Lead HiBob’s new-business Account Executive team across Australia and APJ. Own quarterly ARR targets, forecasting, pipeline discipline, coaching, deal strategy, sales process development, MEDDPICC adoption, executive engagement, and team scaling. The role requires a hands-on player-coach who can manage complex, multi-stakeholder SaaS sales, establish structure in a changing environment, and hold teams accountable for results.
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.
Now we're looking for the person who'll lead the next chapter of our new-business sales team. Not from the sidelines. From the front.
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. You'll lead from the middle of it, developing your team, holding a high bar, and helping everyone execute with confidence.
The Role
You'll lead a new-business Account Executive team across Australia and the broader APJ region, taking ownership of a sales motion that spans deals from $30k up to $200K ARR and requires real commercial craft to win.
You'll report into regional sales leadership and own the new-business ARR number for the team. That means accurate forecasting, strong pipeline discipline, and building the kind of repeatable execution that compounds over time. It also means stabilising, coaching, and scaling a team during a period of genuine organisational change, and doing it without a perfect playbook to follow.
This isn't a role for someone who manages from a distance. It's for someone who earns trust by showing up, gets into the detail of deals because they care about the outcome, and isn't afraid to hold people accountable when the standard slips.
What You'll Do
- Own and deliver quarterly new-business ARR goals for your team
- Forecast accurately and maintain the kind of pipeline discipline that gives leadership real visibility
- Develop and support your AEs through tailored growth plans, call reviews, and live deal coaching
- Work alongside your team on complex, multi-stakeholder opportunities, not just reviewing, but actively helping them close
- Build scalable sales processes that create consistency across pipeline management, account planning, and deal execution
- Embed strong playbooks and MEDDPICC within the team, modelling what great looks like in commercial negotiation and senior stakeholder engagement
- Identify risks early, surface them clearly, and support the team to course-correct before deals go off track
- Manage up with clarity, communicating what's working, what isn't, and what's needed, without waiting to be asked
- Collaborate with broader teams across the business to sharpen the new-business motion
- Contribute to how the team is structured, hired, and developed as the business grows
What We're Looking For
- A proven track record leading frontline quota-carrying SaaS sales teams through high-growth environments
- Strong player-coach instincts, present, invested, and willing to zoom in when a rep needs it
- Deep fluency in complex, multi-threaded solution selling: multiple stakeholders, structured qualification, and commercial negotiation
- Real proficiency in MEDDPICC or equivalent frameworks and the ability to develop them into your team's ways of working
- Experience in complex solution selling environments, this is not a PLG sales motion
- Comfort building structure and ways of working in evolving environments where the playbook is still being written
- High conviction and accountability, someone who holds a high standard, surfaces concerns early, and follows through
- Background in multi-module SaaS at scale-up or pre-IPO stage
- 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
HiBob New York, New York, USA Office
HiBob HiBob New York City Office
Our office is in Chelsea - Manhattan's art district - full of diverse restaurants, the High Line park and world class art galleries. Located near Penn Station, the office is very easy to get to.
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