Senior 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 1500 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 Monzo, Happy Socks, Gong, Fiverr, and VaynerMedia rely upon Bob to help them create the best work experiences for their people.

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.

About the role..

We are seeking a highly motivated and results-driven Senior Account Manager (Senior AM) to join and lead the SMB Customer Growth function at HiBob. As the sole Senior AM for the SMB segment in your region, you will have full ownership of a high-potential, fast-growing book of business.

This role is a unique opportunity to directly impact HiBob’s success in the SMB market by driving strategic growth through renewals, uplifts, and upsells. You will work autonomously, but also closely with Customer Success Managers (CSMs) and internal teams, to deliver a world-class customer experience while maximizing revenue expansion and retention.

If you are passionate about building relationships, managing a dynamic book independently, and using a data-driven, scaled approach to drive commercial success, this role is for you.

• Solely own the regional SMB book of business, overseeing expansion, uplift, and renewal motions.
  
  

• Act as a strategic advisor to clients, identifying and addressing business challenges and uncovering growth opportunities.
  
  

• Develop and execute a territory plan to drive consistent growth and customer satisfaction across the region.
  
  

• Proactively identify upsell, cross-sell, and uplift opportunities across the assigned book.
  
  

• Drive adoption of additional HiBob modules by tailoring recommendations to customers' strategic goals.
  
  

• Position HiBob as a long-term partner, ensuring customers experience continued value and measurable ROI.
  
  

• Utilize AI-driven tools (Gong Engage, LinkedIn Sales Navigator, ChatGPT) and data signals to prioritize outreach and automate customer engagement at scale.
  
  

• Implement a structured and efficient sales process, including lead management, pipeline forecasting, and deal closure.
  
  

• Employ time optimization strategies such as structured time blocking and self-service trial management.
  
  

• Own the end-to-end renewal process, managing automated renewals, uplifts, and, when necessary, customized negotiations.
  
  

• Partner with CSMs to mitigate churn risks, demonstrate value, and convert renewal conversations into expansion opportunities.
  
  

• Partner with Legal, Finance, Product, Marketing, and CSMs to align on customer needs, product positioning, and contract execution.
  
  

• Be the voice of SMB customers internally, advocating for product enhancements and innovations.
  
  

• Leverage CRM and AI-driven insights to manage accounts, forecast performance, and prioritize high-impact activities.
  
  

• Monitor market trends and customer feedback to refine sales tactics and drive strategic improvements.
  
  

What you should have ..

• 3–5+ years of experience in SaaS sales, account management, or customer growth, preferably managing a regional SMB book.
  
  

• Proven ability to independently own and grow a full book of business with minimal oversight.
  
  

• Strong commercial acumen and experience meeting or exceeding upsell, uplift, and renewal targets.
  
  

• Expertise in consultative, value-based selling approaches (MEDDPICC experience is highly preferred).
  
  

• Proficiency in CRM systems (Salesforce) and AI-driven sales tools (Gong Engage, LinkedIn Sales Navigator).
  
  

• Highly organized with strong pipeline management, forecasting accuracy, and operational rigor.
  
  

• Excellent communication, negotiation, and stakeholder management skills.
  
  

• Familiarity with HR technology is a plus.
  
  

• Self-motivated, resilient, and comfortable working in a fast-paced, high-growth environment.