Lead Account Executive, Sales Specialization

HubSpot is an AI-powered customer platform providing software, integrations, and resources for marketing, sales, and service. The Lead Account Executive will build a self-sourced pipeline and manage complex, full-cycle sales for Service Hub, Customer Agent, and Revenue Hub, owning prospecting, discovery, solutioning, demos, negotiation, and close. The role partners with internal customer-facing teams and translates technical platform capabilities into business outcomes for corporate buyers.

Responsibilities:

• Build your own pipeline. Self-source the majority of your opportunities through multi-channel outbound prospecting into the install base, using tools like IB Workspace, Claude & LinkedIn Sales Navigator
• Own the full cycle and your number. Carry an individual quota and run every deal from prospecting through close
• Run complex, multi-stakeholder cycles. Sell into leaders across, CS, IT, and business buyers in Corporate-sized organizations
• Own discovery and solutioning. Uncover needs, build the business case, and drive consensus across the buying committee
• Own the technical sale end to end. Run your own discovery, demos, and solution design. You're the one who makes the platform real for both technical and business buyers
• Translate technical value. Connect tech (APIs, integrations, platform capabilities) to business outcomes for technical and executive audiences across Service Hub, Customer Agent, and Revenue Hub
• Collaborate across internal customer-facing teams. Growth Account Executives, Customer Success, Solutions Engineers, and other partners — to move deals forward and deliver a connected customer experience
• Contribute to team learning. Share wins, losses, and what's working in prospecting

Requirements:

• 5+ years of full-cycle SaaS sales with consistent quota attainment as an individual contributor
• Proven, self-sourced pipeline generation. A track record of building your own pipeline through outbound prospecting, not relying on inbound or overlay support
• Top producer in your current role, with a demonstrated record of closing and expanding business in complex environments
• Strong technical aptitude and natural curiosity. Drawn to complexity, quick to ramp, and able to translate what you learn into conversations that land at any level
• Deliver compelling product demonstrations that connect Service Hub, Customer Agent, and Revenue Hub capabilities to each stakeholder's specific goals and pains
• Multi-stakeholder cycle management across service, CS, IT, and business buyers, including C-level
• Exceptional consultative and value-based selling with the discipline to build comprehensive business cases
• Growth mindset and comfort with change in a fast-evolving, build-as-you-go environment
• Repeatable, metrics-driven process and sharp organizational skills
• Hunter first who builds pipeline relentlessly and can navigate technical conversations
• Owns their number — measures success by individual attainment, not shared credit
• Strategic closer comfortable with longer, larger, multi-stakeholder Corporate cycles
• Team Seller who is comfortable with operating within a sales cycle involves multiple stakeholders internally and externally
• Change-agent who thrives where they can test, build, and iterate quickly
• Expansion hunter who finds whitespace and drives adoption inside existing accounts