Job Description

HiBob helps contemporary, growing businesses transform the way they manage, engage, and develop their people.

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Our platform, Bob, brings HR, payroll, performance, compensation, engagement, analytics, workforce planning, and AI-powered people insights together in one intuitive system. We work with ambitious companies around the world that want their people systems to scale as quickly and thoughtfully as their business.

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As we continue to grow across APJ, we're looking for a Commercial Sales Manager to lead a key regional sales segment and help shape the next phase of our go-to-market growth.

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About the role

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This is a hands-on first-line leadership role for someone who enjoys coaching AEs, improving sales execution, and building consistent commercial discipline in a scaling SaaS environment.

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You'll lead HiBob's APJ commercial AE team, working with growing businesses typically from ~50 to 500 employees, with some opportunities extending up to ~1,000 employees. Typical deal sizes range from ~US$20k–150k. While this is a commercial rather than enterprise segment, the sales motion is still consultative, value-led, and multi-stakeholder, often involving HR, Finance, IT, and executive buyers.

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You'll be close to the team, the deals, and the coaching moments: helping AEs improve discovery, qualification, deal strategy, negotiation, forecasting, and close planning. You'll also help create the structure, clarity, and operating rhythm needed for the team's next stage of growth.

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This is a strong opportunity for someone who wants to build, coach, support, and create a healthy, effective sales culture in a region with genuine growth ambition.

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What you'll do

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- Lead, coach,



and develop a team of Account Executives across the APJ commercial segment.
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- Own new-business performance across commercial and mid-market customers.
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- Build strong coaching rhythms across discovery, qualification, deal strategy, negotiation, forecasting, and close planning.
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- Coach live opportunities, review deals, strengthen qualification, and help AEs improve in real time.
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- Support consistent use of sales methodology, including MEDDPICC or equivalent consultative-sales frameworks.
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- Improve forecast accuracy, pipeline hygiene, stage progression, and deal reviews across the team.
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- Partner with Sales, Marketing, Sales Engineering, Customer Success, and global teams to improve regional execution.
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- Create clarity, accountability, and consistency as the team scales.
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- Help identify, attract, and develop future sales talent across APJ.
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What you'll bring

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- Proven experience leading SaaS sales teams, ideally across commercial, mid-market, or adjacent segments.
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- Solid first-line leadership experience, with a track record of coaching AEs and lifting team performance.
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- Experience selling or leading teams through consultative, multi-stakeholder B2B sales cycles.
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- Confident use of sales methodology, pipeline management, forecasting, and deal coaching.
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- Comfort operating in a scaling environment where structure is being built, refined, and improved.
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- A hands-on leadership style, close enough to the detail to coach effectively without losing sight of the bigger commercial picture.
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- Strong cross-functional instincts and the ability to partner well across Marketing, RevOps, Sales Engineering, Customer Success, and senior leadership.
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- Clear ownership, sound commercial judgement, and the ability to create momentum in an evolving environment.
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- Sydney-based
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Nice to have

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- Experience in HR tech, HCM, payroll, workforce management, talent, learning, finance, or adjacent operational SaaS.
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- Exposure to APJ regional growth, multi-country sales motions, or international matrix environments.
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- Experience leading both new business and expansion motions.
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- Familiarity with MEDDPICC or another structured sales methodology.
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Why HiBob?

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You'll join one of the fastest-growing SaaS companies globally, with genuine opportunities to accelerate your career.

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Becoming a Bobber means competitive pay, benefits and pre-IPO equity, plus:

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- Hybrid working from day 1, with a work-from-home setup allowance
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- Work from anywhere for up to 2 months after 6 months' employment
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- Bob balance days: a company-wide long weekend each quarter
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- 2 paid Social Impact days a year for volunteering
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- $2,500 USD employee referral bonus
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- Fun local and global team social events
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- A day off for your birthday
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- Unmind access to support your wellbeing
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- Catered Thursday lunches, coffee, and a dog friendly office
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📌 Commercial Sales Manager - APJ (New South Wales)
🏢 Hibob
📍 New South Wales