Manager, Sales Specialists

Role Overview

• Build and Lead a High-Performing Sales Team: Inherit, recruit , onboard, and develop 8-10 Strategic Sales Specialists in the Mid-Market segment, turning them into top-performing revenue generators focused on Service Solutions.
• Drive Quota Attainment: Own team performance and forecast accuracy, coaching your team to consistently achieve 100%+ quota attainment through disciplined pipeline management and deal execution.
• Coach Sales Fundamentals: Develop your team's prospecting, discovery, negotiation, and closing skills with a focus on install base hunting and complex, multi-stakeholder sales cycles.
• Scale a Proven Motion: Execute and refine the playbook for selling Service Hub and Customer Agent into HubSpot's existing customer base, identifying what works and iterating quickly.
• Manage Performance Rigorously: Hold your team accountable to metrics, pipeline health, and revenue targets while creating a culture of transparency and continuous improvement.
• Partner Cross-Functionally: Collaborate with Mid-Market Growth Specialist leadership, Enablement, Operations, and Product teams, clearly aligning ownership between core Growth sellers and Service Specialists to drive effective install-base expansion.
• Attract and Retain Top Talent: Build a diverse, inclusive team culture where high performers thrive, receive world-class coaching, and see a clear path for growth.
• Champion HubSpot's Culture: Lead with HubSpot's HEART values, creating an environment rooted in accountability, growth, and collaboration.

Requirements

• Proven Sales Leadership: 2+ years of experience leading quota-carrying SaaS sales teams, with a track record of consistently hitting or exceeding team quota.
• Sales Coaching Excellence: Demonstrated ability to identify talent, diagnose performance gaps, and coach sellers to success—especially in prospecting, pipeline generation, and deal progression.
• Hunter Mentality: Deep understanding of what it takes to build a pipeline through install-base prospecting, activity discipline, and coaching repeatable outbound and expansion motions.
• Mid-Market or Enterprise Experience: Experience managing sellers in the Mid-Market or Corporate segment, navigating longer sales cycles and multi-stakeholder buying processes.
• Data-Driven Approach: Strong analytical mindset with experience using CRM data, forecasting tools, and activity metrics to drive team performance and accountability.
• Change Leadership: Comfort operating in ambiguity and leading through change—this is a scaling organization, and you'll need to adapt quickly while keeping your team focused and motivated.
• Collaborative Leadership: Ability to build strong cross-functional relationships and work effectively with partner teams to drive shared success.
• Passion for the Mission: A strong connection to HubSpot's mission and the role specialization plays in unlocking our next phase of growth.
• Minimum 2 years of experience as a sales manager leading quota-carrying SaaS sales teams
• Proven track record of team quota attainment (100%+ consistently)
• Experience coaching full-cycle sellers in prospecting, discovery, and closing
• BA or BS degree at minimum
• Strong communication and stakeholder management skills
• Goal-oriented with a track record of overachieving on targets & KPIs
• Growth mindset with a habit of seeking proactive feedback for self-development
• Adaptability and comfort with change in a fast-paced environment.

Benefits

• Health insurance
• 401(k) matching
• Flexible working hours
• Paid time off
• Remote work options