The HubSpot Sales Executive is responsible for driving new business sales, managing the sales cycle from prospecting to closing, and collaborating on deals with internal partners while maintaining data integrity within HubSpot.
SmartBug Media is the most decorated HubSpot agency, recognized as a leader in crafting digital solutions that empower organizations to thrive across the entire customer lifecycle. From marketing and sales to revenue operations, customer success, and e-commerce, we combine sound strategies, cutting-edge AI, and digital innovation to deliver solutions that de-risk the future and drive sustainable growth.
With a fully remote team of over 250 professionals, we excel at creating intelligent web and digital ecosystems—from corporate websites to complex web applications—seamlessly integrated with AI-powered solutions. By aligning SmartBug's expertise with our clients' unique business realities, we build scalable, innovative tools that become engines for growth, setting the course for long-term success.
The HubSpot Sales Executive is a pure hunter responsible for identifying and closing new business outside of the existing HubSpot ecosystem. Your primary mission is to source “new logo” opportunities - companies not currently using HubSpot or working with a partner - and bring them into the HubSpot fold. You will manage the sales cycle from prospecting to close, registering these deals with HubSpot to secure Partner-Sourced credit. While you own the software sale, you will strategically partner with internal (SmartBug) Sales Executives to attach SmartBug service packages to every deal you hunt.
Responsibilities
- Develop and execute a comprehensive outbound prospecting plan to penetrate target accounts within our Ideal Client Profile (ICP)
- Execute high-volume, multi-channel outreach (email, phone, video, social) to generate a pipeline of “Partner Sourced MRR”
- Represent agency at INBOUND and other industry events
- Identify and qualify leads based on their software needs and readiness to migrate to the HubSpot platform
- Lead the full software sales cycle, including discovery, customized platform demonstrations, and technical scoping.
- Negotiate software pricing and packaging, leveraging your knowledge of HubSpot’s discounting levers to win “new logo” business
- Own the lead registration process within the HubSpot Partner Portal to ensure SmartBug receives full attribution for the source
- Deliver high-impact sales presentations and portal demos that clearly articulate the ROI of HubSpot and the SmartBug distinct value proposition
- Once a software opportunity is identified, partner with a SmartBug Sales Rep to pitch onboarding and implementation, creating a comprehensive solution
- Collaborate with HubSpot Territory Managers on deals you bring to them, using your sourced deals as leverage to gain favor and future reciprocity from the HubSpot team
- Drive full-cycle revenue generation against a personal quota
- Uphold rigorous pipeline hygiene and data integrity within HubSpot, applying strict qualification criteria to validate opportunities and ensure accurate forecasts
- Demonstrate a commitment to continual learning regarding the HubSpot platform, staying ahead of product updates to remain a valuable resource to partners
- Inspire confidence during the sales process by demonstrating HubSpot acumen and industry expertise
- Maintain an expert-level understanding of the competitive landscape (Salesforce, MS Dynamics, PipeDrive) to effectively displace competitors
- Act as a "market scout," identifying emerging trends where HubSpot’s software can solve specific industry pain points.
Required Skills and Experience
- Education: Bachelor’s degree or relevant professional experience.
- Experience: 3-5 years of high-activity outbound SaaS sales (hunter profile).
- Pipeline Mindset: Proven track record of generating at least 70–80% of your own pipeline through cold prospecting and networking.
- HubSpot Knowledge: Deep understanding of the HubSpot software suite. You must be able to demo the product effectively without relying on a technical pre-sales engineer.
- Negotiation Skills: Ability to manage complex, multi-stakeholder software negotiations and displace incumbent technologies.
- Collaboration: A "team-first" approach to selling, with the ability to lead a deal while gracefully incorporating a Service Sales counterpart to handle the consulting scope.
Preferred Qualifications
- Experience working at a HubSpot partner agency
- HubSpot Software Certifications
- Existing relationships within the HubSpot sales organization.
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