Noticing a...

Question

Noticing a lot of tenured and previously successful reps leaving HubSpot on LI. Has 2025 been better than 2024 for ICs?

Current Employee · Accepted Answer

I did about 1.5 yrs, I was the 2nd best rep on my team, had a good shot at P Club if I finished out the year so was seeing some success.  Definite downturn in qualified inbound lead flow, and big up tick in spending time on non-selling activities (sourcing accounts, talking to  extremely un-qualified leads that marketing gave your calendar link to, supporting existing customers, etc.) I wish I could sugar coat it but I hated my job. The company is awesome, leadership is good, product is good, but I didn't feel like a seller I felt like an CRM/automation manager and customer success manager (nothing wrong w/ CSMs at all but just not my career path or what I'm paid on) and the quota is 2x what a normal SMB quota is, so "top performers" are averaging like 102%.  I constantly felt like a failure because they compare us to the one rep in the pod who got a lucky inbound lead that was mis-marked as SMB and is actually an enterprise account and hit 170% ONCE then did 60% every other month that year.  My hunch is that HubSpot was the place to be during like 2019-2022 then when quota was 7-8x the OTE and most inbound leads wanted customer support or to try and negotiate a $9 email newsletter tool w/ you the "skills" you needed were 
 1. trying to figure out how to game the partner fed or inbound lead system (or have a manager that knows this) 
 2. Work 60 hours a week, 40/60 of those hours you're not doing anything revenue generating, hope for one or two lucky accounts that will help you average out above 100% for the year then kickers/spiffs during Q4 will get you to P Club when they see only 6ppl/400 are pacing for it.  #2 isn't a bad move but it's stressful, not very fun, and not a good environment for someone who wants to sell and over acheive.

Current Employee · Answer

Hubspot leadership doesn’t acknowledge they are churn and burn just to give the public illusion that they’re growing. Managers spend  lot of time telling people what they’re doing wrong but 0 time coaching.

Current Employee · Answer

I joined as a MM rep at the start of 2024. I’d say that 2025 had been very similar to 2024.

3/4 of my team left, some voluntarily and some via PIP.

The HubSpot product is great but the sales org is in a constant state of upheaval, I don’t see that changing soon.

Current Employee · Answer

1. Everincreasing product but sales support org is lacking. (Rep has to do a lot more for any deal)
2. Reps are demanded more time in non revenue generating stuff.
3. Overhiring and shrinking territories.
4. General sense of lack of protection to tenured reps in favour of new reps with ramping quota

Former Employee · Answer

Its a horror show

Former Employee · Answer

Insert Admiral Akbar Meme

"It's a trap!"

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Anonymous Q&A

Noticing a lot of tenured and previously successful reps leaving HubSpot on LI. Has 2025 been better than 2024 for ICs?