Account Executive - Mid-Market

Location: Remote - USA

Department: Sales

About the Role

At HubSpot, we empower growth-driven organizations with our all-in-one CRM platform, blending inbound marketing, sales, and service tools to help companies attract visitors, convert leads, and delight customers. We're seeking a high-energy Account Executive - Mid-Market to join our Sales team and drive revenue growth by selling HubSpot's powerful solutions to mid-market companies (typically 50-500 employees). In this quota-carrying role, you'll embody our HEART values (Humble, Empathetic, Adaptable, Remarkable, Transparent) while navigating full sales cycles in a collaborative, transparent culture that celebrates wins and learns from challenges. As an Account Executive, you'll prospect into target accounts using HubSpot's inbound methodology, conduct deep discovery to uncover pain points in marketing and sales processes, and deliver tailored demos that showcase how our CRM unifies customer data for personalized experiences. You'll partner with Solutions Engineers to handle technical objections, negotiate contracts, and close deals while forecasting accurately in our high-growth environment. Success means consistently exceeding quotas, expanding customer lifetime value, and contributing to team huddles with insights on mid-market trends. HubSpot's growth culture thrives on innovation, transparency, and fun—think all-hands events, unlimited PTO, and tools to fuel your professional development. If you have 3-5 years of SaaS sales experience, a passion for inbound marketing, and the drive to help customers grow better with HubSpot, join us in redefining how the world does business. This is remote-friendly with occasional travel, offering uncapped commissions and the chance to scale your career in one of the most admired SaaS companies.

Key Responsibilities

• Prospect and generate new pipeline within mid-market accounts using HubSpot's inbound and outbound strategies
• Conduct discovery calls to uncover customer challenges and map them to HubSpot's CRM and marketing solutions
• Build and present customized ROI-focused demos showcasing HubSpot's inbound marketing and sales enablement features
• Manage full sales cycles, including qualification, negotiation, and closing deals with ACV $10K-$50K
• Collaborate with Solutions Engineers and Customer Success teams for seamless handoffs and expansions
• Achieve and exceed monthly, quarterly, and annual sales quotas while maintaining high win rates
• Leverage HubSpot's growth tools to forecast accurately and optimize deal velocity
• Stay current on inbound marketing trends, competitive landscape, and HubSpot product updates
• Participate in sales enablement programs, including HEART values training and ongoing coaching
• Contribute to HubSpot's culture of transparency by sharing wins, learnings, and feedback in team meetings

Required Qualifications

• Bachelor's degree in Business, Marketing, or related field
• 3-5 years of quota-carrying sales experience in SaaS, CRM, or inbound marketing software
• Proven track record of exceeding sales quotas in mid-market accounts (typically $10K-$50K ACV)
• Experience managing full sales cycles from prospecting to close in a high-growth environment
• Strong understanding of HubSpot's CRM platform, inbound methodology, and marketing automation tools
• Demonstrated ability to conduct needs-based discovery calls and articulate ROI for inbound solutions
• Comfortable navigating complex buying processes with multiple stakeholders
• Willingness to travel up to 25% for customer meetings and events

Preferred Qualifications

• Prior experience selling HubSpot or similar CRM/marketing platforms (e.g., Marketo, Salesforce)
• Familiarity with mid-market verticals such as professional services, tech, or e-commerce
• HubSpot certification (e.g., Sales Software Certified or Inbound Sales Certified)
• Experience with MEDDIC or Challenger Sale methodologies
• Background in building and maintaining a robust pipeline via LinkedIn Sales Navigator and HubSpot tools

Required Skills

• Expertise in HubSpot CRM, Sales Hub, and Marketing Hub
• Proficiency with sales tools like LinkedIn Sales Navigator, Gong, and Outreach
• Strong inbound sales methodology and consultative selling approach
• Excellent verbal and written communication for executive presentations
• Pipeline management and forecasting using HubSpot dashboards
• Needs analysis and ROI calculation for marketing automation
• Objection handling in competitive SaaS deals
• Time management in a fast-paced, quota-driven environment
• Team collaboration across Sales, Success, and Product teams
• Adaptability to HubSpot's rapid product evolution and growth culture
• Data-driven decision making with CRM analytics
• Resilience and grit for high-volume prospecting
• Customer empathy aligned with HubSpot's inbound philosophy
• Technical aptitude for demoing complex integrations

Benefits

• Competitive base salary plus uncapped commission and Sales Bonus Plan
• Comprehensive health, dental, and vision insurance with 100% premium coverage for employees
• 401(k) match, stock options, and employee stock purchase plan
• Unlimited PTO and flexible work-from-home policy
• HubSpot Academy certification stipends and ongoing sales training
• Quarterly stipends for home office setup and wellness
• All-hands company events, volunteer days, and HEART culture celebrations
• Parental leave, fertility benefits, and family-forming support

HubSpot is an equal opportunity employer.