I'm interviewing for SMB AE. I see some pretty glaring responses from last year about quota attainment. How has Q1 been on the SMB team?

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It’s been awful. Lots of organizational changes have contributed to a massive decline in attainment. The entire sales org is struggling to meet expectations and managers are micro managing

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I beg you don’t do it. Me and 3 others who started in September quit from high stress and anxiety. Numerous others the same thing. No one is hitting quota, every one trying to leave. I’ve been in sales 6 years lasted 4 months there. Now at a way better company, more $, more autonomy, better quota.

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Not much better. In my team only 1 out of 8 reps hit quota for Q1.
SMB here is churn and burn. There's money to be made, but job security is not a perk.

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It's extremely tough for new starters, not recommended at all. Even experienced people are struggling to escape a PIP. Micro management and pressure to an extent I didn't think possible.

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The worst Q1 we have seen for a long time, with a lot of panic from sales leadership. Massive changes, one big one being clawback means the rep is now responsible to ensure the customer renews after 12 months unless a multi year contract is signed.  If they don’t renew 100% clawback happens.

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In the last year I've seen some highly capable and qualified individuals leave or get laid off because of unrealistic metrics. I couldn't agree more with others saying that micro-managing is getting out of control. Despite working long hours, putting your best effort, and even making sales, you'll feel the pressure to do more. Was a very difficult environment to have any sanity, and frankly to feel psychological safety. I work for another company at the moment that was in the process of purchasing a HubSpot product, and both the sales rep and his manager emailed and called me several times a day over the course of 3 days, despite me giving transparency regarding my team's timeline to purchase and internal processes. They finally came out with "you know how it is at the end of the quarter and want to make sure we can count on this deal". It became so evident that nothing's changed and Hubspot us thirsty for any sale.

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It’s the worst. HubSpots Culture is long dead. Nobody should apply here

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It’s been awful for all the teams at HubSpot this quarter. Just getting absolutely killed.  The quota is insane, the leads have dried up, and the pips are flowing.

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It has been a complete nightmare! Happy for the experience but I’m working on my exit! Quota is not attainable- my anxiety has reached an all time high this is not good for my mental at all. The culture is fake - a bunch of kids that are privileged and in clicks

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You will be fine the first 5-6 months while on ramp then it’s nearly impossible last I saw it was less than 20% of full quota reps are hitting.  KPIs went up 250% micro management on ever email and play call 2-3 checking with manager a day and 5-10 hrs of meetings a week.  Not what it was anymore.

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Place is terrible. Smb is better but 40% of mm is on pip. Smb monthly goal is only 200 mrr monthly less than mm. Do you think you can cold produce 78k of contract value a month with no leads and an avg deal size of 10k? If so, come on down. Also you get pipd if your 9 month avg. is 70% or less.

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Absolutely awful, would recommend avoiding

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The I Company is run by leadership who has no clue or does not care. Half of mm on pip Q1 2024 and what do they do… RAISE PRICES and continue hiring. If you believe anything they tell you in an interview you deserve what you get. YOU WILL NOT MAKE IT HERE!

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Anonymous Q&A

I'm interviewing for SMB AE. I see some pretty glaring responses from last year about quota attainment. How has Q1 been on the SMB team?