This is a Account Manager, APJ role with HiBob based in Sydney, NSW, AU HiBob Role Seniority - mid level More about the Account Manager, APJ role at HiBob 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 3000 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 what3words, Fiverr, and VaynerMedia rely upon Bob to help them create the best work experiences for their people. As an Account Manager at HiBob, you’ll play a pivotal role in expanding our footprint within client organisations by strategically positioning the value of our suite of products. You’ll collaborate with Customer Success Managers and Renewal Managers to ensure a seamless client experience, with a primary focus of unlocking revenue potential and driving client success through consultative selling. Job requirements Sales Expertise: Proven track record and at least 4 years of experience in delivering revenue through upselling in a SaaS or B2B environment. Sales Mastery: Hands-on experience using sales framework, such as the MEDDPICC framework, to navigate and close complex sales cycles. 360 Sales Experience: Preferably experience in both new business acquisition and managing existing accounts. Data-Driven and Goal-Oriented: Ability to forecast accurately, analyse performance, and hit targets. Stakeholder Collaboration: Strong interpersonal skills to partner effectively with Customer Success and Renewal teams. Consultative Approach: Exceptional ability to uncover clients’ pain points and align their needs with product offerings, ensuring value-driven sales. Thrive in a digital-first environment but ready to hit the road. Most of our sales are virtual, yet you’ll travel to clients and events when it counts. Familiarity with Salesforce Experience selling HR technology and conducting value-led product demonstrations Job responsibilities Revenue Growth: Identify upsell opportunities, delivering new ARR within existing accounts. Strategic Sales Execution: Leverage sales frameworks, such as the MEDDPICC framework, to manage complex sales cycles and close deals effectively. Relationship Management: Build strong, consultative relationships with clients to deeply understand their goals and position HiBob solutions as integral to their success. Collaboration: Work closely with Customer Success, Renewal Managers and Sales Engineers to align on client needs and identify growth opportunities Pipeline Management: Proactively build, manage, and forecast a robust pipeline of opportunities within assigned accounts. Target Achievement: Consistently meet or exceed revenue targets and KPIs related to upsell. Job benefits HiBob is a village filled with amazing people and we’re especially proud of that. It’s a place where Bobbers can be themselves. We’re about fun, dreams, hopes and ambition, just as much as we are about precision, growth, and top performance. Becoming a Bobber means you’ll receive competitive compensation, benefits, and pre-IPO equity options alongside all of this: Company share options plan - every employee can eventually become a shareHolder Hybrid working from day 1 Work from home allowance - to get your home office set up! Temporary remote work from anywhere in the world for up to 2 months (after 6 months of employment) Bob balance days - Enjoy a company-wide long weekend at the beginning of each quarter 2 Social Impact days per year for volunteering Awesome employee referral program- $2,500 for each successful referral with an additional ambassador programme Fun company and team social events (locally and virtually with our global teams) We love birthdays - take the day off and receive a special gift Catered Thursday lunches and coffee! Dog-friendly office If this sounds like something you’ve been looking for, we’d love to have you. Come on, join our village! Before we jump into the responsibilities of the role. No matter what you come in knowing, you’ll be learning new things all the time and the HiBob team will be there to support your growth. Please consider applying even if you don't meet 100% of what’s outlined Key Responsibilities Revenue Growth Strategic Sales Execution Relationship Management Key Strengths Sales Expertise Sales Mastery Data-Driven and Goal-Oriented 360 Sales Experience Stakeholder Collaboration ️ Familiarity with Salesforce Why HiBob is partnering with Hatch on this role. Hatch exists to level the playing field for people as they discover a career that’s right for them. So when you apply you have the chance to show more than just your resume. A Final Note: This is a role with HiBob not with Hatch.
