Account Executive, Small Business

About the Account Executive, Small Business Role at HubSpot

As a Growth Specialist (Account Executive) on HubSpot's direct sales team, you will be instrumental in identifying, sourcing, and closing new business opportunities within the small business sector (1-50 employees). This role requires strong consultative selling skills to manage a pipeline of primarily passive leads while also qualifying inbound leads. You'll need robust prospecting abilities, a strong commitment to winning, and a desire to advance your SaaS sales career.

In This Role, You’ll Get To

• Position the value of HubSpot’s software and the customer journey to small-size businesses.
• Run 3-5 meetings per day for prospective customers, managing the entire sales process from prospecting and lead qualification to discovery calls (1-3 daily), demonstrations, and closing deals.
• Educate and guide prospects through a sales cycle averaging 30 days, helping them understand how HubSpot can foster short-term growth and long-term scalability.
• Manage a book of business consisting of 450 accounts, primarily outbound prospects, along with inbound leads to identify, engage, and develop relationships with potential buyers.
• Dissect and qualify prospects’ business goals to determine if HubSpot represents 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 new enhancements and products are released.
• Contribute your insights, strategies, and ideas to advance HubSpot's values, culture, and vision.
• Engage authentically within a diverse, inclusive, and high-performing team.

We Are Looking For People Who

• Possess at least 1 year of experience working with self-sourced, outbound leads.
• Manage a pipeline predominantly of outbound prospects (around 90%) alongside inbound leads to identify, engage, and nurture relationships with potential buyers.
• Demonstrate consistent success in a majority net new closing sales role.
• Exhibit the desire and commitment necessary for success in sales.
• Maintain a positive outlook and readily take responsibility for successes and failures.
• Have exceptional consultative selling and closing skills.
• Are recognized as Top Producers in their current role.
• Maintain a sharp focus on goals, believing daily, weekly, and monthly activities drive achievement.
• Utilize strong consultative selling skills to balance passive leads and qualify inbound leads effectively.
• Are proactive in identifying and addressing skill gaps to continually improve.

Pay & Benefits

The annual cash compensation for this role ranges from $140,000—$160,000 USD. This includes base salary and on-target commission. Individual packages are tailored to skills, experience, and qualifications. Beyond cash compensation, some roles may include participation in HubSpot’s equity plan (RSUs) and overtime eligibility. HubSpot is committed to fair compensation practices and transparency.

Explore HubSpot's comprehensive benefits and perks designed to support employee growth.

About HubSpot

HubSpot (NYSE: HUBS) is an AI-powered customer platform offering software, integrations, and resources to connect marketing, sales, and service. Headquartered in Cambridge, MA, HubSpot's global team is known for its award-winning culture, grounded in commitments like Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. We foster an environment where employees can do their best work through clarity, ownership, and trust, leading to big thinking and meaningful progress.

Key skills/competency

• Consultative Selling
• New Business Development
• Outbound Prospecting
• Pipeline Management
• SaaS Sales
• Quota Attainment
• CRM Software
• Lead Qualification
• Customer Relationship Management
• Sales Strategy