Director of Customer Growth, HiBob
Americas
$153-195k
+ Variable compensation component + Equity
More information about location
A modern HR platform powering productivity, engagement, and retention
Posted today
A modern HR platform powering productivity, engagement, and retention
1001+ employees
Posted today
$153-195k
+ Variable compensation component + Equity
More information about location
1001+ employees
Company mission
To create a modern work experience that empowers organisations to be remarkable.
Role
Who you are
- 5+ years experience leading Account Management, Customer Growth, Expansion Sales, Renewals, or another commercial post-sales organization in a high-growth B2B SaaS environment
- A proven track record owning and delivering a meaningful regional recurring-revenue target across an existing customer base
- Demonstrated success growing ARR through upsell, cross-sell, and renewal uplift, with a strong understanding of recurring-revenue economics and NRR
- Experience leading managers and multiple commercial teams or motions; the ability to coach leaders as well as individual contributors is important for this role
- Proven experience leading managers and multiple commercial motions
- Ownership of a meaningful recurring-revenue target
- Demonstrated success across upsell, cross-sell and renewal uplift
- NRR, expansion ARR, renewal performance and churn-risk expertise
- Pipeline creation from the installed base, not simply pipeline management
- Strong forecasting, pipeline generation, deal and pipeline inspection, and performance-management capability in a quota-carrying SaaS environment including QBRs and renewal coverage
- Strong proficiency with Salesforce and experience with revenue intelligence and forecasting platforms such as Clari, and with outreach platforms
- Strong knowledge of MEDDPICC or a comparable enterprise sales methodology, with the ability to coach complex commercial opportunities
- Demonstrated use of AI, automation, data, and customer signals to improve seller prioritization, productivity, and commercial outcomes
- Strong commercial and analytical judgment, with the ability to move fluidly between regional strategy, operating metrics, people leadership, and individual deal execution
- Executive presence and excellent communication, coaching, and presentation skills, with the ability to influence senior customer stakeholders and cross-functional GTM leaders
- Cross-functional GTM leadership
- Separate Preferred criteria, including HR tech experience and experience leading AM + Renewal organizations together
- Experience in HR technology, HRIS, or a related enterprise software category is a plus
What the job involves
- We are looking for a strategic, commercially minded Director of Customer Growth to lead HiBob’s existing-customer growth business across the US, Canada, and Latin America. This is a regional GTM leadership role with end-to-end accountability for the full Customer Growth UU motion across the Americas: expansion through upsell and cross-sell, together with renewal uplift
- Reporting into Customer Growth leadership, you will lead the regional Account Management and Renewal Management organization through its people managers, setting the strategy, operating rhythm, and commercial standards required to deliver predictable growth from HiBob’s installed customer base
- The Americas is a critical growth market for HiBob. Your mandate is to build a scalable, high-performance Customer Growth engine that captures the opportunity across the customer lifecycle, deepens strategic customer relationships, and increases HiBob’s presence and brand awareness through a growing base of successful customers
- You will balance the proactive “Hunt” for expansion opportunities with disciplined “Harvest” execution at renewal. Efficiency is non-negotiable: growth should scale through sharper prioritization, account tiering and intent signals, AI and automation, smart bundling, and repeatable commercial playbooks rather than linear headcount growth
- Own the Americas Customer Growth commercial outcome across the US, Canada, and Latin America, with accountability for expansion ARR from upsell and cross-sell and for commercial uplift at renewal
- Lead the full regional Customer Growth UU motion, bringing Account Management and Renewal Management together under one clear strategy, operating model, forecast, and performance cadence
- Deliver against regional Customer Growth targets, translating goals into clear expectations for managers and teams across pipeline creation, conversion, renewal uplift, forecast accuracy, and quota attainment
- Lead, coach, and develop the Americas Customer Growth leadership team and organization, creating clear accountability, strong succession, and high- performance commercial culture
- Scale the “Hunt and Harvest” model: build proactive whitespace and lifecycle expansion while ensuring renewal opportunities are systematically managed for appropriate uplift and commercial value
- Create pipeline, not just manage it. Establish a signal-led approach using account tiering, intent data, customer lifecycle triggers, adoption insights, and structured plays to identify and prioritize the highest-value growth opportunities
- Build a rigorous operating rhythm for weekly forecasting, pipeline inspection, deal progression, renewal coverage, QBRs, and performance management using Salesforce, Clari, and the relevant Customer Growth tooling
- Improve productivity, average deal size, and deal velocity through AI-enabled workflows, automation, smart product bundles, scalable outreach, and differentiated high-touch and lower-touch motions
- Coach teams on value-led selling and complex commercial execution, using MEDDPICC and consistent deal inspection to improve qualification, stakeholder alignment, and close execution
- Build trusted executive relationships across strategic customers and act as a senior commercial escalation point for complex expansion and renewal conversations
- Partner closely with Customer Success so customer value, adoption, risk, and commercial opportunity translate into coordinated retention and growth actions without blurring functional ownership
- Partner with Sales, Sales Engineering, RevOps, Marketing, Product, Implementation, Finance, Legal, and Deal Desk to remove friction from the customer lifecycle and ensure Customer Growth is represented in decisions affecting expansion and renewals
- Represent the Americas customer and market perspective in global Customer Growth strategy, sharing insights and scalable practices that strengthen HiBob’s broader growth model
- Recruit, onboard, ramp, and retain exceptional Customer Growth talent as the organization scales
- How Success Will Be Measured:
- Total Americas Customer Growth UU / commercial growth performance
- Expansion ARR from upsell
- ARR generated through renewal uplift
- Net Revenue Retention (NRR) and protection of the existing revenue base
- Regional, team, and individual quota attainment
- Expansion and renewal pipeline creation, coverage, conversion, and forecast accuracy
- Average deal size, deal velocity, and productivity / efficiency of the Customer Growth organization
- Successful development, ramp, retention, and succession of a high-performing regional team
Our take
Developing and maintaining talent is a big challenge for companies that are scaling quickly. Hibob are trying to be one of the solutions.
