Sales Director, Small Business; NAM

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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 Hub Spot 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 Hub Spot’s bonus plan for eligible roles. In addition to cash compensation, some roles are eligible to participate in Hub Spot’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 Hub Spot’s compensation philosophy .

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

At Hub Spot, 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…