SMB Account Manager IL

HiBob · telaviv

About 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, 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. As an Account Manager at HiBob, you’ll play a pivotal role in expanding our footprint within client organisations by strategically positioning the value of our suite of products.. You’ll collaborate with Customer Success Managers to ensure a seamless client experience, with a primary focus of unlocking revenue potential and driving client success through consultative selling and the renewal process. Responsibilities Revenue Growth: Identify and close upsell and cross-sell opportunities, delivering new ARR within your portfolio of existing SMB customers across Israel and Eastern Europe. End-to-End Sales Execution : Own expansion opportunities from discovery and qualification through product demonstrations, proposals, negotiation, and closing, bringing in specialist support where needed. Relationship Management: Build consultative relationships with HR, Finance, and business decision-makers to understand their priorities and position relevant HiBob solutions. Proactive Pipeline Generation : Generate expansion opportunities through targeted outreach, account research, customer conversations, and close collaboration with Customer Success. Account Prioritisations : Focus your time and activity according to customer needs, commercial potential, and buying readiness, while progressing multiple opportunities in parallel. Cross-Functional Collaboration: Work closely with Customer Success Managers, Renewal Managers, and Sales Engineers to coordinate account activity, identify growth opportunities, and support renewal discussions. Pipeline Management and Forecasting: Maintain accurate opportunity information in Salesforce, including clear next steps, stakeholders, and realistic closing timelines. Target Achievement : Consistently meet or exceed expansion revenue targets and agreed sales KPIs. Requirements Requirements are often considered a measure of how equipped you are to do the job, but sometimes, they aren’t the only factor. You don’t need to tick every box to apply. If you bring relevant experience, a strong commercial mindset, and the drive to grow, we’d love to hear from you. Sales Experience: At least 2 years of quota-carrying experience in B2B SaaS sales or account management, with a proven track record of achieving revenue targets. Experience growing existing customer accounts through upselling or cross-selling is a strong advantage. Portfolio and Opportunity Management: Ability to prioritise a portfolio of customers and manage multiple sales opportunities in parallel, with strong organisation and follow-through. Proactive Pipeline Generation : Experience initiating customer conversations, uncovering business needs, and creating sales opportunities through targeted outreach and account research. Consultative Selling: Strong discovery, qualification, negotiation, and closing skills, with the ability to connect customer challenges to clear business value. Structured Sales Approach : Experience using a structured sales qualification methodology. Familiarity with MEDDICC or MEDDPICC is an advantage. Customer Presentations: Confidence leading customer presentations and the ability to learn and deliver focused, value-led product demonstrations, involving Sales Engineers where needed. Forecasting and CRM : Experience maintaining an accurate pipeline and revenue forecast using Salesforce or a comparable CRM. Collaboration : Strong interpersonal skills and the ability to work effectively with Customer Success, Renewal Managers, and Sales Engineers while taking ownership of commercial results. Regional Experience : Experience selling to SMB customers in Israel and/or Eastern Europe is an advantage, alongside the ability to build relationships across different business cultures. Industry Knowledge: Experience selling HR technology or working with HR and Finance stakeholders is an advantage. Languages: Fluent Hebrew and English, written and spoken, with the confidence to lead customer conversations, presentations, and negot

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