Account Manager - EST

Job requirements

• 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.

Job responsibilities

• 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.

Job benefits

• 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

• 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

• Hybrid working model for Bobbers in the NY metro area

• Temporary work from anywhere for up to 2 months per year (after 6 months)

• 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

• Home office allowance to set up your ideal workspace

• Two paid Social Impact days each year to give back to causes you care about

• Frequent team and company social events, both in-person and virtual

• Dog friendly office