HubSpot
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HubSpot
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Current Employee Love the company/product, but I don't think the TAM in MidMarket is large enough to justify the amount of reps we have or how high the quota is.
Open territories (East and West) naturally discourage collaboration/sharing of best practices for prospecting. It's incredibly hard to source viable accounts given the competition/feeding frenzy whenever there is an opportunity to grab a great account.
A lot of the leadership has not directly sold in years, nor in the current climate. It's demoralizing to be told by leadership that the solution is to simply work harder. Reps wear so many hats, it's hard to know where to spend your time.
With that said, your experience will vary based on who your manager/teammates are - mine happen to be great and that's why I'll stay for awhile longer. Prospects and customers generally love the product. It's an easy product to sell once you wrap your head around all that it can do, but it's hard to find legitimate opportunities in such a crowded org. The fact that most of the leadership has never sourced from open territories themselves compounds this issue.
I'm finding success here, but many new hires and tenured reps are not.
3.6
Jul 12, 2025
Response from
HubSpot
Jul 25, 2025
Thanks for taking the time to share such thoughtful and candid feedback.
We’re glad to hear you believe in the product and the team around you, and we especially appreciate you calling out the support of your manager and peers.
At the same time, we hear your concerns loud and clear. You’ve touched on some real challenges — from territory structure and quota expectations to the evolving role of sales leadership. These are active focus areas for our Sales and GTM leadership teams.
We’re committed to building a high-performing sales org — one that balances urgency with clarity, and ambition with support. That includes making sure reps feel confident about where to spend their time, have access to real opportunities, and are backed by leaders who understand today’s sales environment.
We appreciate your feedback and your continued work to help HubSpot grow. – The Sales Leadership Team
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