United States onlySmartBug 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.
Canada only