Sales Specialist Manager

As a Sales Specialist Manager, you will hire, train, coach, and lead a team of new and established Sales Specialists in a fast-paced and rapidly changing environment.

The Sales Specialist team was formed in 2020 to cover a singular product. Since then, it has grown and evolved into a "swat team" of specialized sellers focused on accelerating the growth of our newest and highest-priority Hubs. Today, our primary focus is driving incremental Service Hub revenue, and our secondary focus is supporting Operations Hub. This team is part of the broader PreSales Solutions Engineering Org at HubSpot.

This manager will help define the future direction of the Specialist team in 2024 and beyond and is expected to weigh in on important team strategy decisions in addition to coaching their team.

What is the Sales Specialist Team and Role?

Specialists work alongside our sales team to bring our newest Core & Companion products to market. Today, our team is focused on Service Hub and Operations Hub. The core role of a Specialist is to help our sales team close deals by providing specialized, consultative expertise that helps our customers solve their business needs with our tools.

Specialists do this through a combination of internal prep work, customer-facing meetings, and customized demos + solution building. Senior Specialists are also expected to embed in their segments and proactively work to drive incremental Service Hub revenue by assisting with generating demand at the top of the funnel. While the role is a part of PreSales, the Sales Specialist team is a quota-carrying sales organization that is compensated based on monthly performance.

It's important to note that this team expects and welcomes experimentation and change. In each of the last three years, our product scope has shifted majorly and changed how we operate as a team. This role is an excellent fit for someone who is a great coach and people manager, thrives in an ever-changing environment, and can work through ambiguity to bring clarity to a team.

We are looking for someone who:

• Is passionate about people management and coaching - our team has an infectious growth mindset where people have lofty goals inside and outside work. You genuinely invest in your people and their growth and give thoughtful, actionable, considerate feedback.
• Is excited to explore new ways to solve for our customers at scale and whose values align with HubSpot's culture - we are on a mission to help every medium-sized business in the world grow better while living and working through our company's HEART values.
• Works well cross-functionally, collaborating across PreSales, Sales, and Product to build stakeholder relationships that help us to elicit the best possible outcomes for our customers and find new avenues for collaboration.
• Has high emotional intelligence - you have genuine empathy for others and maximize your impact through understanding the motivations of your team and adapting your communication accordingly.
• Is a positive change agent - you have a track record of leading and empowering groups towards driving improvement while navigating change and simultaneously winning. You create a culture of transparency and focused improvement while having fun and fostering a strong team environment.
• Has a commitment to overachievement - you have a "never quit" attitude and get buy-in to overachieve against targets regardless of the adversity being faced.
• Is data-driven - you leverage and can communicate using data to improve core KPIs that matter to the individuals on our team and to help drive the Sales Specialist and overarching PreSales organization's OGPs.
• Is a champion of DI&B - we have many different kinds of diversity on our team that we celebrate. You are a person who creates a psychologically safe environment for your team to bring their whole selves to work and
• Uses good judgment - especially when tasked with difficult decisions. You are a person who exudes good judgment in decision-making and takes time to think through how the decision will affect both your immediate team and your peer teams in PreSales, Sales, and HubSpot as a whole.
• Is accountable - you have honest, transparent, and authentic communications with your colleagues, regardless of personal ramifications.
• Is a team builder and coach of learning sellers - You motivate individuals and a team towards a collective vision and manifest a team atmosphere.

Sales Specialist Managers at HubSpot:

• Have a track record of being excellent coaches and people managers, with the ability to customize their approach to each individual's unique needs
• Have excellent time management and organizational skills
• Have an analytical mindset and leverage data across all interactions
• Are effective communicators across multiple mediums, both externally and internally
• Support salespeople in all aspects of the sales process and keep their team members accountable to KPIs that drive the business.
• Support the business in cross-functional projects to drive organizational advancement.
• Attract, recruit, interview, and retain diverse top talent.

Cash compensation range: 156000-250000 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, all HubSpotters 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.
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