Account Manager

HiBob•,

6d•$85,000 - $100,000•Hybrid

About The Position

As an Account Manager at HiBob, you will drive expansion across an existing customer base in a quota-carrying commercial role. You will uncover customer needs, identify whitespace, and lead upsell, cross-sell, and renewal opportunities across HiBob’s product suite. The portfolio consists of approximately 200 existing SMB customer accounts. You will own the full sales cycle, from opportunity discovery through negotiation and closing, and partner closely with Customer Success Managers and Sales Engineers to provide an exceptional customer experience. The role calls for commercial curiosity, consultative selling, proactive expansion opportunity identification, strong sales acumen, and a self-starter mindset suited to a fast-paced environment. Candidates must be physically located in the Eastern Time Zone. HiBob strongly prefers candidates in the New York City metro area who can work in a hybrid model with three days in the office each week; exceptional candidates elsewhere in the Eastern Time Zone may be considered for remote work. The stated base salary range is $85,000–$100,000 USD per year, with an additional 50% variable compensation component based on revenue targets.

Requirements

At least 2 years of experience in SaaS or technology sales or account management; quota-carrying customer growth or expansion experience is preferred.
A proven track record of owning the full sales cycle, from prospecting and opportunity creation through negotiation and close.
Experience managing a portfolio of 150 or more accounts, or larger or strategic accounts, while prioritizing customer risks and growth opportunities.
A proactive expansion mindset and 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 such as MEDDPICC and CRM platforms such as Salesforce for pipeline management and revenue forecasting.
Experience managing renewal cycles.
Must be physically located in the Eastern Time Zone.
Strong sales acumen, excellent written and verbal communication skills, and a self-starter mindset suited to a fast-paced environment.

Nice To Haves

Quota-carrying customer growth or expansion experience.
Exposure to AI-enabled sales tools such as Gong Engage or LinkedIn Sales Navigator.

Responsibilities

Identify and close upsell and cross-sell opportunities, delivering new ARR within a portfolio of approximately 200 existing SMB customer accounts.
Research accounts, uncover business priorities, identify whitespace, and develop expansion hypotheses.
Own the renewal process, demonstrating value, negotiating terms, and securing 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 HiBob’s products.
Use a structured sales approach such as MEDDPICC to manage opportunities and advance deals.
Build, manage, and accurately forecast a pipeline of expansion opportunities.
Partner with Customer Success Managers and Sales Engineers on customer needs, account strategy, and growth opportunities.
Stay current on HiBob’s products, customer trends, and relevant sales tools.