SMB Account Manager- Payroll

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 3600 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 HiPages, Huel, Fulham FC, 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.
**Note: We will only consider candidates that reside in the EST time zone due to business need **
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.
Sales Expertise and Account Management:

• Proven experience in overseeing a portfolio of SMB accounts, with a focus on upselling, renewing, and achieving revenue growth targets.
• Demonstrated ability to work independently and manage a scaled sales cycle from lead generation to close in a fast-paced, dynamic environment.

AI-Driven Scaled Sales Techniques:

• Familiarity with AI-driven sales tools, such as Gong Engage and LinkedIn Sales Navigator, to automate lead generation, prospecting, and outreach.
• Ability to use automation to optimize your sales efforts and focus on high-value opportunities.

Data-Driven and Goal-Oriented:

• Analytical skills to forecast revenue, track performance metrics, and drive results through data-driven decision-making.
• Ability to consistently hit or exceed sales targets through effective pipeline management and opportunity prioritization.

Customer-Centric and Consultative Selling:

• Ability to build consultative relationships with clients delivering tailored solutions that meet their needs.
• Strong communication skills, with the ability to present value propositions clearly and persuasively to SMB customers.

Experience and Skills

• 2+ years of experience in SaaS sales or B2B account management, ideally within the SMB segment using a MEDDPICC sales framework.
• Experience overseeing a US book of business with KPIs centered on expansions..
• Familiarity with HR and or Payroll technology and value-based selling methodologies is preferred.
• Nice to Have: Spanish speaking proficiency to support our expanding LATAM market.
• Proven success in accurately forecasting and achieving revenue targets in a SaaS or similar environment.
• Experience with Salesforce or other CRM tools for managing client interactions.
• Familiarity with AI-driven sales tools (e.g., Gong Engage, LinkedIn Sales Navigator).
• A passion for learning new tools and staying up-to-date with product offerings.
• Self-motivated, with a strong desire to succeed and achieve goals in a fast-paced startup environment.
• Excellent written and verbal communication skills, with the ability to engage clients through various channels.

Job Responsibilities
We are seeking a highly motivated and results-driven Account Manager (AM) to join our SMB Customer Growth team. As an SMB Account Manager at HiBob, you will play a critical role in driving revenue growth through upselling, renewing, uplifting, and expanding our footprint within existing SMB customer accounts. You will leverage a scaled sales approach, utilizing data signals and AI-driven tools to prioritize and engage with customers, identify their needs, and deliver solutions that create value.
You will work closely with Customer Success Managers (CSMs) and other internal teams to ensure a seamless customer experience and focus on unlocking and maximizing revenue potential. Through value-based selling, you will contribute to driving growth and expanding HiBob's presence within the SMB segment. If you are passionate about growing existing accounts, streamlining outreach, and managing deals efficiently in a fast-paced environment, this role is perfect for you.
Collaboration :

• Work closely with CSMs and other internal teams to align on client needs and identify growth opportunities.
• Collaborate with internal legal and finance teams to ensure smooth execution of upsell, renewal, or uplift contracts.

Revenue Growth :

• Identify upsell and uplift opportunities within your assigned SMB accounts to drive new ARR and increase HiBob's footprint.
• Use a data-driven approach to understand customer goals and pain points, positioning HiBob's solutions to deliver value.

Scaled Pipeline Generation & Management :

• Proactively build, manage, and forecast a healthy pipeline of opportunities within assigned accounts.
• Leverage automated lead qualification through MEDDPICC and data analytics to focus on high-probability leads ready to close, supported by a dedicated trial management and enquiry management process to accurately qualify, nurture, and capitalize on opportunities.
• Use AI-driven tools like Gong Engage, ChatGPT and LinkedIn Sales Navigator to automate prospecting, lead generation, enquiry management, and outreach, enabling you to engage with clients at scale.

Scaled Sales Execution :

• Effectively manage sales cycles and close deals within the SMB segment.
• Implement time optimization strategies, such as structured time-blocking and automation, to prioritize high-value accounts.
• Engage clients through multi-channel outreach (email, video messages, WhatsApp) to maintain engagement, drive urgency, and accelerate decision-making.
• Utilize self-service trials and easy purchasing options for simpler solutions (e.g., Your Voice, Sandbox, Mercer) to expedite the sales process.
• Oversee auto-upsell processes within the customer portal and offer free trials for smaller modules.
• Offer pre-configured SMB upsell bundles, proactively suggesting value-added package options (e.g., Core HR/Talent + Time & Pay or Culture Package) alongside individual add-ons to maximize upsell ASP.

Customer Relationship Management:

• Cultivate strong relationships with key client stakeholders, gaining a deep understanding of their goals, pain points, and business challenges.
• Data driven approach to customer messaging and outreach. Utilizing market trends and company data to uncover potential target accounts outside of traditional whitespace.
• Position HiBob as a strategic partner by providing tailored, value-driven solutions that help customers achieve measurable ROI.
• Collaborate with Product, Development, Marketing, and Customer Success teams to ensure customer needs are prioritized, uncovering opportunities for expansion.

Scaled Renewal Management:

• Oversee the SMB renewal strategy, including automated renewal and uplift processes.
• If customers push back on auto-renewals, the AM will facilitate contract negotiations, adjusting terms, pricing, and details as needed to align with company policies, while also exploring opportunities to qualify and position additional modules upon renewal.Work closely with CSMs to develop strategies for mitigating churn, demonstrating value, and converting expansion opportunities to maximize gross and net revenue retention.

Target Achievement :

• Consistently meet or exceed revenue targets and KPIs related to expansion and retention across your assigned SMB accounts.

Base salaries for this role range from $85,000 - $115,000 per year. Additionally this role has a variable compensation component.
As an HR company, HiBob seeks to create a best-in-class employee experience for all Bobbers. We take immense pride in the diversity of our team and in creating an environment that is fair and equitable for all. Ensuring pay equity across race, gender, and all other forms of diversity is pivotal to this mission.
When determining salary ranges for our roles, we look at external market data and the salaries of Bobbers holding the same or similar roles. Our pay bands are wide because great candidates come to us with a broad range of experience and skill sets. When making individual pay rate decisions, we take into account the candidates' depth of experience, their qualifications relative to incumbent employees, and their location-among other factors
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:

• Stock options at a high-growth unicorn startup
• 100% subsidized medical, dental, and vision coverage for employees
• 401(k) with a 3% company match
• 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
• Annual Headspace subscription and wellness benefits
• Two social impact days per year for volunteering
• Bob balance days - 4 additional days within a calendar year - Enjoy a company-wide long weekend at the beginning of each quarter
• Employee referral program - $2,500 bonus for each successful referral
• Fun and frequent social events (in-person and virtual)
• We love birthdays - take the day off and receive a special gift
• Dog friendly office

If this sounds like something you've been looking for, we'd love to have you. Come on, join our village!