Role description
Account Manager
HiBobAs 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.
- 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.