SmartBug Media is the most decorated HubSpot agency, recognized as a leader in crafting digital solutions that empower organizations to thrive across the entire customer lifecycle. From marketing and sales to revenue operations, customer success, and e-commerce, we combine sound strategies, cutting-edge AI, and digital innovation to deliver solutions that de-risk the future and drive sustainable growth.
With a fully remote team of over 250 professionals, we excel at creating intelligent web and digital ecosystems—from corporate websites to complex web applications—seamlessly integrated with AI-powered solutions. By aligning SmartBug's expertise with our clients' unique business realities, we build scalable, innovative tools that become engines for growth, setting the course for long-term success.
The Sales Executive is responsible for driving new business growth by identifying, nurturing, and closing professional services engagements. This role requires a consultative "hunter" mindset. You will manage the full sales lifecycle - from responding to inbound marketing leads and executing outbound prospecting strategies to scoping complex solutions and negotiating contracts. You will act as a trusted advisor to C-Level executives, diagnosing their revenue challenges and prescribing SmartBug’s services as the solution.
Responsibilities
Develop and execute a comprehensive outbound prospecting plan to penetrate target accounts within our Ideal Client Profile (ICP).
Design and execute high-volume, multi-channel outreach sequences (email, phone, video, social) to generate self-sourced pipeline.
Collaborate with the technical and service teams during the pre-sales process to ensure proposed solutions are scoped correctly, profitable, and aligned with client goals.
Monitor industry trends and competitor activities to adjust sales messaging and maintain a competitive edge in pitch meetings.
Represent agency at INBOUND and other industry events.
Respond to inbound MQLs and "Contact Us" inquiries with urgency, qualifying leads based on budget, authority, need, and timeline.
Lead deep discovery calls with VPs of Sales and Marketing to uncover root-cause business pains rather than just treating symptoms.
Deliver high-impact sales presentations and portal demos that clearly articulate the ROI of our services and distinct value proposition.
Draft detailed Statements of Work (SOWs), manage contract redlines, and lead pricing negotiations to secure new business at target margins.
Identify and cultivate internal champions within prospect organizations to drive consensus among decision-makers.
Drive full-cycle revenue generation against a personal annual quota of $1M+, consistently meeting monthly and quarterly bookings targets.
Maintain a pristine pipeline in HubSpot, ensuring all deal stages, close dates, and deal values reflect reality to support accurate company forecasting.
Actively monitor conversion rates through the funnel and adjust sales behaviors to improve efficiency.
Ensure a seamless transition from "Sales" to "Service" by documenting clear client requirements and success metrics for the delivery team.
Required Skills & Experience
Education: Bachelor’s degree or relevant professional experience.
Experience: 3+ years of experience in B2B sales, specifically selling professional services, marketing retainers, or SaaS implementation).
Sales Methodology: Proven experience using a consultative sales methodology.
HubSpot Proficiency: Expert-level knowledge of the HubSpot CRM for pipeline management. Ability to use sales tools (Sales Hub, ZoomInfo, LinkedIn Sales Navigator) efficiently.
Business Acumen: The ability to discuss complex revenue operations concepts with C-Suite executives.
Power Skills: Superior written communication, active listening, objection handling, and the resilience to handle rejection in a high-activity sales environment.
Preferred Qualifications
Experience working at a Digital Agency or Management Consulting firm.
Experience selling specifically to VPs of Sales or VPs of Marketing.
Active HubSpot Inbound Sales Certification.
