Senior Account Executive, Specialization

About this role

As a Sales Specialist at HubSpot, you'll own our services offerings within the mid-market segment. This is a full-cycle sales role where you'll prospect, discover, solution, and close deals for our Service offerings, which include our Service Hub and Customer Agent products - primarily by hunting into HubSpot's existing customer base, with additional opportunities to close net new business upmarket.

This role requires a strong hunter mentality combined with technical fluency to run complex sales cycles with service leaders, customer success teams, IT, and business stakeholders. These products solve for the post-sale customer experience, helping companies build stronger relationships and deliver exceptional service. You'll work collaboratively with Growth Specialist teams in the mid-market but operate independently with your own pipeline and quota.

Specialization is a P0 for HubSpot in 2026. This role is tackling an exciting problem with massive growth opportunities. We'll be building, experimenting, and pivoting quickly, so this role is best suited for sellers who thrive during change.

What You'll Do

• Drive the full sales cycle from prospecting through close for our services offerings (Service Hub, Customer Agent, Revenue Hub and future products)

• Hunt aggressively into the install base using multi-channel outbound strategies to identify expansion opportunities with existing HubSpot customers

• Pursue net new business upmarket when opportunities arise in your territory

• Own discovery and solutioning, addressing concerns of service leaders, customer success teams, IT, and business buyers

• Navigate complex buying processes with multiple stakeholders across customer success, technical, and business functions

• Articulate technical value including APIs, integrations, and platform capabilities to both technical and business audiences

• Partner with Mid-Market Growth Specialists on territory strategy and account planning where appropriate

• Build and maintain relationships across customer organizations to drive expansion and advocacy

• Contribute to team learning by sharing wins, losses, and best practices

What We're Looking For

• 3+ years of full-cycle SaaS sales experience with consistent quota attainment

• Proven hunter mentality with track record of prospecting and closing net new business

• Top producer in current role with demonstrated ability to exceed targets

• Strong technical aptitude with ability to learn and articulate complex product capabilities

• Experience managing multi-stakeholder sales cycles involving service leaders, customer success, IT, and business buyers

• Exceptional consultative selling skills with ability to uncover needs and build business cases

• Growth mindset with track record of seeking feedback and continuous improvement

• Adaptability and comfort with change in a fast-paced, evolving environment

• Sharp organizational skills with repeatable, metrics-driven sales process

The Ideal Candidate

The best candidates for this role are:

• Sellers first who can navigate technical conversations

• Self-starters who build their own pipeline through high-quality prospecting

• Change-agents who thrive in environments where they can test, build, and iterate quickly

• Expansion hunters who can identify whitespace and drive adoption within existing customer accounts

• Comfortable with complexity but can also execute quickly on transactional deals when needed

Pay & Benefits

The cash compensation below includes base salary, on-target commission for employees in eligible roles, and annual bonus targets under HubSpot’s bonus plan for eligible roles. In addition to cash compensation, some roles are eligible to participate in HubSpot’s equity plan to receive restricted stock units (RSUs). Some roles may also be eligible for overtime pay. Individual compensation packages are tailored to your skills, experience, qualifications, and other job-related reasons.

This resource will help guide how we recommend thinking about the range you see. Learn more about HubSpot’s compensation philosophy.

Benefits are also an important piece of your total compensation package. Explore the benefits and perks HubSpot offers to help employees grow better.

At HubSpot, fair compensation practices aren’t just about checking off the box for legal compliance. It’s about living out our value of transparency with our employees, candidates, and community.