Senior Manager, Sales

 As a Canada Small Business Sales Manager, you will be among our pioneering leaders in Canada, building what has not been built before, executing in uncharted territories while leveraging best practices from other segments that have had proven success. 

You will be leading and coaching a team of 6-8 Account Executives that are responsible for the entire end-to-end consultative sales process. Your team manages a pipeline of 75% self-sourced leads, leads discovery calls, demos Hubspot, and closes new business while upselling existing customers. The sales cycles are 1-60 days, you will be coaching reps to create 2 deals a day, and when fully ramped, closing 6-14 transactions a month. 

You will bring your experience managing an outbound sales team and be data-driven in your approach to sales.  You understand that KPIs change rapidly and you need to have the ability to dissect sales numbers and uncover cause and effect and propose meaningful solutions. 

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 small-sized business in the world grow better. We achieve our mission by being Humble, Empathetic, 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 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.
• Has experience building a team in the Canadian Market, you bring knowledge of the Canadian market and have been a part of a team building out a new segment.
• Can apply radical candor you understand and know how to deliver meaningful and constructive feedback to motivate your team to success.
• You are coachable, not only can you coach, but lead by example and demonstrate a high growth mindset and willingness to improve and seek not only feedback from your Manager but also your team and peers. 
• You can work cross-functionally to achieve mutual success. You have collaborated with  Pre-Sales, Marketing, and Customer Success in the past successfully. 

What you bring to the team:

• At least 2+ years of leading and coaching a quota-carrying team managing a high velocity sales process 
• 3+ years of software sales experience 
• Proven experience leading a team that is focused on outbound prospecting 
• Experience managing a team selling into the Canadian tech market 
• Experience selling into business owners and marketing and sales customers is highly advantageous 
• Experience in building out a new team, preferably in a new market
• Experience leading others effectively specifically in a virtual team environment
• Experience leading a consultative sales process, we use the Sandler Sales Methodology & MEDDIC
• Experience using CRM to manage and forecast sales opportunities
• Strong analytical skills to identify trends and patterns
• Strong communication and presentation skills 
• Proven track record of overachievement 
• Comfortable with driving results amid ambiguity 
• Superior professional presence, business acumen, and presentation to executives