Account Executive - Mid-Market
In an effort to help Millions of Companies grow better, the HubSpot product has matured, and we are finding more upmarket companies are implementing HubSpot . That means larger accounts, more complex implementations, more stakeholders at the table, and a pipeline you largely build yourself. This isn't a role where you wait for leads to land in your lap. 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.
In this role, you'll get to:
- 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
We are looking for people who:
- 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.
Strong Evidence We Want To See:
(If you cannot meet these requirements, a detailed explanation is required for recruiter consideration)
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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.
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A track record of consistent, high-level performance — not just a good quarter here and there -
We're looking for all three of the following:
- 100%+ of annual quota for the bulk of your sales care