HiBob is a modern People platform, but let's be clear about what that means in practice. We're a tech sales business with 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. 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 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.

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.

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