The Sales Executive drives new business growth through identifying and closing engagements, managing the full sales lifecycle, and serving as a trusted advisor to C-Level executives.
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.
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