Hubspot is a leading provider of inbound marketing, sales, and customer relationship management solutions, and they’ve earned a reputation for delivering products that help businesses grow. To maintain its momentum, HubSpot is always actively working to attract and recruit high quality sales talent.

“Our mission at HubSpot is to solve for the customer, and every person in HubSpot is anchored to that mission,” says Kelsey Freedman, Manager of Sales Recruiting. “But it’s actually a really complex sale because we sell to so many different types of businesses and you are responsible for selling the entire product.”

To find the right reps, Freedman and her recruiting team have to look for a balance of skill, attributes, and mindset. And RepVue’s data, insights, and recruiting tools provide support HubSpot relies on to identify and recruit the best sales candidates.

The Highest Quality Sales Talent

For high-performing sellers, Hubspot has an attractive proposition — a lot of quick wins paired with the intellectual stimulation of solving diverse customer problems. The combination of a short sales cycle and a complex product suite requires sales reps with versatility and business acumen.

And whether they’re selling a smaller deal single-handedly or orchestrating a larger, more complex enterprise solution, HubSpot needs to ensure reps can adapt to various deal sizes and complexities. 

Plus, salespeople at Hubspot are all full-cycle. 

“We definitely want hunters,” Freedman adds, “and then they, of course, run the full sales process.”

These are exactly the kind of top-tier sellers every other business wants, too. But RepVue helps Freedman and her team successfully recruit the best-of-the-best reps in a few important ways.

Leveraging RepVue for Data-Driven Recruiting

HubSpot relies on data and insights from RepVue to see how its offerings match up with competitors and   to provide candidates credible third-party validation. These help HubSpot confidently address candidate concerns and highlight the company’s strengths relative to other employers. 

Topping the Competition

Having data on their own offerings as well as the companies competing for the same talent gives HubSpot a tremendous advantage. 

“It’s helpful to just have as much data as possible,” Freedman says. “Oftentimes directors or VPs will come to me and say, ‘Our comp’s not high enough! Can you pull a bunch of data for me?’ It’s helpful to have that data on the back end to help compare and contrast companies.” 

That same data can be shared with the compensation team and decision-makers to stay ahead of what competing orgs have to offer.

Validation from Other Sellers 

Freedman and her team can say that HubSpot’s quotas are achievable and that its product sells well — but a lot of sellers have been burned by over-promising recruiters in the past. External third-party validation from RepVue seals the deal. 

“I remember when we weren’t using RepVue, we could say that, but it’s hard to get people to believe that,” Freedman says. 

RepVue can help highlight where the sales org excels.

“The product-market fit score in general is really helpful. People want to sell a product that’s easy to sell,” she says. “That’s probably our biggest selling point. We have a great product and I think people really appreciate that.”

Abby Francolin, a Senior Sourcer at Hubspot, added that sometimes candidates talk about RepVue during the interviews and other times she’ll direct candidates to HubSpot’s profile.

“Sometimes it’s a way to really close out a strong candidate at the end of that call.” She’ll say, “Hey, I know you’re gonna go do your homework, talk to some people that work here. See if there’s anyone in your network, and check out RepVue.” 

Direct Sourcing

By leveraging RepVue’s insights, HubSpot not only finds better-fit candidates but does so more efficiently. With RepVue’s new sourcing features, they’re excited about even warmer candidate leads and deeper insights.

“I really am big on building out market maps to try to understand what the talent map looks like. And there’s a lot of valuable information in there when I’m building that out,” Francolin says. “Where are we better on compensation? Where’s our culture score better? Who’s got a weak product-market fit?”

She has found RepVue’s “battle cards” with head-to-head comparisons especially useful.

“If somebody’s got a competing offer, you can just see them side-by-side and get some selling points in there.”

Results

HubSpot’s partnership with RepVue exemplifies how leveraging data-driven tools can transform recruitment strategies. By providing credible third-party validation, actionable insights, and competitive intelligence, RepVue has helped HubSpot identify and attract numerous top-tier sales candidates, resulting in several hires for closing sales roles.

Check Out HubSpot on RepVue

You can see how sellers have rated HubSpot along with salaries, job postings, and more on RepVue.

Want to know how RepVue can help your business? Learn more at repvue.com/employers.