Account Manager APJ

Job Description
HiBob is a modern HR platform, but make no mistake - we're a tech sales business with a high-performing global GTM team behind us. Since 2015, we've achieved consecutive triple-digit year-over-year growth, making us the choice HRIS of over 3000 midsize and multinational companies worldwide. APJ is a key part of that growth story, and we're building the team to match.
Our platform goes beyond core HRIS. Bob is a modular, data-driven solution that supports the full employee lifecycle - from hiring and onboarding through to performance, compensation, and workforce planning. Increasingly, our modules connect beyond HR, integrating with finance and other business functions to give companies a single source of truth for their people data.
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.
The Role
As an Account Manager at HiBob, you'll be responsible for driving expansion revenue across a book of 60-70 existing accounts in the APJ region. Your primary focus is identifying and closing upsell and cross-sell opportunities within an account base that already has strong customer sentiment - meaning you're focused on building pipeline, not rebuilding trust.
The territory has significant whitespace that hasn't yet been fully unlocked, and with HiBob's resources and global go-to-market motion now aligned to APJ, the foundations are in place to overachieve. This is not a greenfield role - existing accounts are yours to develop, and the upside is real for someone who goes after it.
You'll work alongside our Customer Success and Renewal Managers, but this is a sales-first role. The expectation is a high-velocity pipeline - approximately 30 active deals per quarter, with an average deal size of $20K-$100k and a 60-day sales cycle. Commission is uncapped with a 50/50 split.
Job Requirements
What We're Looking For

• 4+ years of experience driving revenue through upselling in a SaaS or B2B environment
• Demonstrated hunter mentality - able to build pipeline and close, not reliant on renewals
• Experience managing large, complex accounts (500+ employee organisations preferred)
• Hands-on experience with sales frameworks such as MEDDPICC
• Comfortable in a high-velocity environment with short deal cycles
• Strong forecasting and pipeline management skills
• Experience working alongside Customer Success and Renewal teams
• Familiarity with Salesforce
• Experience selling HR technology and conducting value-led product demonstrations is a plus
• Comfortable reporting into Amsterdam while working with strong local support in Sydney
• Able to work virtually day-to-day with willingness to travel for clients and events when needed

Job Responsibilities
What You'll Do

• Identify and close upsell and cross-sell opportunities within assigned accounts, delivering new ARR
• Build and manage a pipeline of approximately 30 active opportunities per quarter
• Use structured sales frameworks (e.g. MEDDPICC) to navigate and close complex sales cycles
• Build consultative relationships with key stakeholders to understand business goals and align HiBob solutions accordingly
• Collaborate with Customer Success, Renewal Managers, and Sales Engineers to identify growth opportunities
• Forecast accurately and consistently meet or exceed revenue targets

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!