SMB Account Manager - EST

Mosaic.tech; United States; Hybrid; USD 85,000 - 100,000; Full time

Job summary

HiBob is seeking an Account Manager to grow existing customer relationships. You will own the full sales cycle, uncover needs, and drive upsell and renewals across HiBob's product suite.

A strong preference for NY metro hybrid work, with ETZ remote options for exceptional candidates. Responsibilities include identifying expansion opportunities, managing a portfolio of SMB accounts, and leveraging MEDDPICC to move deals forward.

Qualifications

• 2+ years in SaaS or B2B software sales.
• Experience managing 150+ accounts with renewal focus.
• Familiarity with MEDDPICC or similar sales methodologies.
• Strong discovery, negotiation, and closing skills.

Responsibilities

• Identify and close upsell/cross-sell opportunities within existing SMB portfolio (~200 accounts).
• Proactively research accounts to uncover priorities and whitespace for expansion.
• Own renewals and negotiate terms to secure renewal and expansion.
• Lead full sales cycle from discovery to contract signature.
• Build consultative relationships aligning business goals with HiBob products.
• Forecast pipeline and manage growth opportunities with accuracy.
• Collaborate with Customer Success and Sales Engineers to align on strategies.

Skills

Upsell strategy

Consultative selling

Sales forecasting

Stakeholder management

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, driving upsell and cross-sell opportunities and renewals 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 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.

• Identify and close upsell and cross-sell opportunities, delivering new ARR within your portfolio of existing SMB customers (~200 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.

• Physically located in EST. We cannot consider exceptions at this time. Candidates in the NYC-metro area must be willing able to work outof the office 2x a week.
• 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.
• Experience managing a portfolio of 150+ accounts, with the ability to prioritize competing needs based on renewal timelines, customer risk, and growth opportunities.
• A proven ability to proactively create expansion opportunities within an existing customer base.
• Strong discovery, consultative selling, negotiation, and closing skills.
• Experience managing an SMB 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 - $100,000 USD per year. This role has an additional 50% variable compensation component based on achieving revenue targets.