Job Description 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. Job Requirements 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 Job Responsibilities 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 Benefits 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 options alongside all of this: - Company share options plan - every employee can eventually become a shareHolder - 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 (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 - 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 - Catered Thursday lunches and coffee! - Dog-friendly office If this sounds like something you've been looking for, we'd love to have you. Come on, join our village!

• Own a book of business, routinely speaking with assigned accounts, solving issues as they arise, and helping customers stay current on invoices • Establish credibility and trust with providers and healthcare executives by demonstrating strong business adamant and understanding of clinical workflows in order to build meaningful relationships • Clearly articulate the value proposition our products to clinical and non-clinical stakeholders and educate on the products’ workflows • Capture feedback from prospects on their needs, wants, and pains, and share that feedback with product teams to develop our offering • Work cross functionally with different teams internally to execute excellently on various trials and initiatives we perform with existing customers

• Execute against customer revenue and volume goals • Build a healthy and differentiated project pipeline - identifying pockets of growth and new business opportunities aligned with our Texture and Healthful Solutions portfolio to generate new business at key customers in the Region • Drive the strategic agenda for the Texture and Healthful Solutions portfolio to maximize profitability and revenue by cultivating deep and strategic customer relationships • Nurture collaborative partnerships at several levels, with key customers / customer accounts to gain early access to customers’ growth initiatives and strategy to ensure Ingredion maintains its position as a valued supplier to specific strategic customers in the targeted market segments. • Hunter mentality to drive sales development activities in current customer portfolios while uncovering new opportunities that lead to robust Pipeline growth and new sales execution • Spearhead sales of specialty “value-added” solutions to targeted regional account customers and prospects, including effective introduction of new products, technologies and processes, to obtain new business • Lead technology-based discussions, primarily with customer/prospects’ R&D, technology/innovation and marketing groups, to establish projects/opportunities, in conjunction with the account teams. • Analyze market trends and customer brands to identify and anticipate sweetener solution needs of existing and prospect customers, and to pursue new opportunities alongside sales and technical counterparts. • Develop and maintain a strong working knowledge of the food and beverage market and the competitive environment to facilitate business development efforts. • Pro-actively providing market and competitive intelligence to appropriate internal teams. • Partner with functional teams (including sales, technical, platform and segment marketing,) to build and execute against Texture and Healthful solutions strategic growth initiatives for regional customers and prospects. • Support the sales team with a high-level technical understanding of the Texture and Healthful Solutions portfolio, its value propositions and available resources. • Ensure close alignment with Texture and Healthful solutions platform team with regards to business plans, including campaigns and market development opportunities. • Network at industry events to build knowledge and identify new prospects.

BeOne continues to grow at a rapid pace with challenging and exciting opportunities for experienced professionals. When considering candidates, we look for scientific and business professionals who are highly motivated, collaborative, and most importantly, share our passionate interest in fighting cancer. General Description: Reporting to the Solid Tumor Division Sales Manager, The Solid Tumor Account Manager (STAM) will contribute to BeOne’s overall sales objective by performing assigned sales-related activities. The Solid Tumor Account Manager will provide physicians, pharmacists and healthcare professionals with products, services, and information that will enable them to use and prescribe BeOne’s Solid Tumor products safely and effectively. The ideal candidate will be capable of managing the territory and administrative requirements in an efficient manner and will achieve full compliance with drug laws and regulations when representing BeOne’s Solid Tumor products to Health Care Providers. Essential Functions of the job: - Promotes BeOne’s Solid Tumor products through calls on targeted physicians in assigned territory to implement sales, marketing, and patient support programs to get and keep indicated patients on BeOne Solid Tumor products. - Trains and educates physician support staff on the proper use and handling of BeOne’s Solid Tumor products. - Assures that healthcare professionals have realistic expectations concerning the use of BeOne’s Solid Tumor products with their patients. - Maintains communication and integrate activities, when appropriate, with BeOne’s Market Access, Field Reimbursement and Contract Account Teams. - Identifies customer changes and ensures, through coordinated communication and planning, that appropriate people and resources are allocated to address the change. - Successful completion of coursework via Enterprise LMS assignments in a timely manner. - Performs all administrative functions required of the position, including reporting call activity and customer information into the appropriate call reporting system in a timely manner, submitting expenses, etc. - Assists in the identification and resolution of issues, opportunities and communicates proactively with marketing and sales management. - Supports compliance with applicable BeOne policies and procedures (e.g., healthcare compliance, adverse event reporting, travel, and expense reporting). Required Experience: - This position requires a B.A. / B.S. with previous pharmaceutical sales experience preferred. - The ideal candidate should have 8 plus years’ experience in pharmaceutical sales, with significant Solid Tumor experience. - Must have a self-starting, self-managing independent work style. - Dedicated to making customer service a priority. - Must be results oriented with a strategic focus on sales. - Experience in specialty sales, with an understanding of reimbursement, distribution, and managed care processes as well as previous national/corporate accounts, managed markets, hospital markets, various sites of care, IV medications, injectables, orals and Medicare Parts B and D, etc. - Ability to measure and analyze key performance indicators (ROI and KPIs). - Familiarity with CRM software and proven track record of use. - Ability to actively engage in developing new business. - Proven track record of resilience in the face of challenges. Education Required: BA / BS Degree preferred or relevant experience Supervisory Responsibilities: N/A Computer Skills: Highly skilled in Word, Excel, and PowerPoint and managing a CRM platform. Other Qualifications: Expertise in conducting conversations with members of the customer base when stakes are high, and opinions vary. Travel: Must be willing to travel daily across assigned geography. Larger territories may require overnight travel up to 20% Global Competencies When we exhibit our values of Patients First, Driving Excellence, Bold Ingenuity and Collaborative Spirit, through our twelve global competencies below, we help get more affordable medicines to more patients around the world. - Fosters Teamwork - Provides and Solicits Honest and Actionable Feedback - Self-Awareness - Acts Inclusively - Demonstrates Initiative - Entrepreneurial Mindset - Continuous Learning - Embraces Change - Results-Oriented - Analytical Thinking/Data Analysis - Financial Excellence - Communicates with Clarity Salary Range: $158,600.00 - $203,600.00 annuallyBeOne is committed to fair and equitable compensation practices. Actual compensation packages are determined by several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, certifications, relevant education or training, and specific work location. Packages may vary by location due to differences in the cost of labor. The recruiter can share more about the specific salary range for a preferred location during the hiring process. Please note that the listed range reflects the base salary or hourly range only. Non-Commercial roles are eligible to participate in the annual bonus plan, and Commercial roles are eligible to participate in an incentive compensation plan. All Company employees have the opportunity to own shares of BeOne Medicines Ltd. stock because all employees are eligible for discretionary equity awards and to voluntarily participate in the Employee Stock Purchase Plan. The Company has a comprehensive benefits package that includes Medical, Dental, Vision, 401(k), FSA/HSA, Life Insurance, Paid Time Off, and Wellness. We are proud to be an equal opportunity employer. BeOne does not discriminate on the basis of race, religion, color, sex, gender identity, sexual orientation, age, disability, national origin, veteran status or any other basis covered by appropriate law. All employment is decided on the basis of qualifications, merit, and business need. In order to ensure reasonable accommodation for individuals protected by Section 503 of the Rehabilitation Act of 1973, the Vietnam Era Veterans’ Readjustment Assistance Act of 1974, Title I of the Americans with Disabilities Act of 1990, and any other applicable federal, state or local laws, applicants who require reasonable accommodation in the job application process may contact accommodationsus@beonemed.com.