Sales Manager - SMB

Location: Sydney, Australia

Department: Sales

About the Role

At HubSpot, we empower organizations to grow better by building a connected ecosystem of CRM, marketing, sales, and service software. We're seeking a dynamic Sales Manager - SMB to lead our Small and Medium Business sales team. In this pivotal role, you'll drive revenue growth by coaching a high-performing team of Account Executives who sell HubSpot's world-class inbound marketing and CRM solutions to SMB customers. Embracing our HEART culture (Humble, Empathetic, Adaptable, Remarkable, Transparent), you'll foster an environment of continuous learning and customer obsession in our collaborative, growth-focused Cambridge headquarters or remote setup. Your day-to-day will involve hands-on leadership: recruiting top talent, conducting 1:1 coaching sessions, and implementing sales playbooks tailored to SMB needs. You'll leverage HubSpot CRM to monitor pipelines, forecast accurately, and optimize processes using inbound methodologies that turn leads into loyal customers. Collaborating closely with Marketing and RevOps, you'll ensure seamless lead handoff and expansion opportunities, all while hitting aggressive ARR targets in a competitive SaaS landscape. We're looking for a proven sales leader passionate about SMB growth, with deep expertise in CRM and inbound strategies. If you thrive in a metrics-driven culture where innovation meets empathy, join us to scale HubSpot's mission of helping millions of businesses grow better. This role offers uncapped earning potential, equity, and the chance to shape the future of sales at a company consistently ranked as a top place to work.

Key Responsibilities

• Lead, coach, and mentor a team of SMB Account Executives to achieve quarterly and annual revenue goals
• Recruit, onboard, and develop top-tier sales talent in line with HubSpot's growth culture
• Drive adoption of HubSpot CRM and inbound marketing tools to optimize the sales process
• Forecast sales pipelines accurately and collaborate with revenue leadership on strategy
• Analyze sales performance metrics and implement data-driven improvements
• Foster a high-energy, collaborative team environment focused on customer success
• Partner with Marketing and Customer Success teams to align on inbound lead generation and expansion
• Execute sales training programs emphasizing consultative selling and HubSpot solutions
• Monitor market trends in SMB CRM and inbound marketing to refine go-to-market strategies
• Ensure consistent execution of HubSpot's sales playbooks and methodologies

Required Qualifications

• 5+ years of sales experience in SaaS or technology, with at least 2 years in a sales management role
• Proven track record of managing and growing SMB sales teams to exceed revenue targets
• Deep understanding of CRM systems, ideally HubSpot, and inbound marketing methodologies
• Bachelor's degree in Business, Marketing, or a related field
• Experience selling to SMB customers in competitive markets
• Strong analytical skills with experience using sales metrics and forecasting tools
• Ability to thrive in a fast-paced, growth-oriented culture
• Excellent communication and leadership skills with a customer-centric mindset

Preferred Qualifications

• HubSpot certification (e.g., Sales Software Certified or Inbound Sales Certified)
• Experience with inbound sales strategies and lead nurturing
• Previous exposure to marketing automation or revenue operations
• MBA or advanced degree in a relevant field
• Bilingual skills for engaging diverse SMB markets
• Demonstrated success in scaling sales teams from 5-20 reps

Required Skills

• Sales leadership and team management
• HubSpot CRM proficiency
• Inbound marketing knowledge
• Pipeline forecasting and analytics
• Consultative selling techniques
• Recruiting and talent development
• Data-driven decision making
• Customer relationship management
• Strategic planning and execution
• Cross-functional collaboration
• Motivational coaching
• Sales performance metrics (e.g., ARR, churn, win rates)
• Adaptability in fast-paced environments
• Communication and presentation skills
• Problem-solving and objection handling
• Technical aptitude for SaaS tools

Benefits

• Competitive base salary plus uncapped commissions and performance bonuses
• Comprehensive health, dental, and vision insurance with generous employer contributions
• 401(k) matching program to support long-term financial growth
• Unlimited PTO policy to promote work-life balance in our high-growth environment
• HubFlex remote and hybrid work options with home office stipend
• Professional development stipend for certifications like HubSpot Academy courses
• All-team weekly happy hours, cultural celebrations, and volunteer opportunities
• Equity stock options as part of our employee ownership culture
• Parental leave and family-friendly benefits including fertility support

HubSpot is an equal opportunity employer.