Manager, Sales Specialists
About The Position
As we enter 2026, the Sales Specialization organization is evolving into a revenue-generating, quota-carrying sales engine designed to unlock HubSpot’s next wave of growth. We are looking for an exceptional sales leader to join as a Sales Manager, Sales Specialization in North America. You’ll lead a first-line team of 8-10 Strategic Sales Specialists while also helping define and scale the Service Specialization sales motion across Mid-Market for our Service Solutions (Service Hub & Customer Agent). This is a role for a sales leader who knows how to build, coach, and retain quota-carrying sellers. Your team will own the full sales cycle—prospecting into HubSpot's install base, running discovery, solutioning with technical and business buyers, and closing deals independently. You'll operationalize a proven sales motion while continuing to refine and scale what works, contributing feedback, best practices, and repeatable playbooks that influence how specialization scales across Mid-Market.
Requirements
- Proven Sales Leadership: 2+ years of experience leading quota-carrying SaaS sales teams, with a track record of consistently hitting or exceeding team quota.
- Sales Coaching Excellence: Demonstrated ability to identify talent, diagnose performance gaps, and coach sellers to success—especially in prospecting, pipeline generation, and deal progression.
- Hunter Mentality:Deep understanding of what it takes to build a pipeline through install-base prospecting, activity discipline, and coaching repeatable outbound and expansion motions.
- Mid-Market or Enterprise Experience: Experience managing sellers in the Mid-Market or Corporate segment, navigating longer sales cycles and multi-stakeholder buying processes.
- Data-Driven Approach: Strong analytical mindset with experience using CRM data, forecasting tools, and activity metrics to drive team performance and accountability.
- Change Leadership: Comfort operating in ambiguity and leading through change—this is a scaling organization, and you'll need to adapt quickly while keeping your team focused and motivated.
- Collaborative Leadership: Ability to build strong cross-functional relationships and work effectively with partner teams to drive shared success.
- Passion for the Mission: A strong connection to HubSpot's mission and the role specialization plays in unlocking our next phase of growth.
- Minimum 2 years of experience as a sales manager leading quota-carrying SaaS sales teams
- Proven track record of team quota attainment (100%+ consistently)
- Experience coaching full-cycle sellers in prospecting, discovery, and closing
- BA or BS degree at minimum
- Strong communication and stakeholder management skills
- Goal-oriented with a track record of overachieving on targets & KPIs
- Growth mindset with a habit of seeking proactive feedback for self-development
- Adaptability and comfort with change in a fast-paced environment
Responsibilities
- Build and Lead a High-Performing Sales Team: Inherit, recruit , onboard, and develop 8-10 Strategic Sales Specialists in the Mid-Market segment, turning them into top-performing revenue generators focused on Service Solutions.
- Drive Quota Attainment: Own team performance and forecast accuracy, coaching your team to consistently achieve 100%+ quota attainment through disciplined pipeline management and deal execution.
- Coach Sales Fundamentals: Develop your team's prospecting, discovery, negotiation, and closing skills with a focus on install base hunting and complex, multi-stakeholder sales cycles.
- Scale a Proven Motion: Execute and refine the playbook for selling Service Hub and Customer Agent into HubSpot's existing customer base, identifying what works and iterating quickly.
- Manage Performance Rigorously: Hold your team accountable to metrics, pipeline health, and revenue targets while creating a culture of transparency and continuous improvement.
- Partner Cross-Functionally: Collaborate with Mid-Market Growth Specialist leadership, Enablement, Operations, and Product teams, clearly aligning ownership between core Growth sellers and Service Specialists to drive effective install-base expansion.
- Attract and Retain Top Talent: Build a diverse, inclusive team culture where high performers thrive, receive world-class coaching, and see a clear path for growth.
- Champion HubSpot's Culture: Lead with HubSpot's HEART values, creating an environment rooted in accountability, growth, and collaboration.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Number of Employees
5,001-10,000 employees
