Account Executive - Small Business

HubSpot is an AI-powered customer platform that provides software solutions for marketing, sales, and service. They are seeking a Growth Specialist (Account Executive) to identify, source, and close new business opportunities within the small business sector, focusing on consultative selling and managing a book of business.

Responsibilities:

• Position the value of HubSpot’s software and the customer journey to small-size businesses
• Be expected to run 3-5 meetings per day for prospective customers and be responsible for the entire sales process; prospecting, qualifying leads, running discovery calls (~1-3 per day, uncovering pain points, challenges, and providing value), demonstrations and closing deals
• Educate and guide prospects through the sales cycle (average 30 days) to help them learn how HubSpot can grow their business in the short term and scale for the long term
• Manage a book of business of 450 accounts of primarily outbound prospects (as well as inbound leads to identify, engage, and develop relationships with potential buyers
• Dissect and qualify prospects’ business goals to determine if HubSpot can be 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 the company introduces enhancements to existing solutions and/or releases new products
• Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future
• Engage as your unique self in a diverse, inclusive and high-performing team

Requirements:

• Have at least 1 year of experience working with self-sourced, outbound leads
• Manage a pipeline of primarily outbound prospects (about 90%) as well as inbound leads to identify, engage, and develop relationships with potential buyers
• Have shown consistent success in a majority net new closing role
• Have the desire and commitment to do what it takes to be successful in sales
• Have a positive outlook and a strong ability to take responsibility for their successes and failures
• Have exceptional consultative selling and closing skills
• Are Top Producers in their current role
• Have a sharp focus on their goals and a belief that their daily, weekly and monthly activities will help achieve them
• Using strong consultative selling skills, you will balance primarily passive leads for your pipeline in addition to qualifying inbound leads
• Are proactive in uncovering and solving their gaps and raising their skill level