Item: HubSpot
Rating: 4.2
Author: RepVue

HubSpot is a leading CRM platform that provides software and support to help businesses grow better. Our platform includes marketing, sales, service, and website management products that start free and scale to meet our customers’ needs at any stage of growth. Today, thousands of customers around the world use our powerful and easy-to-use tools and integrations to attract, engage, and delight customers.

HubSpot

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Diversity and Inclusion

What is interview like for BDR to SMB AE? Tips questions etc 

Quota is like 6k MRR. And depends on your territory. This job is really based on if you get a good territory or not. If not, you're kinda F'd. Stay in NAM territory, and 8/10 you should be Gucci. 

What are the SMB AE quotas and are they hard to reach?

What kind of computer do they provide… Mac or PC

What is a typical quota for an enterprise account executive? How many deals are needed each year to meet quota? 

You will be expected to run demonstrations in your own. If a MRR threshold is met you can tap additional resources such as a Sales Engineer, but you’ll still be running the demo 

Yes you run your own demo.  There are resources you can pull in based on MRR and solution but the core products you demo yourself.

Depends on the deal size. But all reps demo themselves and also involve solution engineers when required. 

Do account executives run their own demos or do sales engineers run them?

Corporate is doing fairly well in 2023 - they heavily weighted territory’s this year to help maximize inbound lead flow. 

How realistic is it to attain quota in the Corporate segment? 

Average CAM rep attainment was ~115% last year. 

What percent of reps are hitting or exceeding quota as a Channel AE?

Your choice! (Macs are most popular amongst the Sales org) 

It depends on the role.  Remote managers will travel at least monthly, but I don't think that is typical for most.  Sales reps conduct most of their business over the phone or zoom.

I was an enterprise rep at HubSpot and traveled a couple/few times a month to "my territory" if it made sense. Not sure how things have shifted but it was very minimal travel compared to other organizations I've been at.

There is no travel. All sellers are inside sellers whether at a location or remote. 

Pre-covid we travelled back to Boston to the HQ for sales kick off in Januay, INbound conference in the fall, and 1 other time of your choice. 

That is all halted right now.

HubSpot has always run on an inside sales model. There is no travel involved, even pre-covid. 

For customer on-sites, travel is common if the deal is upmarket, complex and competitive. 

For internal meetings/team-building, COVID has thrown a loop but we're starting to travel a bit more.

Mid-Enterprise is not a very specific range, but will take a shot at an answer with $15k - $20k ARR

What are the average deal sizes from Mid-Enterprise markets?

There are a lot of resources and also a huge library of calls to listen to via gong. There are way too many ways to do the job at Hubspot so the really the only path to success is buddying up with someone who is successful.

You receive a full month of training that includes company, product and sales training.

After the first month of New Hire Training about the company, culture and product, there's a ~10 month quota ramp during which you have a bunch of workshops, e-learnings, and a curriculum built by a dedicated "Ramp Acceleration Manager" - there is now 1 of these RAMs dedicated per each direct segment (Small business, Mid Market & Corporate).

You'll receive a month long HubSpot/Sales classroom training and then a ramp period dependent on which segment you're in. Your ramp will be anywhere from 5-9 months (subject to change). 

What is the training process like at Hubspot?

Monthly Quota ~$6.5k MRR / $78k ARR

Multiply x 12 for full year.  New Hire reps have a ramping quota that builds to the above.

A MM AE's Monthly Quota ~$6.5k MRR / $78k ARR Multiply x 12 for full year (subject to change). New Hire reps have a ramping quota that builds to the above. 

What is an average quota for Annually and Monthly on Mid-Enterprise Account Executives?

You get a lot of leads but you still have to prospect.

Prospecting is a core function of all of our Sales roles. Reps do have BDRs who help with inbound and outbound leads, but as an AE you should expect to still do a fair amount of prospecting to be successful and especially to overachieve. 

Do you get a lot of leads or is it mostly cold calling?

You'll receive a month long HubSpot/Sales classroom training and then a ramp period dependent on which segment you're in. Your ramp will be anywhere from 5-9 months (subject to change).

Long process. You’ll meet with their recruiter, then hiring manager, then another manager which you’ll need to roleplay a discovery call with. Should you make it past that you have a two hour panel interview with two back-to-back one hour sessions. This will involve 5-6 managers. After your interview the recruiter gets back to you. HubSpot offers feedback, but sadly to admit, if you didn’t get the job, the recruiters can be dodgey about getting back with candidates. They need to shorten the process.

It's long but pretty standard.

Meet with recruiter, do a disco call for a manager, and meet with 3 managers to answer questions, mostly around HEART. Or you may end with the disco call and do the 3 manager interviews after the recruiter interview. Just depends.

Our recruiting team works hard to ensure each candidate has an engaging and non-biased process. Most Sales interview processes include a Recruiting Phone Screen, Manager Phone Screen, Role Play, and Panel Interviews. We have a list of attributes that we'll test for throughout the process and hold a non-biased debrief at the end of the process before making a decision. 

How would you describe the interview process for the role you applied for, and what should others expect, pros and cons, etc?

I think all the units have good advantages right now. Pay gets better as you move from SB to MB to Enterprise but the company is very focused on small business right now and people are blowing out quotas at every level.

HubSpot provides the only connected CRM platform that is crafted for the mid-market. HubSpot is an easy to buy, easy to use, yet powerful platform. That value proposition resonates with SMBs at any stage of the digital journey, and it’s more important than ever as they look to consolidate their tech stacks. Each segment has its advantages to sell into and we've seen performance success in each segment. 

Which divisions, regions, or business units may be more or most advantageous to sell for and why?

Every BDR I worked with in the last 4 years hit their number. Earnings go from 45k - 75k for the best, but the goal to be transparent is to get promoted into an AE role as soon as possible.

You get promoted by hitting certain metrics so performing well in role = promotion by defauly

What is and how realistic is quota attainment at HS for BDR's? 

What could the top earners make potentially?

What do the best people do in the role?

It can be challenging, generally about 50% hit their monthly quota at any given month. You are given a territory, assigned accounts in which leads are rotated to you.

What is working as a rep on the Small Business Team like? Is it hard to attain quota, and are you given leads to work?

2-3 weeks for Install Base upsells, the cycle has extended for cold sourced leads. Inbound leads (getting fewer as the sales org expands) will follow a 3-5 week cycle. Fully net new you should expect to be far longer (6+ weeks min) 

On average probably takes just about a 3 weeks to a month from discovery demo pricing and close. That accounts for an average mid market deal of around 800-900 MRR. 

How many days is the average mid-market deal cycle from discovery call to close? What are the steps in the sales process?

10 calls per day 
50 per week 
Minimum expectation

That doesn’t include deal follow ups. Those should be unique dials per day that aren’t associated to an open opp

You will be expected to utilise a combination of outreach methods i slicing cold calling, LI, Vidyard, Email etc. 

10 prospecting calls minimum a day, 20-30 emails a day. Both required activity metrics. 

How many cold calls are Account Executives expected to make per week? Is email prospecting allowed? 

HubSpot

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HubSpot

88.50

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