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Role Description

Specialists are at the forefront of HubSpot's new wave of growth in 2026 — bringing our Service Hub and AI-Powered Customer Agent products to market. As HubSpot doubles down on making AI work for growth companies, Specialists play a critical role in driving multi-hub adoption and helping customers unlock the full value of our platform. The core role of a Specialist is to help our sales team close deals by providing specialized, consultative expertise that helps our customers solve their business needs with our tools.

As a Sales Specialist, you will work with our sales reps to answer questions, strategize on opportunities, and take live sales calls for Service Hub and Customer Agent. Your role is expected to add value to the sales experience by helping businesses understand the value of our emerging product lines.

The sales reps you'll align with expect you to be a subject matter expert on our Service Hub and Customer Agent products, the competitive market, and how HubSpot solves for the customer. You'll be expected to advise on best practices for customers adopting and succeeding with our tools and help customers understand how they all work together to achieve their business goals.

Responsibilities

• Partner with aligned sales reps to drive deal excellence — advising on deal process management, strategy, and next steps to move opportunities forward.
• Own discovery and solutioning through product demonstration calls — developing and presenting tailored solutions that align with customers' technical requirements and business objectives.
• Articulate the value of HubSpot's technical capabilities, including APIs, integrations, and webhooks, and consult on complex use cases and product recommendations for both technical and business audiences.
• Build and maintain relationships with multiple stakeholders across our customers' organizations.
• Help reps identify good-fit opportunities in their territories for upselling our products.
• Close both new business and install base at or above a predefined number on a monthly cadence.
• Contribute to the team's collaborative learning environment by sharing expertise, best practices, and resources.
• Always be learning about our Service Hub and Customer Agent products as they evolve & the market around us.
• Be beta-tolerant. Our platform is always evolving, so it's important to be tolerant of software changes as you go to market.

Qualifications

• Minimum 1+ year of experience in SaaS sales, presales, or 2+ years in customer-facing post-sales roles.
• A strong understanding of how businesses grow, with confidence advising decision makers on growth strategies.
• Genuine curiosity about software, AI, and emerging technology — with a drive to continuously learn new product functionality and help companies scale smarter.
• Consistent high performance with a track record of achieving targets and KPIs.
• A growth mindset and a habit of actively seeking feedback for self-development.
• Strong cross-functional collaboration skills and an ability to work across teams to drive outcomes.
• A team player who thrives with autonomy and brings excellent communication skills to every interaction.
• Strong sales acumen and a seller's mindset — direct SaaS sales experience and formal sales training is a plus.

Benefits

• Annual Cash Compensation Range: $68,000 — $102,000 USD.
• Base salary, on-target commission for employees in eligible roles, and annual bonus targets under HubSpot’s bonus plan for eligible roles.
• Some roles are eligible to participate in HubSpot’s equity plan to receive restricted stock units (RSUs).
• Some roles may also be eligible for overtime pay.
• Flexible work arrangements, whether remote or in-office.