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.

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

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