Senior Account Executive, Specialization

Who are we?

HubSpot is a leading customer platform that brings marketing, sales, service, and operations tools together to help businesses attract, engage, and delight customers. It's our mission to not just help them grow, but to help them grow better. Our global team builds with heart, curiosity, and a drive to solve for the customer while doing work that matters.

What’s the role?

This is a hunter role with deep product specialisation serving HubSpot’s mid-market/corp segments. You build your own pipeline by prospecting aggressively into HubSpot's existing customer base, and you run deals from end to end - from first outreach through close - for our specialized offerings: Service Hub, Customer Agent, and Revenue Hub.

You’ll run both fast paced and complex, strategic sales cycles with service leaders, CS teams, IT, and business stakeholders, pairing a relentless prospecting motion with the technical fluency to make the platform real for technical and business buyers alike. Specialization is a P0 for HubSpot in 2026: we're building, experimenting, and pivoting fast, so this role is best for sellers who own their outcomes and thrive in change.

What you’ll do

Build your own pipeline. Self-source the majority of your opportunities through multi-channel outbound prospecting into the install base, using tools like IB Workspace , Claude & LinkedIn Sales Navigator .

Own the full cycle and your number. Carry an individual quota and run every deal from prospecting through close.

Run complex, multi-stakeholder cycles. Sell into leaders across, CS, IT, and business buyers in Corporate-sized organizations.

Own discovery and solutioning. Uncover needs, build the business case, and drive consensus across the buying committee.

Own the technical sale end to end. Run your own discovery, demos, and solution design. You're the one who makes the platform real for both technical and business buyers.

Translate technical value. Connect tech (APIs, integrations, platform capabilities) to business outcomes for technical and executive audiences across Service Hub, Customer Agent, and Revenue Hub.

Collaborate across internal customer-facing teams. Growth Account Executives, Customer Success, Solutions Engineers, and other partners — to move deals forward and deliver a connected customer experience.

Contribute to team learning. Share wins, losses, and what's working in prospecting.

What we’re looking for

3+ years of full-cycle SaaS sales with consistent quota attainment as an individual contributor.

Proven, self-sourced pipeline generation. A track record of building your own pipeline through outbound prospecting, not relying on inbound or overlay support.

Top producer in your current role, with a demonstrated record of closing and expanding business in complex environments.

Strong technical aptitude and natural curiosity. Drawn to complexity, quick to ramp, and able to translate what you learn into conversations that land at any level.

Deliver compelling product demonstrations that connect Service Hub, Customer Agent, and Revenue Hub capabilities to each stakeholder's specific goals and pains.

Multi-stakeholder cycle management across service, CS, IT, and business buyers, including C-level.

Exceptional consultative and value-based selling with the discipline to build comprehensive business cases.

Growth mindset and comfort with change in a fast-evolving, build-as-you-go environment.

Repeatable, metrics-driven process and sharp organizational skills.

The ideal candidate

Hunter first who builds pipeline relentlessly and can navigate technical conversations.

Owns their number — measures success by individual attainment, not shared credit.

Team Seller who is comfortable with operating within a sales cycle involves multiple stakeholders internally and externally.

Change-agent who thrives where they can test, build, and iterate quickly.

Expansion hunter who finds whitespace and drives adoption inside existing accounts.

What are the benefits?

HubSpot offers a flexible, supportive environment designed to help you do your best work and grow your career:

• Competitive base salary, stock options, and uncapped commissions
• Remote-first flexibility — work from home, the office, or hybrid
• World-class onboarding and ongoing learning opportunities (including an annual education allowance)
• Flexible Time Off policy
• Healthcare and wellness reimbursements
• Primary and Secondary Caregiver Leave
• Employee Resource Groups and inclusion programs to support belonging
• Volunteering time so you can give back to your community