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The Role
Manage approximately 200 SMB customer accounts, driving renewals, upsells, cross-sells, and expansion revenue. Own the full commercial sales cycle from discovery through negotiation and contract execution, build customer relationships, identify whitespace, forecast pipeline, and partner with Customer Success Managers and Sales Engineers. The role requires SaaS account management experience, consultative selling, strong negotiation skills, CRM proficiency, and Eastern Time Zone availability, with NYC candidates working hybrid.
Summary Generated by Built In
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.
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.
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.
- 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: 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.
Benefits
Joining HiBob means working alongside exceptional people while being supported with competitive compensation, comprehensive benefits, and pre-IPO equity, including the perks below.
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
- 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
Skills Required
- Physically located in the Eastern Time Zone
- NYC-metro candidates must be willing and able to work from the office three days per week
- At least 2 years of experience in SaaS, software sales, or B2B account management
- Experience owning the full sales cycle from prospecting or opportunity creation through negotiation and close
- Experience managing a portfolio of 150 or more accounts
- Demonstrated 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
- Ability to engage different customer stakeholders and adapt communication 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
- Experience supporting larger or more strategic customers
- Experience with HR technology, HCM, payroll, or adjacent B2B SaaS solutions
- Familiarity with AI-enabled sales tools such as Gong Engage or LinkedIn Sales Navigator
- Self-starter mindset and strong sales acumen
- Ability to thrive in a fast-paced environment
- Excellent written and verbal communication skills
HiBob Compensation & Benefits Highlights
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Healthcare Strength — Health coverage is portrayed as robust, with multiple U.S. medical plan options that can include $0 employee premiums, plus dental, vision, HSAs/FSAs, and mental‑health resources. Employee‑only coverage is described as fully subsidized in some cases.
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Parental & Family Support — Parental leave is presented as competitive, offering 12 weeks of paid baby‑bonding leave in addition to applicable recovery or disability leave. A return‑to‑work program is also highlighted.
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Leave & Time Off Breadth — Time off includes a broad mix of 20 PTO days, quarterly “Bob Balance Days,” volunteering time, paid holidays, sick leave, and a birthday day off. Feedback suggests these extras enhance rest and flexibility beyond standard vacation.
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The Company
What We Do
HiBob helps modern, mid-size businesses transform the way they manage people, giving HR and managers all they need to connect, engage, develop, and retain top talent. Since 2015, we’ve achieved consecutive triple-digit year-over-year growth, all backed by our amazing team of Bobbers from across the globe, making us the choice HRIS of over 4000 midsize and multinational companies. Our HR platform is intuitive, data-driven, and built for the way people work today: globally, remotely, and collaboratively. Fast-growing companies across the globe such as Huel, What3words, Fiverr, and VaynerMedia rely upon Bob to help them create the best work experiences for their people.
Why Work With Us
Being a Bobber is all about being you. We want you to bring all parts of yourself to work, giving you the freedom and confidence to be the best you and do your best work. If that’s bubbly, shy, precise, funny, bold, kind, honest, brilliant, or anything in between, we’re waiting with open arms. Come join us.
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HiBob Offices
Hybrid Workspace
Employees engage in a combination of remote and on-site work.
We love collaborating and connecting with our team members in person and we hope you do too. Our team spends 2-3 days per week in our NYC office.
Typical time on-site:
2 days a week
