Director, Customer Growth (US)

HiBob•,

4d•$153,000 - $195,000•Hybrid

About The Position

HiBob is seeking a strategic, commercially minded Director of Customer Growth to lead the company's existing-customer growth business across the US, Canada, and Latin America. This is a regional Go-To-Market leadership role with end-to-end accountability for the entire Customer Growth motion across the Americas, focusing on expansion through upsell and cross-sell, as well as renewal uplift. Reporting into Customer Growth leadership, the role involves leading the regional Account Management and Renewal Management organization through its people managers, establishing the strategy, operating rhythm, and commercial standards necessary to achieve predictable growth from HiBob’s installed customer base. The Americas is identified as a critical growth market for HiBob, and the mandate is to build a scalable, high-performance Customer Growth engine that capitalizes on opportunities across the customer lifecycle, deepens strategic customer relationships, and enhances HiBob’s presence and brand awareness through a growing base of successful customers. The role requires balancing proactive "Hunt" for expansion opportunities with disciplined "Harvest" execution at renewal. Efficiency is paramount, with growth expected to scale through sharper prioritization, account tiering, intent signals, AI and automation, smart bundling, and repeatable commercial playbooks, rather than linear headcount growth.

Requirements

5+ years experience leading Account Management, Customer Growth, Expansion Sales, Renewals, or another commercial post-sales organization in a high-growth B2B SaaS environment
A proven track record owning and delivering a meaningful regional recurring-revenue target across an existing customer base
Demonstrated success growing ARR through upsell, cross-sell, and renewal uplift, with a strong understanding of recurring-revenue economics and NRR
Experience leading managers and multiple commercial teams or motions; the ability to coach leaders as well as individual contributors is important for this role
Proven experience leading managers and multiple commercial motions
Ownership of a meaningful recurring-revenue target
Demonstrated success across upsell, cross-sell and renewal uplift
NRR, expansion ARR, renewal performance and churn-risk expertise
Pipeline creation from the installed base, not simply pipeline management
Strong forecasting, pipeline generation, deal and pipeline inspection, and performance-management capability in a quota-carrying SaaS environment including QBRs and renewal coverage
Strong proficiency with Salesforce and experience with revenue intelligence and forecasting platforms such as Clari, and with outreach platforms
Strong knowledge of MEDDPICC or a comparable enterprise sales methodology, with the ability to coach complex commercial opportunities
Demonstrated use of AI, automation, data, and customer signals to improve seller prioritization, productivity, and commercial outcomes
Strong commercial and analytical judgment, with the ability to move fluidly between regional strategy, operating metrics, people leadership, and individual deal execution
Executive presence and excellent communication, coaching, and presentation skills, with the ability to influence senior customer stakeholders and cross-functional GTM leaders
Cross-functional GTM leadership

Nice To Haves

HR tech experience
Experience leading AM + Renewal organizations together
Experience in HR technology, HRIS, or a related enterprise software category is a plus

Responsibilities

Own the Americas Customer Growth commercial outcome across the US, Canada, and Latin America, with accountability for expansion ARR from upsell and cross-sell and for commercial uplift at renewal.
Lead the full regional Customer Growth UU motion, bringing Account Management and Renewal Management together under one clear strategy, operating model, forecast, and performance cadence.
Deliver against regional Customer Growth targets, translating goals into clear expectations for managers and teams across pipeline creation, conversion, renewal uplift, forecast accuracy, and quota attainment.
Lead, coach, and develop the Americas Customer Growth leadership team and organization, creating clear accountability, strong succession, and high-performance commercial culture.
Scale the “Hunt and Harvest” model: build proactive whitespace and lifecycle expansion while ensuring renewal opportunities are systematically managed for appropriate uplift and commercial value.
Create pipeline, not just manage it. Establish a signal-led approach using account tiering, intent data, customer lifecycle triggers, adoption insights, and structured plays to identify and prioritize the highest-value growth opportunities.
Build a rigorous operating rhythm for weekly forecasting, pipeline inspection, deal progression, renewal coverage, QBRs, and performance management using Salesforce, Clari, and the relevant Customer Growth tooling.
Improve productivity, average deal size, and deal velocity through AI-enabled workflows, automation, smart product bundles, scalable outreach, and differentiated high-touch and lower-touch motions.
Coach teams on value-led selling and complex commercial execution, using MEDDPICC and consistent deal inspection to improve qualification, stakeholder alignment, and close execution.
Build trusted executive relationships across strategic customers and act as a senior commercial escalation point for complex expansion and renewal conversations.
Partner closely with Customer Success so customer value, adoption, risk, and commercial opportunity translate into coordinated retention and growth actions without blurring functional ownership.
Partner with Sales, Sales Engineering, RevOps, Marketing, Product, Implementation, Finance, Legal, and Deal Desk to remove friction from the customer lifecycle and ensure Customer Growth is represented in decisions affecting expansion and renewals.
Represent the Americas customer and market perspective in global Customer Growth strategy, sharing insights and scalable practices that strengthen HiBob’s broader growth model.
Recruit, onboard, ramp, and retain exceptional Customer Growth talent as the organization scales.

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