Note: The job is a remote job and is open to candidates in USA. HubSpot is an AI-powered customer platform seeking an Account Executive for their Mid-Market segment. The role involves owning the full new business cycle, building pipelines through outbound prospecting, and navigating complex multi-stakeholder deals.
Responsibilities
- Own the full new business cycle within mid-market accounts (50–500 employees) — this is a hunting role, built for someone who wants to win new logos, not manage existing ones
- Build your pipeline from the ground up through outbound prospecting, target account strategies, and close collaboration with your BDR partner
- Run deals end-to-end — from first outreach through discovery, demo, negotiation, and close — typically in the $40K+ ARR range
- Navigate complex, multi-stakeholder deals by coordinating across BDRs, Pre-Sales, executive sponsors, service partners, and product specialists
- Get into the weeds of a prospect's business to understand their goals well enough to know whether HubSpot is genuinely the right solution — not just sell to anyone who'll take a meeting
- Bring HubSpot's AI-powered customer platform to mid-sized businesses working through real complexity in how they go to market
- Work alongside marketing and business development to design and execute targeted outbound campaigns and account-based strategies
- Contribute your ideas and perspective beyond just your quota — we expect you to help shape how the team operates and how HubSpot grows
Skills
- 3+ years of full-cycle closing experience with a defined quota focused on net-new, self-sourced business
- A track record of consistent, high-level performance — not just a good quarter here and there
- 100%+ of annual quota for the bulk of your sales career
- Stack ranked in roughly the top 10% of your team or segment
- At least one advancement during your sales career (this doesn't have to be an official promotion — an increase in quota or expanded role responsibilities counts)
- An established, repeatable outbound process across multiple channels — phone, email, social, and events
- 70% outbound sales motion — this role requires a strong focus on proactive prospecting and lead generation across multiple channels
- Demonstrated success selling recurring revenue structures — ARR or MRR deals specifically
- Consistent tenure throughout your career — No more than one role under two years
- Longevity matters to us. It's a signal of the kind of commitment and resilience this role demands
- Deal size — You've closed deals at $40K+ ARR and are comfortable operating at that level. Candidates without this will need to make a strong case elsewhere
- Deal team experience — You've worked within and coordinated a deal team before — BDRs, Pre-Sales, Solutions Engineers, executive sponsors, third-party service providers, product specialists. You know how to orchestrate, not just sell
- Breadth of experience — We actively want candidates who've seen different environments, not just one type of company. That looks like: Having worked at companies in different stages — a high-growth startup and a larger enterprise, for example; Selling across more than one technology category — marketing automation, cybersecurity, ERP, etc.; Managing complex product portfolios or multi-solution deals within a single opportunity
- Deal volume — You're comfortable closing somewhere in the range of 3–6 deals per month across a mix of transactional and longer-cycle opportunities, without letting either suffer
- Sales cycle experience — You've managed 30–120 day cycles and know how to keep both fast-close and long-cycle deals progressing at the same time
- Structured closing plans — You've used JEPs, MAPs, or something equivalent. You know how to formalize the path to close with a prospect, not just wing the final stages
- Recognition — President's Club, Rising Star, Heavy Hitter, or a comparable award at your company. If you've been recognized as a top performer, we want to know about it
- Persona-based selling — You've sold into specific buyer personas within mid-market or enterprise organizations and know how to tailor your approach based on who's across the table
Benefits
- On-target commission for employees in eligible roles
- Annual bonus targets under HubSpot’s bonus plan for eligible roles
- Eligible to participate in HubSpot’s equity plan to receive restricted stock units (RSUs)
- May also be eligible for overtime pay
- Individual compensation packages are tailored to your skills, experience, qualifications, and other job-related reasons
- Benefits and perks HubSpot offers to help employees grow better
- Flexibility and connection for Remote employees or those who work from the Office
- In-person onboarding at a regional HubSpot office for Engineering team members
- In-person events such as Product Group Summit and other gatherings for broader Product team members
- Commitment to supporting candidates who may need alternative arrangements due to travel limitations or other reasons
Company Overview
Company H1B Sponsorship