Strategic Account Growth & Opportunity Manager

ABOUT HUGO

Hugo is a next-generation BPO built for today’s work. With a global team of over 4,500 people, we focus on high-complexity, judgment-led workflows where nuance matters and traditional outsourcing models fall short. Our teams support demanding digital operations, including AI and model evaluation, trust and safety, crisis and escalation workflows, and advanced customer experience programs.

Our workforce is designed to operate in ambiguity. University-trained teams work within AI-enabled workflows, combining analytical rigor with a strong culture of accuracy and ownership. Since 2023, we’ve scaled rapidly while maintaining strong retention and consistent execution quality.

We are enterprise-ready, but operate differently. Hugo meets the compliance, security, and operational standards of large global BPOs while maintaining the speed and adaptability of a modern, analytics-driven organization. Our teams think like consultants—pairing structured execution with thoughtful problem-solving—delivering enterprise-grade reliability to large organizations and sophisticated operational capability to smaller, underserved companies.

Our mission drives everything we do. Outsourcing creates significant global value, yet little of it reaches African communities. Hugo is changing that by channeling opportunity into Africa, building meaningful careers, and proving that African talent can help power the future of the digital economy.

THE ROLE

As Hugo scales into the premier Cognitive BPO infrastructure partner for world-leading AI labs, we are seeking a proactive, highly organized Strategic Account Growth & Opportunity Manager. This role sits at the heart of our revenue generation engine, acting as the operational catalyst and co-pilot to our client-facing account leadership team. Rather than focusing on heavy software development or full-time copywriting, you will own the end-to-end facilitation of revenue opportunities, driving progress one deliberate step at a time through targeted outreach, meeting orchestration, content amplification, and deep account intelligence. By mastering our HubSpot CRM backend and DemandFarm account planning overlay, you will map complex client organizations, uncover unserved whitespace, identify key decision-makers, and ensure no deal stalls in the pipeline.

WHAT YOU’LL BE DOING

Opportunity Facilitation & Incremental Deal Advancement

• Step-by-Step Pipeline Advancement: Systematically move opportunities forward by executing micro-steps, crafting personalized email follow-ups, setting up strategic client meetings, gathering account insights, and logging meeting outcomes.

• Content & Story Amplification: Leverage and promote Hugo’s technical marketing stories, case studies, and thought leadership across LinkedIn, direct email channels, and targeted outreach to generate inbound curiosity and warm up accounts.

• Sales Co-Pilot to Account Leadership: Partner directly with client-facing account executives and leadership to prepare briefing materials, outline key stakeholder priorities, and coordinate back-office action items that keep sales conversations moving forward.

Strategic Account Mapping & Whitespace Discovery (DemandFarm & HubSpot)

• DemandFarm & HubSpot Ownership: Own the backend administration, configuration, and absolute data hygiene of our HubSpot CRM and DemandFarm account-planning stack.

• Stakeholder & Org Graph Architecture: Architect precise visual relationship maps in DemandFarm, charting decentralized employee networks, key decision-makers, and buying centers across target accounts and divisions (e.g., FAIR, Reality Labs, Core AI).

• Systematic Whitespace Analysis: Continuously analyze mapped accounts to pinpoint unserved units and adjacent service opportunities, feeding actionable intelligence directly to account leaders for targeted expansion.
  

KEY REQUIREMENTS

• 3–5+ years in Revenue Operations, Sales Development, Account-Based Marketing (ABM), or Sales Operations within a scaling technology or technical services environment.

• Hands-on experience managing CRM databases (HubSpot preferred) and specialized Key Account Management (KAM) / relationship mapping overlays (such as DemandFarm, Salesforce Account Maps, or enterprise equivalents).

• Outstanding organizational skills with a relentless focus on incremental progress; moving deals forward through disciplined communication, email follow-ups, and meeting management.

• Ability to leverage technical case studies and marketing narratives to initiate warm conversations, engage decision-makers on LinkedIn, and nurture leads.

• Comfortable untangling complex corporate org charts, spotting whitespace, and translating account data into strategic opportunities for sales leadership.

WHAT SUCCESS LOOKS LIKE: FIRST 90–120 DAYS

• First 30 Days: Complete a full audit of HubSpot and DemandFarm account data, align with account leadership on priority growth targets, and establish standard operating procedures for deal progression and meeting prep.

• First 60 Days: Build detailed DemandFarm org charts and whitespace maps for primary target accounts, launching story-driven outreach on LinkedIn and email to engage newly identified decision-makers.

• First 90 Days: Achieve a steady rhythm of opportunity progression, consistently setting up discovery meetings, capturing actionable stakeholder insights, and expanding active deal pipeline across previously unserved account divisions.

• First 120 Days: Demonstrate clear, measurable expansion within key enterprise accounts, proving closed-loop revenue growth driven by seamless back-office facilitation, story amplification, and DemandFarm whitespace mapping.

EQUAL OPPORTUNITY STATEMENT

Diversity, equity and inclusion are part of our DNA. Promoting and, where possible, improving diversity, equity and inclusion are a value-based and commercial necessity. We are an equal opportunity employer and welcome applications from all qualified individuals, regardless of race, sex, gender identify, sexual orientation, neurodiversity, disability, or any other legally protected status