Account Executive - Mid-Market

About this role

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)

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 We're looking for all three of the following: 100%+ of annual quota for the bulk of your sales career

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 events70% outbound sales motion — this role requires a strong focus on proactive prospecting and lead generation across multiple channelsIf your prospecting approach varies wildly deal to deal, that's worth reflecting on before applying.

Demonstrated success selling recurring revenue structuresARR or MRR deals specifically

Consistent tenure throughout your career No more than one role under two yearsLongevity matters to us. It's a signal of the kind of commitment and resilience this role demands.

Preferred Qualifications:

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 exampleSelling 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,…