At a Glance
- Tasks: Manage and grow Mid-Market customer accounts, driving adoption and identifying expansion opportunities.
- Company: HiBob, a fast-growing HR tech company transforming people management for mid-size businesses.
- Benefits: Share options, health cash allowance, wellness benefits, and hybrid working from day one.
- Other info: Enjoy fun social events, volunteer days, and a supportive work culture.
- Why this job: Join a dynamic team and make a real impact in the HR tech space.
- Qualifications: 4+ years in SaaS account management with strong communication and organisational skills.
The predicted salary is between 50000 - 65000 € per year.
About HiBob
HiBob helps modern, mid‑size businesses transform their people management, providing HR and managers with tools to connect, engage, develop, and retain top talent. Since 2015 the company has seen consecutive triple‑digit year‑over‑year growth and serves over 4,000 midsize and multinational companies worldwide.
About the Role
As an Account Manager at HiBob, you’ll be responsible for expanding our footprint within client organisations by strategically positioning the value of our suite of products. You will manage and grow a regional portfolio of Mid‑Market customers, focusing on driving adoption, identifying expansion opportunities, and ensuring customers continue to gain measurable value from the HiBob platform. You’ll collaborate closely with Customer Success Managers (CSMs) and Renewal Managers to support retention objectives while leading upsell and cross‑sell initiatives.
Key Responsibilities
- Manage an assigned portfolio of Mid‑Market customers, acting as a trusted commercial partner.
- Identify customer challenges, align HiBob solutions to their goals, and uncover expansion opportunities.
- Build and execute a territory plan to drive consistent portfolio growth and customer value.
- Proactively identify and manage upsell opportunities across the book.
- Recommend additional modules and capabilities that support customers’ evolving business needs.
- Position HiBob as a long‑term partner, demonstrating clear ROI and continuous product value.
- Utilise AI‑driven tools (e.g., Gong Engage, LinkedIn Sales Navigator, ChatGPT) to prioritise outreach and automate engagement at scale.
- Maintain a structured sales process, including pipeline management, forecasting, and deal progression.
- Partner with CSMs and Renewal Managers to prepare for renewal cycles, support value positioning, and mitigate risk.
- Provide account insights that inform renewal strategy, uplift discussions, and retention planning.
- Collaborate with Legal, Finance, Product, Marketing, and CSMs to support customer needs and commercial motions.
- Use Salesforce and AI‑powered insights to prioritise focus, inform outreach, and forecast effectively.
- Monitor usage trends, product adoption, and customer sentiment to adjust strategy and drive improved outcomes.
What We’re Looking For
- 4+ years of experience in SaaS new business, account management, or customer growth, ideally within the Mid‑Market segment.
- Experience managing a customer portfolio and driving commercial outcomes in a structured, autonomous way.
- Strong commercial mindset with a track record of achieving upsell or new‑business targets.
- Familiarity with value‑based or consultative selling methodologies (MEDDPICC).
- Proficiency with CRM systems (Salesforce) and modern sales tools (e.g., Gong Engage, Sales Navigator).
- Highly organised with strong pipeline discipline and the ability to manage volume effectively.
- Excellent communication and stakeholder‑management skills.
- Experience in HR tech is a bonus.
- Self‑motivated, proactive, and comfortable thriving in a fast‑paced, high‑growth environment.
Location
We will only consider candidates located in the London area who are willing to work in our London office two days a week.
Benefits
- Company share option plan – every employee can eventually become a shareholder.
- Cash allowance for health insurance.
- Annual vision allowance.
- Annual Headspace subscription and wellness benefits.
- Travel support (cycle scheme and season‑ticket loans).
- Hybrid working from day 1.
- Work‑from‑home allowance for 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 – a company‑wide long weekend at the beginning of each quarter.
- 2 social impact days per year for volunteering.
- Employee referral program – $2,500 for each successful referral and ambassador programme.
- Pension scheme auto‑enrolment from day 1.
- Fun company and team social events (locally and virtually with our global teams).
- Birthday leave with a special gift.
Equal Opportunity
HiBob is an equal‑opportunity employer and welcomes applicants from all backgrounds. We comply with all applicable laws concerning employment discrimination.
Account Manager - Mid-Market (Upper) employer: HiBob
HiBob is an exceptional employer that fosters a dynamic and inclusive work culture, offering employees the chance to thrive in a fast-paced, high-growth environment. With a strong focus on employee well-being, benefits such as a company share option plan, wellness allowances, and flexible working arrangements are complemented by opportunities for professional growth and meaningful engagement through social impact initiatives. Located in London, HiBob not only prioritises employee satisfaction but also positions itself as a leader in HR tech, making it an attractive choice for those looking to make a significant impact in their careers.
StudySmarter Expert Advice🤫
We think this is how you could land Account Manager - Mid-Market (Upper)
✨Tip Number 1
Get to know the company inside out! Research HiBob's products and their impact on mid-size businesses. This will help you tailor your conversations and show that you're genuinely interested in how you can contribute.
✨Tip Number 2
Network like a pro! Connect with current employees on LinkedIn, join relevant groups, and engage in discussions. This not only gives you insights but also puts you on their radar before you even apply.
✨Tip Number 3
Prepare for the interview by practising common questions related to account management and SaaS sales. Use the STAR method to structure your answers, showcasing your achievements and how they align with HiBob's goals.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets noticed. Plus, it shows you’re serious about joining the HiBob team!
We think you need these skills to ace Account Manager - Mid-Market (Upper)
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Account Manager role. Highlight your experience in SaaS and account management, and show how your skills align with HiBob's mission to transform people management.
Showcase Your Achievements:Don’t just list your responsibilities; share specific examples of how you’ve driven growth or achieved upsell targets in previous roles. Numbers speak volumes, so include metrics where possible!
Be Authentic:Let your personality shine through in your application. We want to see who you are beyond your professional experience. Share your passion for HR tech and how you can contribute to HiBob’s success.
Apply Through Our Website:We encourage you to submit your application directly through our website. It’s the best way for us to receive your details and ensures you’re considered for the role. Plus, it’s super easy!
How to prepare for a job interview at HiBob
✨Know Your Stuff
Before the interview, dive deep into HiBob's products and services. Understand how they help mid-size businesses manage their people effectively. This knowledge will allow you to speak confidently about how you can add value as an Account Manager.
✨Showcase Your Success Stories
Prepare specific examples from your past experience that highlight your ability to drive customer growth and upsell opportunities. Use the STAR method (Situation, Task, Action, Result) to structure your responses and demonstrate your commercial mindset.
✨Familiarise with Sales Tools
Since the role involves using tools like Salesforce and Gong Engage, make sure you're comfortable discussing how you've used similar tools in the past. If you have experience with AI-driven insights, be ready to share how they helped you prioritise outreach and improve customer engagement.
✨Ask Insightful Questions
Prepare thoughtful questions about HiBob's approach to customer success and retention strategies. This shows your genuine interest in the company and helps you understand how you can align your efforts with their goals.
