Mid Market...

Question

Mid Market vs Smb AE who is doing better and if you got offered both positions which would you pick? If you become an smb ae and later get promoted to mid market do you get a generous ramping period again?

Current Employee · Accepted Answer

Lots of volume and small startups with funding in SMB, but lower base pay and higher ladder to climb. MM gets paid more, but it’s feeling the pressure now. Last year roughly half of the segment was either on a PIP or at risk of being on one.

Current Employee · Answer

MidMarket is struggling a bit now. SMB is doing better. OTE is higher for midmarket, though. so it depends. I believe Ramp is 3 months going from SMB to Mid market.

Current Employee · Answer

I’ve done both. SMB is better if you’re willing to work hard to perform. There’s an endless number of accounts to work and new ones popping up each day
MM is very slow and hard work doesn’t get you far. It’s more luck based. Not enough accounts and too many reps fighting over them. PIPs are common

Former Employee · Answer

I worked at HubSpot on SMB and MM. The ramp at HubSpot for either position is helpful for a new rep. They may change it but no Ramp when I promoted to MM. I loved SMB because you get new high growth companies interested in Marketing Automation and Marketing Hub Enterprise sales is where money is in SMB. In Mid Market you need to sell sales licenses. Mid Market churns reps and is hardest division at HubSpot.

I like HubSpot SMB and Corp teams.

The downside to SMB is lower base, but easier to overachieve many SMB reps made Manager position in 3 years and that's where the money is.

Good luck!

Current Employee · Answer

Mid market does better by far. Very few sb reps can get promoted to mid market! Targets are the same except in sb you can only sell to companies with less than 25 employees. Small business is churning through reps not passing probation or getting PIPed out

Current Employee · Answer

MM is supposed to get “larger” prospects-not always the case. MM if you have strong consultative selling skills and are a killer at outbound prospecting. Smb mostly inbound driven and transactional. ASP of both segments is basically the same. Ramp 2 maybe 3 mo?

Current Employee · Answer

Do MM. No generous ramping period upon promotion, and it’ll take you at a minimum over 2 years to get from SB to MM based on their changes to promotion structure.

Less than 15% of AEs hit a fully ramped 2025 quota last month in SB as well.

Current Employee · Answer

I'd go with Mid Market. The segment as a whole is in a better spot compared to last year, mainly because HubSpot is going all-in on upmarket growth.

SMB is a trash fire. Territories are oversaturated and you'll likely find yourself PIP'ed / leaving by the one year mark. 2024 was so bad the VP got

Current Employee · Answer

Answers vary because it really depends on the region you’re assigned to. It will take you years to get promoted and the ramp upon promotion is not good. I’d recommend MM at least you’ll make higher base for a while

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Anonymous Q&A

Mid Market vs Smb AE who is doing better and if you got offered both positions which would you pick? If you become an smb ae and later get promoted to mid market do you get a generous ramping period again?