Sales Director, Small Business (NAM)

HubSpot

6d • $265,000 - $424,000

About The Position

The Director of Small Business Sales is responsible for building, leading, and developing a team of sales managers and working cross-functionally with marketing, sales operations, and customer success to drive new and expansion business across the HubSpot platform. The role executes, refines, and improves sales objectives and go-to-market strategies by using key metrics and analyzing business trends. It also focuses on customer acquisition and expansion, pipeline conversion, team development, and fostering diversity, inclusion, and belonging.

Requirements

• Strong record of exceeding sales targets in a high-velocity, high-growth business focused on SMBs.
• Proven leadership, team management, and coaching skills, including first- and second-line management experience.
• Consistent record of hiring, developing, and mentoring successful teams.
• Previous experience in software, IT, and/or SaaS industries.
• Excellent attention to detail while managing multiple objectives.
• Strong data-driven analytical skills, including using dashboards and reports to identify team and organizational trends and drive execution of market-penetration strategy.
• Experience creating a high-energy, diverse, and inclusive team culture that fosters trust, psychological safety, and empowerment.
• Deep understanding of customer values, needs, and goals to design customer-first processes.
• Sense of urgency and a proactive approach to identifying leading indicators of opportunities and challenges.

Nice To Haves

• Experience with a Freemium business model.

Responsibilities

• Manage and develop first-time and experienced sales managers so they can effectively coach and grow Account Executives.
• Maintain and exceed sales targets by using metrics and trend analysis to guide business strategy.
• Refine lead pipeline management practices to improve conversion from demand generation and prospecting efforts.
• Acquire new customers and expand existing customer relationships.
• Collaborate with marketing, sales operations, and customer success teams.
• Continuously improve talent, execution, process design, goals, and incentives.
• Create programming and sales plays to improve the team's skills.
• Champion diversity, inclusion, and belonging through recruiting, hiring, team discussions, and partnership with the relevant leadership team.

Benefits

• Some roles may be eligible to participate in HubSpot’s equity plan and receive restricted stock units (RSUs).
• Some roles may be eligible for overtime pay.
• HubSpot offers employee benefits and perks, but specific benefits are not listed in the posting.

What This Job Offers

• Job Type: Full-time
• Career Level: Director
• Education Level: No Education Listed