Sales Manager, Customer Growth - SMB

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 4000 midsize and multinational companies.

Our HR platform is intuitive, data-driven, and built for the way people work today: globally, remotely, and collaboratively.

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 the Sales Manager of Customer Growth, you will own the long-term commercial success and partnership value for HiBob’s existing customers across EMEA. You are responsible for leading and developing a dedicated team of Account Managers and Renewal Managers focused on expanding HiBob's product footprint and delivering world-class retention rates. This is a critical leadership role that requires balancing the immediate need for renewal optimisation with the strategic "hunt" for new expansion opportunities.

You will implement data-driven strategies to maximise deal size and velocity, ensuring our customers continuously realise value from Bob while driving sustainable, profitable growth across EMEA.

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.

• 4+ years of progressive SaaS Account Management experience with consistent attainment, specifically growing a portfolio of diverse customer accounts.
• 3+ Proven experience managing an Account Management team with a successful impact on growth & retention target attainment.
• Required experience of at least 2 years with the MEDDPICC sales methodology.
• Required experience utilizing Clari for forecasting, pipeline inspection, and revenue intelligence, in addition to strong proficiency with Salesforce and other sales technologies.
• Demonstrated experience with creating and driving adoption of AI-driven tools (e.g., chat GPT, GPT Agents, Notebook, Clari, Gong Engage, Outreach, LinkedIn Sales Navigator) to enhance prospecting, qualification, and scalable outreach.
• Expertise in driving sales through value-led selling and product bundling strategies.
• Solid understanding of sales cycles, forecasting, and pipeline management in a high-growth SaaS environment.
• Excellent communication skills with the ability to present to and engage with GTM executives.

• Lead Expansion and Retention: Own Net Revenue Retention (NRR) and ARR growth across all customer segments in EMEA.

• Drive Strategic Scalability: Evolve HiBob’s commercial model with AI-driven insights and innovative sales strategies that accelerate deal volume, size, and velocity.

• Elevate Team Performance: Build, coach, and empower a high-performing team with a “Hunt and Harvest” mindset, operational excellence, and alignment to the HiBob Leadership Code.

• Ensure Operational Rigor: Maintain forecasting accuracy and pipeline health through Salesforce and Clari, ensuring consistent execution of the MEDDPICC framework.

• Collaborate Cross-Functionally: Partner with Customer Success, Product, and Marketing to align on customer outcomes, reduce churn, and unlock new growth opportunities.

• Company share options plan - every employee can eventually become a shareholder
• Cash allowance for health insurance & wellbeing
• Annual vision allowance
• Annual UnMind subscription with wellness benefits including coaching and therapy sessions
• Travel support (cycle scheme and season ticket loans)
• 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 per year (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
• Pension scheme auto-enrolment from day 1
• 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