Account Executive - Small Business

As a Growth Specialist (Account Executive) on the direct sales team, you will identify, source and close net new business opportunities that fall within the Small Business space (1-25 employees). 

Using strong consultative selling skills, you will balance primarily passive leads for your pipeline in addition to qualifying inbound leads. This role will require a team member with strong prospecting skills, a strong commitment to win and the desire to continue growing in a SaaS sales career. 

In this role, you’ll get to:

• Position the value of HubSpot’s software and the customer journey to small and medium-sized businesses

• Be responsible for prospecting, qualifying leads, and approximately 1-3 discovery calls per day where you would uncover pain points, challenges, and provide value. 

• Be expected to run 1-3 demos per week for prospective customers

• Educate and guide prospects through the sales cycle (average 30 days) to help them learn how HubSpot can grow their business in the short term and scale for the long term

• Manage a pipeline of primarily outbound prospects (about 75%) as well as inbound leads to identify, engage, and develop relationships with potential buyers

• Dissect and qualify prospects’ business goals to determine if HubSpot can be a strategic investment for their business growth

• Close net new business at or above quota level

• Partner with marketing and technology departments to execute sales strategy as the company introduces enhancements to existing solutions and/or releases new products

• Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future

• Engage as your unique self in a diverse, inclusive and high-performing team

We are looking for people who:

• Have at least 1 year of working with self-sourced or passive leads 

• Have at least 2 years of net new closing experience (SaaS experience is a plus)

• Have the desire and commitment to do what it takes to be successful in sales

• Have a positive outlook and a strong ability to take responsibility for their successes and failures

• Have exceptional consultative selling and closing skills

• Are Top Producers in their current role

• Have a sharp focus on their goals and a belief that their daily, weekly and monthly activities will help achieve them

• Using strong consultative selling skills, you will balance primarily passive leads for your pipeline in addition to qualifying inbound leads.

• Manage a pipeline of primarily passive prospects (about 75%) as well as inbound leads to identify, engage, and develop relationships with potential buyers

• Are proactive in uncovering and solving their gaps and raising their skill level

Cash compensation range: 140000-160000 USD Annually This resource will help guide how we recommend thinking about the range you see. Learn more about HubSpot’s compensation philosophy from Katie Burke, HubSpot’s Chief People Officer. The cash compensation above includes base salary, on-target commission for employees in eligible roles, and annual bonus targets under HubSpot’s bonus plan for eligible roles. In addition to cash compensation, some roles are eligible to participate in HubSpot’s equity plan to receive restricted stock units (RSUs). Some roles may also be eligible for overtime pay. Individual compensation packages are based on a few different factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons. We know that benefits are also an important piece of your total compensation package. To learn more about what’s included in total compensation, check out some of the benefits and perks HubSpot offers to help employees grow better. At HubSpot, fair compensation practices isn’t just about checking off the box for legal compliance. It’s about living out our value of transparency with our employees, candidates, and community.