Sales Director, Small Business (NAM)

Hubspot; United States; Remote; USD 265,000 - 424,000; Full time

Benefits offered by this job

Equity plan

Overtime pay available

Job summary

HubSpot is seeking a Sales Director for Small Business in a remote-USA capacity. You will build, lead, and develop a team of sales managers while collaborating with marketing, sales operations and customer success to drive new and expansion business across the HubSpot platform.

You will refine strategies, leverage metrics, and mentor managers to achieve aggressive SMB targets, with a focus on diversity, inclusion, and belonging within the team.

Qualifications

• Proven leadership and coaching skills with mixed first and second line management experience.
• Strong track record of overachieving sales targets in a high-velocity SMB environment.
• Experience in software, IT and/or SaaS industries with Freemium model preferred.
• Excellent attention to detail while managing multiple objectives.
• Data-driven with strong analytical skills using dashboards and reports.
• Experience building an inclusive, high-energy team culture that fosters trust and belonging.
• Deep customer-focus with a proactive approach to opportunities and challenges.

Responsibilities

• Directly manage and develop first-time and veteran Managers to coach and grow Account Executives.
• Maintain and exceed sales targets by analyzing metrics and trends to drive strategy.
• Refine the lead pipeline playbook to improve conversion against demand and prospecting.
• Acquire new customers and expand existing relationships.
• Collaborate with marketing, sales operations and customer success teams.
• Drive talent, process design, goals, and incentives to raise performance.
• Initiate programs to uplift team skill sets.
• Champion diversity, inclusion and belonging in recruiting and team discussions.

Job description

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Sales Director, Small Business (NAM)

Sales

Remote - USA

As a Director of Small Business Sales, you will be responsible for building, leading and developing a team of sales managers while working cross-functionally with marketing, sales operations and customer success to drive new and expansion business across the HubSpot platform. In this role you will execute on, refine, and improve current sales objectives and go-to-market strategies by leveraging key metrics and analyzing trends in the business.

In this role, you’ll get to:

• Directly manage and develop first time and veteran Managers enabling them to effectively coach and grow Account Executives
• Maintain and exceed sales targets by leveraging metrics and analyzing trends to drive business strategy
• Refine the playbook for lead pipeline management to drive best-in-class conversion against demand and prospecting efforts
• Acquire new customers and expand on those relationships
• Work closely and collaborate with marketing, sales operations and customer success teams
• Constantly strive to raise the bar in terms of talent, execution, process design, goals, and incentives
• Initiate programming and plays to uplevel the skill‑set of the team
• Champion diversity, inclusion, and belonging throughout the team through recruiting, hiring, team discussion, and partnership with our diversity, inclusion and belonging leadership team

We are looking for people who have:

• A strong track record of overachieving sales targets in a high-velocity, high-growth business focused on SMBs
• Proven leadership, team management, and coaching skills including a mix of first and second line management experience and a consistent track record of hiring, developing, and mentoring successful teams
• Previous experience working in software, IT and/or SaaS industries and, ideally, a Freemium business model
• Excellent detail orientation while managing multiple objectives
• Data driven with strong analytical skills. These skills are leveraged to identify team and organizational trends using various dashboards and reports, as well as driving execution of our strategy for accelerated market penetration.
• Experience creating a high-energy, diverse, inclusive team culture that fosters trust, psychological safety and a sense of empowerment
• Have a deep understanding of customer values, needs, and goals to design processes solving for customers first
• A sense of urgency and proactive approach to identifying leading indicators of upcoming opportunities and challenges

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.

Annual Cash Compensation Range: $265,000 — $424,000 USD

At HubSpot, we value both flexibility and connection. Whether you’re a Remote employee or work from the Office, we want you to start your journey here by building strong connections with your team and peers. If you are joining our Engineering team, you will be required to attend a regional HubSpot office for in‑person onboarding. If you join our broader Product team, you’ll also attend other in‑person events, such as your Product Group Summit and other gatherings, to continue building on those connections.

If you require an accommodation due to travel limitations or other reasons, please inform your recruiter during the hiring process. We are committed to supporting candidates who may need alternative arrangements

About HubSpot

HubSpot (NYSE: HUBS) is an AI‑powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot's connected platform enables businesses to grow faster by focusing on what matters most: customers.

At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer‑obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow.

We’re building a company where people can do their best work . We focus on brilliant work, not badge swipes. By combining clarity, ownership, trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too.

Recognized globally for our award‑winning culture by Comparably, Glassdoor, Fortune, and more, HubSpot is headquartered in Cambridge, MA, with employees and offices around the world.

Explore more:

• HubSpot Careers
• Life at HubSpot on Instagram

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