Sales Executive

Summary

SmartBug Media is a HubSpot-focused digital agency serving clients through a fully remote team of specialists. The Sales Executive drives new business growth by prospecting, qualifying leads, scoping professional services engagements, presenting solutions, negotiating contracts, and managing the full sales lifecycle. The role also maintains pipeline accuracy, meets revenue targets, and ensures smooth transitions from Sales to Service.

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 UNBOUND 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

Skills

• 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
• 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

Qualifications

Must Haves

• 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

Nice to Haves

• 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

Benefits

• Fully remote work arrangement