Manager, Sales Specialists

Location: United States (Fully remote or flexible)
Reports to: Director, Sales Specialization 

Why HubSpot

At HubSpot, leadership is about impact, not hierarchy. You’ll join a community of global leaders focused on building diverse, inclusive teams where people can do their best work. We believe that culture is everyone’s responsibility, and that high performance and inclusivity go hand-in-hand.

About the Role

As we enter 2026, the Sales Specialization organization is evolving into  a revenue-generating, quota-carrying sales engine designed to unlock HubSpot’s next wave of growth.

We are looking for an exceptional sales leader to join as a Sales Manager, Sales Specialization in North America. You’ll lead a first-line team of 8-10 Strategic Sales Specialists while also helping define and scale the Service Specialization sales motion across Mid-Market for our Service Solutions (Service Hub & Customer Agent). 

This is a role for a sales leader who knows how to build, coach, and retain quota-carrying sellers. Your team will own the full sales cycle—prospecting into HubSpot's install base, running discovery, solutioning with technical and business buyers, and closing deals independently. You'll operationalize a proven sales motion while continuing to refine and scale what works, contributing feedback, best practices, and repeatable playbooks that influence how specialization scales across Mid-Market.

What You’ll Do

• Build and Lead a High-Performing Sales Team: Inherit, recruit , onboard, and develop 8-10 Strategic Sales Specialists in the Mid-Market segment, turning them into top-performing revenue generators focused on Service Solutions.
• Drive Quota Attainment: Own team performance and forecast accuracy, coaching your team to consistently achieve 100%+ quota attainment through disciplined pipeline management and deal execution.
• Coach Sales Fundamentals: Develop your team's prospecting, discovery, negotiation, and closing skills with a focus on install base hunting and complex, multi-stakeholder sales cycles.
• Scale a Proven Motion: Execute and refine the playbook for selling Service Hub and Customer Agent into HubSpot's existing customer base, identifying what works and iterating quickly.
• Manage Performance Rigorously: Hold your team accountable to metrics, pipeline health, and revenue targets while creating a culture of transparency and continuous improvement.
• Partner Cross-Functionally: Collaborate with Mid-Market Growth Specialist leadership, Enablement, Operations, and Product teams, clearly aligning ownership between core Growth sellers and Service Specialists to drive effective install-base expansion.
• Attract and Retain Top Talent: Build a diverse, inclusive team culture where high performers thrive, receive world-class coaching, and see a clear path for growth.
• Champion HubSpot's Culture: Lead with HubSpot's HEART values, creating an environment rooted in accountability, growth, and collaboration.

What You’ll Bring

• Proven Sales Leadership: 2+ years of experience leading quota-carrying SaaS sales teams, with a track record of consistently hitting or exceeding team quota.
• Sales Coaching Excellence: Demonstrated ability to identify talent, diagnose performance gaps, and coach sellers to success—especially in prospecting, pipeline generation, and deal progression.
• Hunter Mentality:Deep understanding of what it takes to build a pipeline through install-base prospecting, activity discipline, and coaching repeatable outbound and expansion motions.
• Mid-Market or Enterprise Experience: Experience managing sellers in the Mid-Market or Corporate segment, navigating longer sales cycles and multi-stakeholder buying processes.
• Data-Driven Approach: Strong analytical mindset with experience using CRM data, forecasting tools, and activity metrics to drive team performance and accountability.
• Change Leadership: Comfort operating in ambiguity and leading through change—this is a scaling organization, and you'll need to adapt quickly while keeping your team focused and motivated.
• Collaborative Leadership: Ability to build strong cross-functional relationships and work effectively with partner teams to drive shared success.
• Passion for the Mission: A strong connection to HubSpot's mission and the role specialization plays in unlocking our next phase of growth.

External Qualifications

• Minimum 2 years of experience as a sales manager leading quota-carrying SaaS sales teams
• Proven track record of team quota attainment (100%+ consistently)
• Experience coaching full-cycle sellers in prospecting, discovery, and closing
• BA or BS degree at minimum
• Strong communication and stakeholder management skills
• Goal-oriented with a track record of overachieving on targets & KPIs
• Growth mindset with a habit of seeking proactive feedback for self-development
• Adaptability and comfort with change in a fast-paced environment

About HubSpot

HubSpot (NYSE: HUBS) is a leading customer platform that helps businesses connect their data, teams, and customers in one place. Our CRM, customer service, marketing, and operations software are built to empower organizations to grow better.

We’re consistently recognized as a Best Place to Work, thanks to our flexible hybrid culture, transparent leadership, and commitment to helping people do their best work. To learn more about our culture, check out HubSpot’s Culture Code (https://www.hubspot.com/culture).