• Manage and grow a portfolio of large enterprise clients, identifying opportunities for cross-sell and up-sell to drive revenue growth • Establish and maintain strong, trusted relationships, acting as a strategic advisor to key accounts • Ensure sustainable account growth with a focus on long-term partnerships • Work closely with internal teams, including customer success, marketing, and product development, to develop compelling solution offerings • Lead contract discussions, ensuring optimal outcomes for both the company and clients • Identify and pursue new business opportunities within existing accounts • Stay ahead of industry trends, leveraging insights to deliver value-driven solutions to clients • Represent the company at trade shows, conferences, and industry events to strengthen relationships and drive brand awareness.

• Manage and grow a portfolio of large enterprise clients, identifying opportunities for cross-sell and up-sell to drive revenue growth • Establish and maintain strong, trusted relationships, acting as a strategic advisor to key accounts • Ensure sustainable account growth with a focus on long-term partnerships • Work closely with internal teams, including customer success, marketing, and product development, to develop compelling solution offerings • Lead contract discussions, ensuring optimal outcomes for both the company and clients • Identify and pursue new business opportunities within existing accounts • Stay ahead of industry trends, leveraging insights to deliver value-driven solutions to clients • Represent the company at trade shows, conferences, and industry events to strengthen relationships and drive brand awareness.

Role Description Se você é movido por metas, gosta de negociação estratégica e sente energia ao fechar grandes contratos, essa posição é para você. Você fará parte de um time que cresce em alta velocidade, toma decisões baseadas em dados e atua com alto nível de performance. Aqui, cada call é uma oportunidade real de gerar impacto — e cada fechamento é resultado de estratégia, preparo e execução. Você será responsável por conduzir reuniões comerciais, entender profundamente o cenário do cliente e transformar oportunidades qualificadas em contratos fechados. Responsibilities - Conduzir reuniões comerciais estratégicas com leads qualificados. - Realizar diagnóstico profundo das necessidades do cliente. - Apresentar soluções de forma consultiva e personalizada. - Negociar propostas, contornar objeções e estruturar ofertas. - Fechar contratos com foco em metas agressivas e previsibilidade de receita. - Realizar follow-ups estratégicos até o fechamento. - Atualizar e organizar o pipeline no CRM (Pipedrive ou Kommo). - Trabalhar em conjunto com o time de pré-vendas para otimizar conversões. Benefits - Comissão - Bonificação

Job Description About Us HiBob is a modern People Platform. We're a fast-scaling tech business with a global customer base and a high-performing global GTM team behind us. APJ is a central part of that growth story, and we're building the team to match. This is a complex, multi-stakeholder sales environment where deals span multiple modules, multiple buyers, and a wide range of deal sizes. The motion requires real commercial sophistication to navigate: structured qualification, executive engagement, and the orchestration to bring it all together. Throughout, you're selling to strategic People and HR leaders. The Role Working cross-functionally, our Account Executives attract and sign exciting new companies to drive the growth of HiBob. They manage the whole sales cycle, from prospecting through to closing. What You'll Do - Prospect, initiate and nurture business relationships to generate new business opportunities - Prepare and present product demonstrations - Perform outbound activities to build revenue pipeline - Manage the whole sales cycle, from prospecting through closing - Identify key decision-makers - particularly CPOs and People leaders - and assess buying readiness and timelines - Capture and manage information/data/metrics in our Salesforce CRM system - Attend trade shows, events and conferences - Network with market influencers, consultants and partners What We're Looking For - 3+ years of closing experience as an AE in a SaaS environment - Experience closing substantial, six-figure-calibre deals within mid-market organisations (roughly 250-1,500 employees) - Experienced in MEDDIC or MEDDPICC sales methodologies - You must be a hunter and a closer - pipeline generation is second nature to you. - Experience selling into HR, People or L&D buyers is highly regarded - including from adjacent platforms (learning, talent, performance, payroll) where you've sold to the same People leaders - Proven experience in accurately forecasting and hitting revenue targets - Desire to work in a fast-paced, hyper-growth start-up working environment - Strong work ethic, integrity and desire to succeed - Adaptability to new initiatives - A self-starter who is able to work autonomously - Based in Sydney We're looking for people who invest in others, care about the detail, and raise the bar through example. If that resonates, we'd love to hear from you. Life at HiBob We take care of our people. Here's what that looks like in practice: - Pre-IPO equity options - 20 days annual leave plus an extra day for your birthday - Quarterly balance days to fully switch off - Work-from-home setup allowance - Weekly in-office lunches - Headspace access for your mental wellbeing - Paid baby bonding leave for new parents - Work From Anywhere for up to two months a year