Account Manager - SMB

Job Description
About Us
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 4000 midsize and multinational companies.
Our HR platform is intuitive, data-driven, and built for the way people work today: globally, remotely, and collaboratively.
Come and be you with us
Being a Bobber is all about being you. We want you to bring all parts of yourself to work, giving you the freedom and confidence to be the best you and do your best work. If that's bubbly, shy, precise, funny, bold, kind, honest, brilliant, or anything in between, we're waiting with open arms. Come join us.
As an Account Manager at HiBob, you'll play a pivotal role in expanding our footprint within client organizations by strategically positioning the value of our suite of products.
About the Role
We're looking for a motivated and commercially minded Account Manager
to join our SMB Customer Growth function at HiBob. In this role, you will manage and grow a regional portfolio of SMB 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 taking the lead on identifying and progressing upsell and cross-sell opportunities. This role suits someone who enjoys building strong relationships, working with data to drive decisions, and managing a high-volume book in a structured, scalable way.
Job Requirements
Requirements are often considered a measure of how equipped you are to do the job, but sometimes, they aren't the only factor. If you don't have nearly enough experience, or not all the skills, we'd still like to hear from you. This could be the perfect fit for you and us.

• 1-3+ years of experience in SaaS New Business, Account Management, or Customer Growth, ideally within the SMB 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 experience beneficial but not required)
• 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.

**Note: We will only consider candidates located in the London Area who are willing to work in our London office at least 2 days a week. We love collaborating and connecting with our team members in-person, and we hope you will too!**
Job Responsibilities
Account Ownership & Growth:

• Manage an assigned portfolio of SMB 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

Revenue Expansion:

• Proactively identify and manage upsell opportunities across your 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

Scaled, Data-Driven Execution

• Use AI-driven tools to prioritise outreach and automate engagement at scale (e.g., Gong Engage, LinkedIn Sales Navigator, ChatGPT)
• Maintain a structured sales process including pipeline management, forecasting, and deal progression
• Apply strong organisational discipline, including time blocking and structured follow-up processes
• Partner closely with CSMs and Renewal Managers to prepare for renewal cycles
• Support value positioning, risk mitigation, and customer readiness throughout the renewal process
• Provide account insights that help inform renewal strategy, uplift discussions, and retention planning

Cross-Functional Collaboration

• Work with Legal, Finance, Product, Marketing, and CSMs to support customer needs and commercial motions
• Represent SMB customer feedback internally, advocating for improvements and product enhancements

Data-Driven Decision Making

• Use Salesforce and AI-powered insights to prioritise your focus, inform outreach, and forecast effectively
• Monitor usage trends, product adoption, and customer sentiment to adjust strategy and drive improved outcomes

Benefits
Join our village
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 alongside all of this:

• Company share options 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 - 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
• Pension scheme auto-enrolment from day 1
• 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

If this sounds like something you've been looking for, we'd love to have you. Come on, join our village!
***Learn about HiBob's hybrid working model ***
BELONGING AT HIBOB
Our success depends on our people, and we want HiBob to be a workplace where everyone can feel a sense of belonging and thrive, so we're committed to being proactive at all levels so that our workforce reflects the communities in which we live, work, and hire.
We are open to all talent. All qualified applicants will receive equal consideration for employment without regard to neurodiversity, race/ethnicity, colour, national origin, religion, gender, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other federal, state or local protected class*(*US only).
Please contact us if you'd like to discuss any adjustments to our process which might help you demonstrate your strengths and capabilities. We want you to bring the best of you. You can email [email protected] or speak to the recruiter when they arrange a call with you.
We will ask you to share some voluntary personal information as you apply. We want to have an opportunity to consider a diverse pool of qualified candidates. This information will assist us in meeting that objective and in understanding how well we are doing against our inclusion and diversity ambitions. Please take a few moments to complete it. Hiring Managers do not have access to this information, and we will treat your information confidentially.