Account Manager - SMB

Join HiBob, a leading HR technology company, as an SMB Account Manager. In this role, you will focus on upselling opportunities within our existing client base, collaborating with Customer Success Managers and Renewal Managers to ensure a seamless client experience. You should have a proven track record in delivering revenue through upselling in a SaaS or B2B environment, experience using the MEDDPICC framework, and strong interpersonal skills.

Responsibilities

• Développer et exécuter des stratégies de vente pour augmenter les revenus au sein de la base de clients existante.
• Collaborer avec les équipes de réussite client et de renouvellement pour assurer une expérience client fluide et maximiser le potentiel de revenus.
• Utiliser le cadre MEDDPICC pour naviguer et conclure des cycles de vente complexes, en alignant les besoins des clients avec les offres de produits.
• Sales Expertise:Proven track record in delivering revenue through upselling in a SaaS or B2B environment.
• Stakeholder Collaboration:Strong interpersonal skills to partner effectively with Customer Success and Renewal teams.
• Consultative Approach:Exceptional ability to uncover client’s pain points and align their needs with product offerings, ensuring value-driven sales.

Requirements

• MEDDPICC Mastery:Hands-on experience using the MEDDPICC framework to navigate and close complex sales cycles.
• 360 Sales Experience: Preferably experience in both new business acquisition and managing existing accounts.
• Data-Driven and Goal-Oriented:Ability to forecast accurately, analyse performance, and hit targets.
• Experience managing an EMEA book of business with KPIs centered on expansions: upsells
• Experience selling HR technology and conducting value-led product demonstrations

Preferred

• MEDDPICC experience is a must have (preferably MEDDPICC certified)
• Experience accurately forecasting and achieving revenue targets in a SaaS or similar environment
• Familiarity with Salesforce