowledge of MEDDPICC or a comparable enterprise sales methodology, with the ability to coach complex commercial opportunities
• Demonstrated use of AI, automation, data, and customer signals to improve seller prioritization, productivity, and commercial outcomes
• Strong commercial and analytical judgment, with the ability to move fluidly between regional strategy, operating metrics, people leadership, and individual deal execution
• Executive presence and excellent communication, coaching, and presentation skills, with the ability to influence senior customer stakeholders and cross-functional GTM leaders
• Cross-functional GTM leadership
• Separate Preferred criteria, including HR tech experience and experience leading AM + Renewal organizations together
• Experience in HR technology, HRIS, or a related enterprise software category is a plus

Job Responsibilities

• Own the Americas Customer Growth commercial outcome across the US, Canada, and Latin America, with accountability for expansion ARR from upsell and cross-sell and for commercial uplift at renewal.
• Lead the full regional Customer Growth UU motion, bringing Account Management and Renewal Management together under one clear strategy, operating model, forecast, and performance cadence.
• Deliver against regional Customer Growth targets, translating goals into clear expectations for managers and teams across pipeline creation, conversion, renewal uplift, forecast accuracy, and quota attainment.
• Lead, coach, and develop the Americas Customer Growth leadership team and organization, creating clear accountability, strong succession, and high- performance commercial culture.
• Scale the “Hunt and Harvest” model: build proactive whitespace and lifecycle expansion while ensuring renewal opportunities are systematically managed for appropriate uplift and commercial value.
• Create pipeline, not just manage it. Establish a signal-led approach using account tiering, intent data, customer lifecycle triggers, adoption insights, and structured plays to identify and prioritize the highest-value growth opportunities.
• Build a rigorous operating rhythm for weekly forecasting, pipeline inspection, deal progression, renewal coverage, QBRs, and performance management using Salesforce, Clari, and the relevant Customer Growth tooling.
• Improve productivity, average deal size, and deal velocity through AI-enabled workflows, automation, smart product bundles, scalable outreach, and differentiated high-touch and lower-touch motions.
• Coach teams on value-led selling and complex commercial execution, using MEDDPICC and consistent deal inspection to improve qualification, stakeholder alignment, and close execution.
• Build trusted executive relationships across strategic customers and act as a senior commercial escalation point for complex expansion and renewal conversations.
• Partner closely with Customer Success so customer value, adoption, risk, and commercial opportunity translate into coordinated retention and growth actions without blurring functional ownership.
• Partner with Sales, Sales Engineering, RevOps, Marketing, Product, Implementation, Finance, Legal, and Deal Desk to remove friction from the customer lifecycle and ensure Customer Growth is represented in decisions affecting expansion and renewals.
• Represent the Americas customer and market perspective in global Customer Growth strategy, sharing insights and scalable practices that strengthen HiBob’s broader growth model.
• Recruit, onboard, ramp, and retain exceptional Customer Growth talent as the organization scales.

How Success Will Be Measured

• Total Americas Customer Growth UU / commercial growth performance.
• Expansion ARR from upsell.
• ARR generated through renewal uplift.
• Net Revenue Retention (NRR) and protection of the existing revenue base.
• Regional, team, and individual quota attainment.
• Expansion and renewal pipeline creation, coverage, conversion, and forecast accuracy.
• Average deal size, deal velocity, and productivity / efficiency of the Customer Growth organization.
• Successful development, ramp, retention, and succession of a high-performing regional team.

Base salaries for this role range from $153,000 - $195,000 per year. Additionally this role has a variable compensation component.

As an HR