About this role.
HubSpot is seeking a Small Business Sales Manager to lead and develop a team of Growth Specialists in a fast-paced, rapidly changing environment. This remote-friendly role involves hiring, training, coaching, and driving performance, with a strong emphasis on data-driven decision-making, consultative sales, and structured sales methodologies. The ideal candidate is an empathetic, adaptable leader with proven experience in managing and motivating sellers, building inclusive teams, and fostering a culture of overachievement. The role is based in the US or Cambridge, MA and focuses on helping SMBs grow better through exceptional sales leadership.
Role DNA
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Job Complexity
4/5Pace & Pressure
4/5Autonomy Level
4/5Communication Load
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Core skills
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Cover letter sample
Dear Hiring Manager, I am excited to apply for the Sales Manager, Small Business position at HubSpot. With over five years of experience leading consultative sales teams, I have consistently driven overachievement through coaching, data-driven strategies, and a culture of accountability.
My leadership philosophy centers on empathy and transparency, which aligns with HubSpot's values of being humble, effective, and adaptable. I have a proven track record of hiring, developing, and retaining top talent, turning early-career sellers into top performers.
I am particularly drawn to HubSpot's mission to help every SMB grow better and would be passionate about contributing to that goal.
Thank you for your consideration; I look forward to the opportunity to discuss how I can bring value to your team.
Sincerely, [Your Name]
Sample interview questions
I have managed a team of 8-10 account executives for over 3 years, using a structured sales methodology like MEDDIC to ensure consistency in deal reviews. I implemented weekly pipeline reviews, forecast accuracy checks, and individual coaching sessions, which resulted in a 20% increase in win rate and improved forecast accuracy from 70% to 85%.
I rely on CRM metrics like activity levels, conversion rates, and deal cycle times to identify strengths and areas for improvement. For example, if a rep has a low demo-to-close ratio, I analyze their call recordings and lead qualification process, then provide targeted coaching. I also use dashboards to track progress and celebrate wins, which motivates the team and drives accountability.
In a recent role, our company shifted from a product-led to a solution-led sales approach. I proactively communicated the vision, created a detailed training plan, and held weekly one-on-ones to address concerns. I also recognized early adopters and shared their success stories, which built momentum. As a result, my team exceeded their target by 10% during the transition quarter.
I prioritize hiring for cultural fit and coachability, not just metrics. In interviews, I assess problem-solving skills and empathy. To retain talent, I foster a culture of recognition, provide clear career paths, and conduct regular check-ins to ensure well-being. In remote settings, I also organize virtual team-building activities and ensure each rep has a personalized development plan.
I first diagnose the root cause—whether it's skill, will, or external factors. I then create a performance improvement plan with specific, measurable milestones and provide 1:1 coaching and shadowing sessions. I also set short-term goals to build confidence. If there is no improvement after a reasonable period, I would work with HR to transition them out, always maintaining transparency and fairness.
As a Small Business Sales Manager, you will be responsible for hiring, training, coaching, and leading a team of new and established Growth Specialist (Account Executives) in a fast-paced and rapidly changing environment. This role is based remotely in the US or in our Cambridge, MA office.
We are looking for someone who:
- Is passionate about transforming sales, service and marketing and whose values align with HubSpot’s culture – we are on a mission to help every SMB in the world grow better. We achieve our mission by being Humble, Effective, Adaptable, Remarkable and Transparent.
- Has high emotional intelligence – you have genuine empathy for others, and maximize your impact through understanding the motivations of your team, and adapting your communication accordingly
- Is a positive change agent – you have a track record of leading and empowering groups towards driving improvement while navigating change and simultaneously winning. You create a culture of transparency and focused improvement while having fun and fostering a strong team environment.
- Has a commitment to overachievement – you have a “never quit” attitude, and get buy-in to overachieve against targets regardless of the adversity being faced.
- Is data-driven – you leverage and can communicate using data to improve core KPIs that matter to the individuals on our team, the Small Business segment, and to help drive HubSpot’s strategic “plays”.
- Has experience managing or being managed in a structured sales environment. These could include managing via a sales methodology, a forecast methodology, and structured deal management by sales stage.
- Uses good judgment – especially when tasked with difficult decisions. You are a person who exudes good judgment in decision making.
- Is accountable – you have honest, transparent, and authentic communications with your colleagues, regardless of personal ramifications.
- Is a team builder and coach of learning sellers – You not only motivate individuals but a team towards a collective vision and manifest a team atmosphere. You have experience coaching sellers with 0-5 years closing experience with low-attrition and examples of driving reps from zero to hero.
Sales Managers at HubSpot:
- Have excellent time management and organizational skills
- Have an analytical mindset and leverage data across all interactions
- Have a track record of being excellent coaches
- Are effective communicators and motivators across multiple mediums both externally and internally
- Support salespeople in all aspects of the sales process and keep their team members accountable to KPIs that drive the business
- Support the business in cross-functional projects to drive organizational advancement
- Attract, recruit, interview, and retain top talent
- Passionate builder of diverse and inclusive teams
Qualifications:
- A minimum of 2-years experience effectively leading a successful team
- Experience in successfully mentoring and/or leading others effectively
- Experience leading a consultative sales process
- Experience using CRM to manage and forecast sales opportunities
- Strong analytical skills to identify trends and patterns
- Strong communication skills in written, verbal, and powerpoint forms
We know the confidence gap and impostor syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you.
If you need accommodations or assistance due to a disability, please reach out to us using this form.
At HubSpot, we value both flexibility and connection. Whether you’re a Remote employee or work from the Office, we want you to start your journey here by building strong connections with your team and peers. If you are joining our Engineering team, you will be required to attend a regional HubSpot office for in-person onboarding. If you join our broader Product team, you’ll also attend other in-person events, such as your Product Group Summit and other gatherings, to continue building on those connections.
If you require an accommodation due to travel limitations or other reasons, please inform your recruiter during the hiring process. We are committed to supporting candidates who may need alternative arrangements
Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
Germany Applicants: (m/f/d) – link to HubSpot’s Career Diversity page here.
India Applicants: link to HubSpot India’s equal opportunity policy here.
About HubSpot
HubSpot (NYSE: HUBS) is an AI-powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot’s connected platform enables businesses to grow faster by focusing on what matters most: customers.
At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer-obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow.
We’re building a company where people can do their best work. We focus on brilliant work, not badge swipes. By combining clarity, ownership, and trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too.
Recognized globally for our award-winning culture by Comparably, Glassdoor, Fortune, and more, HubSpot is headquartered in Cambridge, MA, with employees and offices around the world.
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HubSpot may use AI to help screen or assess candidates, but all hiring decisions are always human. More information can be found here. By submitting your application, you agree that HubSpot may collect your personal data for recruiting, global organization planning, and related purposes. We may use CLEAR ID Verification during the hiring process to confirm your identity and help maintain a safe, secure, and trusted experience for all candidates. Refer to HubSpot’s Recruiting Privacy Notice for details on data processing and your rights.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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