Sales Executive

SmartBug Media is one of the most respected names in the HubSpot ecosystem — and we've earned it.

We didn't get here by accident. SmartBug has built a reputation that most agencies only aspire to: HubSpot North American Partner of the Year, a fully remote team of specialists who punch well above their weight, and a client base that doesn't just hire us — they stay with us. That last part is the one we're most proud of.

Remote by design and strategic by nature, we've never believed that great work requires a corner office or a campus cafeteria. What it requires is the right people, deeply aligned on outcomes, working with clients who trust them to deliver. That's the culture we've built — one where expertise travels, relationships run deep, and the work speaks for itself.

We're obsessed with client outcomes. Not vanity metrics. Not feel-good reports. Real, measurable growth that makes our clients look like heroes inside their own organizations. When SmartBug is in your corner, your team wins — and that's exactly why our clients keep coming back.

We're growing, our client portfolio is expanding, and the relationships we've built are stronger than ever. What we need next is a leader who understands that the hardest part of this business isn't winning clients — it's becoming so embedded in their success that leaving simply isn't an option. If you've built that kind of loyalty before, if you know what it takes to transform a good client relationship into a decade-long partnership, and if you're energized by the idea of architecting that function at scale — we want to meet you.

About the role

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.

What you'll do

• 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 Qualifications

• 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.

Compensation Range

• Compensation Range is in OTE.