Account Executive - Mid-Market

We're looking for someone who's comfortable going cold, rallying the right people around a deal, and seeing it through to close. If that sounds like your kind of challenge, this one's worth a look.

- Own the full new business cycle within mid-market accounts (50-500 employees) - this is a hunting role, built for someone who wants to win new logos, not manage existing ones

- Build your pipeline from the ground up through outbound prospecting, target account strategies, and close collaboration with your BDR partner

- Run deals end-to-end - from first outreach through discovery, demo, negotiation, and close - typically in the $40K+ ARR range

- Navigate complex, multi-stakeholder deals by coordinating across BDRs, Pre-Sales, executive sponsors, service partners, and product specialists

- Get into the weeds of a prospect's business to understand their goals well enough to know whether HubSpot is genuinely the right solution - not just sell to anyone who'll take a meeting

- Bring HubSpot's AI-powered customer platform to mid-sized businesses working through real complexity in how they go to market

- Work alongside marketing and business development to design and execute targeted outbound campaigns and account-based strategies

- Contribute your ideas and perspective beyond just your quota - we expect you to help shape how the team operates and how HubSpot grows

- Know how to fill their own pipeline - and have a real, repeatable process to show for it. Multi-channel outbound isn't something they figured out once; it's how they operate.

- Have performed consistently, not just in a standout year or two. We're talking quota attainment for the majority of their career, recognition as a top producer, and a trajectory that trends upward.

- Have grown in their career- earned promotions, taken on more scope, or stepped into bigger challenges. Staying in the same seat for years without advancement is something we'll ask about.

- Can work a mixed pipeline without losing their grip on either end - keeping transactional deals moving while giving complex, high-value opportunities the attention they deserve.

- Know how to show up differently depending on who's in the room - whether that's a front-line manager or a C-suite stakeholder - and can move a buying committee without losing the thread.

- Go deep in discovery. They're not just asking the right questions - they understand the business well enough to connect HubSpot's value to what actually keeps a prospect up at night.

- Take ownership of their business - they know their numbers cold, they debrief their losses honestly, and they don't sit around waiting to be told what to do next.

- Thrive in a collaborative environment. They know when to bring in the right people, and they're easy to partner with - whether that's internal teams or external stakeholders.

(If you cannot meet these requirements, a detailed explanation is required for recruiter consideration)

- 3+ years of full-cycle closing experience with a defined quota focused on net-new, self-sourced business.

- We're prioritizing candidates at 4+ years given our upmarket direction, so if you're sitting at 3 years, the rest of your profile will need to be strong. And if most of your pipeline has come from inbound or BDR hand-offs, this one probably isn't the right fit.

- A track record of consistent, high-level performance - not just a good quarter here and there

- Stack ranked in roughly the top 10% of your team or segment

- At least one advancement during your sales career (this doesn't have to be an official promotion - an increase in quota or expanded role responsibilities counts).

- An established, repeatable outbound process across multiple channels - phone, email, social, and events

- 70% outbound sales motion - this role requires a strong focus on proactive prospecting and lead generation across multiple channels

- If your prospecting approach varies wildly deal to deal, that's worth reflecting on before applying.

- Longevity matters to us. It's a signal of the kind of commitment and resilience this role demands.

- Deal size - You've closed deals at $40K+ ARR and are comfortable operating at that level. Candidates without this will need to make a strong case elsewhere.

- Deal team experience - You've worked within and coordinated a deal team before - BDRs, Pre-Sales, Solutions Engineers, executive sponsors, third-party service providers, product specialists. You know how to orchestrate, not just sell.

- Breadth of experience - We actively want candidates who've seen different environments, not just one type of company. That looks like: Having worked at companies in different stages - a high-growth startup and a larger enterprise, for example Selling across more than one technology category - marketing automation, cybersecurity, ERP, etc.

Managing complex product portfolios or multi-solution deals within a single opportunity

- Deal volume - You're comfortable closing somewhere in the range of 3-6 deals per month across a mix of transactional and longer-cycle opportunities, without letting either suffer.

- Sales cycle experience - You've managed 30-120 day cycles and know how to keep both fast-close and long-cycle deals progressing at the same time.

- Structured closing plans - You've used JEPs, MAPs, or something equivalent. You know how to formalize the path to close with a prospect, not just wing the final stages.

- Recognition - President's Club, Rising Star, Heavy Hitter, or a comparable award at your company. If you've been recognized as a top performer, we want to know about it.

- Persona-based selling - You've sold into specific buyer personas within mid-market or enterprise organizations and know how to tailor your approach based on who's across the table.

- You gravitate toward account management and nurturing existing relationships rather than hunting for new business.

- This role is almost entirely focused on net-new revenue acquisition.

- Prospecting feels like a chore, or you thrive best when leads come to you.

- Mid-Market Account Executives at HubSpot are expected to self-source the bulk of their pipeline, alongside working a portion of inbound lead flow.

- You do your best work heads-down and solo, with limited need to loop others in.

- HubSpot operates as a team-selling environment - Account Executives regularly partner cross-functionally throughout the full sales cycle.