Account Manager - SMB

Job requirements

• Sales Expertise: Proven track record in delivering revenue through upselling in a SaaS or B2B environment.

• MEDDPICC Mastery: Hands-on experience using 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 client’s pain points and align their needs with product offerings, ensuring value-driven sales.

• Experience managing an EMEA book of business with KPIs centered on expansions: upsells

• MEDDPICC experience is a must have (preferably MEDDPICC certified)

• Experience accurately forecasting and achieving revenue targets in a SaaS or similar environment

• 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 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

• Company share options plan - every employee can eventually become a shareholder

• Cash allowance for health insurance & wellbeing

• Annual vision allowance

• Annual UnMind subscription with wellness benefits including coaching and therapy sessions

• Travel support (cycle scheme and season ticket loans)

• Hybrid working from day 1