There are an increasing number of startups attracting huge amounts of investment and being pushed to scale their business fast, meaning the customer base for Hibob's services, whilst already large, is growing.
Hibob has attracted high-profile customers like Fulham FC, eToro, and Receipt Bank, which gives them great credibility for selling to other companies.
Hibob's acquisition of Cassiopeia - a Workplace Relationships Analytics Startup, will afford companies better insights to improve team communications and support flexible work models. Together, they wish to offer thousands of companies the tools they need to maximize the employee experience in our increasingly digital world.
Steph
Company Specialist at Welcome to the Jungle
Insights
Company
Funding (last 2 of 8 rounds)
Sep 2024
$150m
SERIES E
Sep 2023
$150m
LATE VC
Total funding: $715m
Company benefits
- Company share options plan
- Flexible hybrid working model
- Work from home allowance: to get your home office set up how you like it
- Volunteering days: Two days each year to support your community
- Employee referral program paying up to $2,500 for each successful referral
- Work from anywhere: Temporary remote work from anywhere in the world for up to two months (after six months of employment)
- Fun company and team social events (locally and virtually with our global teams)
- Bob Balance Days: A company-wide long weekend at the beginning of each quarter (four additional days of leave)
- Generous annual leave allowance
- Pension scheme or savings plan
- Birthday day off: Take the day off and receive a special gift
- Headspace subscription to help look after your mental health
- Private health coverage
Company values
- Bring me, win as we: When we come together as a global team, we can build something trailblazing. Every Bobber can show up as their authentic self, strengthening the connections in our village and having an exponential impact.
- Build the exceptional: Everyone contributes to building the exceptional at HiBob. We are leading the way in what a functional, flexible, and fun HR platform and mindset looks like.
- We do what we say: We are intentional and take pride in aligning our actions with our words. We deliver today on the promises we made yesterday. We actively use our product and seek to drive best practices.
- Trust and empower each other: Bobbers shine when those around them shine, too. We hire smart people who have the freedom to do their jobs in the best possible way.
- Interact with transparency and openness: Information is a resource to be shared, not a resource to be guarded.
- Grow through what we go through: We need to be agile and adapt. With every challenge and experience we go through, we learn, improve, and remain resilient.
Company HQ
London, UK
Articles
Leadership
Israel David
(Co-Founder & CTO)Previously SVP of Technology at Kenshoo, VP of IT Business Management at VMware, and VP/GM at 48Upper.
Ronni Zehavi
(Co-Founder & CEO)Previously co-founded Team8 and Cotendo. He also spent two years at Akamai Technologies as a Senior VP and GM of the Security Division.
People progressing
Joined HiBob in 2021 as SMB Customer Success Manager and grown to lead the Global SMB Account Manager team in the Customer Growth division, driving scalable growth and success with global customers.
Joined the CX team in 2018 and helped build the SMB CSM team as one of its first members. Has progressed through leadership roles and is now Head of SMB Customer Success, driving adoption & retention.
Joined as a Customer Success Manager in 2022 before moving to our Sales Engineering team after 18 months. Has since been promoted to Senior Sales Engineer, supporting our Partnerships team.
Salary benchmarks
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Diversity, Equity & Inclusion at HiBob
- Our success depends on our people, and we want HiBob to be a workplace where everyone can feel a sense of belonging and thrive. To achieve this, we are committed to being proactive at all levels, ensuring that our workforce reflects the communities in which we live, work, and hire. We are open to all talent. All qualified applicants will receive equal consideration for employment without regard to neurodiversity, race/ethnicity, colour, national origin, religion, gender, pregnancy, marital status, sexual orientation, gender identity/expression, age, disability, genetic information, military service, covered/protected veteran status or any other federal, state or local protected class* (*US only).
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