Account Manager

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.

• 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.

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.

Sales Acumen & Skills • 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 & Work Style • 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.