Current an...

Question

Current and past SMB AEs of HubSpot. When did everything go wrong here? I have never seen such bad but valid feedback for one org! I mean this seems like a BLOODBATH to be on a highly established companies’ sales team.

Current Employee · Accepted Answer

When HubSpot became more interested in what Wall Street thinks/says than providing a good culture for their sales people. It appears that when the old CRO left, Brian Halligan, was when things began to slowly decline and have taken a nose dive from the middle of 2023 to now.

Current Employee · Answer

Losing JD Sherman, Brian Halligan and Hunter Madeley as leaders. Current c suite don’t have the vision, presence or smarts. The sales gtm was built by these 3 with Jeetu focused on selling a low cost marketing app, current leadership haven’t evolved gtm despite the product becoming platform behemoth

Current Employee · Answer

The vast majority of leadership came up during good years.  Inbound was a newer concept and they had success.  Current front line managers all cut their teeth during Covid, which was the highest level in inbound leads.  Now it’s an outbound method but there has been no ownership of that change.

Current Employee · Answer

Starts and ends with one person. There has been a slow but steady deterioration of culture, trust, and accountability since the VP of SB was hired.

I don’t know of a single person (manager or rep) who enjoys the experience right now. Everyone is trying to get to Mid Market or Corp.

Former Employee · Answer

Economy got bad in 2022, but wheels fell off in 2023. Probably all correlated with Yamini. She is running the MBA playbook. Grow at all costs, do whatever it takes to make stock go up. Which is her job, but kills the sales team.

Current Employee · Answer

HubSpot used to provide lower OTE’s and numbers were designed for overachievement, everyone over achieved and made money. A few years ago OtEs went up dramatically and the org moved to a model where reps are only supposed to hit 70-80% , the culture and expectations haven’t changed with this though

Former Employee · Answer

hiring a ton and leads are slim.

Former Employee · Answer

Went wrong around Nov 2023 and really bad Jan 2024

Current Employee · Answer

The segment definitely has its challenges right now, but not nearly as bad as this Q&A makes it sound.  I'd argue there were global policies introduced early in the year that disproportionally/negatively effected SB (attainment clawbacks, seats model, etc) .  Hopefully HubSpot looks into changing some of these roll-outs next year.  With that said, it feels like SB leadership is aware and proactively doing things to rebuild the culture and connection.  Challenging environment, but I'm hopeful we're turning a corner.

Current Employee · Answer

I’ve not experienced this. I’ve been at Hubspot for 2 years. Hit 170% last year and got promoted to mid market. Hit p club in September this year and on track for some juicy kickers. I start work at 8:30 and finish at 5 with a 3pm finish on Fridays. I think it’s a great place to work

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Anonymous Q&A

Current and past SMB AEs of HubSpot. When did everything go wrong here? I have never seen such bad but valid feedback for one org! I mean this seems like a BLOODBATH to be on a highly established companies’ sales team.