Senior Account Executive - Mid-Market

About the role

The Senior Account Executive joining our Mid-Market team will own the entire sales cycle for targeted mid-sized clients within the Australian region, acting as the primary strategic advisor for their growth initiatives. This hire will be responsible for identifying new opportunities, articulating value, and navigating complex stakeholder landscapes to secure long-term partnerships. You will leverage deep product knowledge to translate business challenges into scalable solutions that drive client success and retention. The role demands a high level of ownership in forecasting, pipeline management, and quota attainment within a fast-paced, data-driven environment. You will collaborate closely with Customer Success and Implementation teams to ensure smooth onboarding and ongoing satisfaction post-sale. This position is critical in expanding our market presence and reinforcing HubSpot as the partner of choice for digital transformation. Success in this role will be measured by consistent over-achievement on revenue goals and the development of trusted advisor relationships. You will be expected to champion best practices and share insights to elevate the overall performance of the Mid-Market Sales organization.

Key facts

What you'll do

• Spearhead the identification and qualification of new mid-market opportunities across designated verticals in the Australian market.
• Architect and execute tailored outreach campaigns to engage C-level and operational stakeholders, driving interest and demand for HubSpot solutions.
• Conduct in-depth discovery sessions to map client pain points and align HubSpot's capabilities with their strategic business objectives.
• Build and manage a robust pipeline of qualified opportunities, ensuring consistent forecasting and accurate revenue projections.
• Lead complex sales negotiations, including pricing, terms, and contract structures, to secure mutually beneficial agreements.
• Partner with Customer Success to develop implementation roadmaps that maximize client value and reduce time-to-value.
• Utilize data and insights to refine sales approaches, optimize touchpoints, and improve conversion rates across the funnel.
• Serve as a key point of contact for escalations, providing timely resolutions and maintaining strong relationships with executive sponsors.
• Collaborate with Marketing to provide feedback on lead quality and contribute to the development of targeted content assets.
• Mentor junior sales team members by sharing techniques, best practices, and strategies for overcoming common objections.

Requirements

• A minimum of 5 years of progressive experience in sales roles, with a demonstrated history of success in a Software as a Service (SaaS) environment.
• A proven track record of consistently meeting or exceeding established sales quotas and performance targets over multiple quarters.
• Exceptional verbal and written communication skills, capable of adapting messaging for diverse audiences and decision-makers.
• The ability to work autonomously with minimal supervision while also thriving within a collaborative team setting.
• A Bachelor's degree in Business, Marketing, Economics, or a closely related field that provides a foundational understanding of commercial principles.
• Demonstrated experience in managing multiple priorities and deadlines in a dynamic and fast-moving sales environment.
• A strong commitment to ethical sales practices and compliance with all company policies and regulatory requirements.
• Willingness to travel within the Australia region for client meetings, industry events, and stakeholder engagements as required.
• Legal authorization to work in Australia, including the right to live and work without sponsorship requirements.
• A customer-centric mindset with a genuine passion for solving problems and delivering measurable results to clients.

Nice to have

Hands-on experience with Customer Relationship Management (CRM) platforms, specifically HubSpot's suite of sales and marketing tools.

Familiarity with established sales methodologies, such as MEDDICC or Challenger Sale, and the ability to apply them effectively.

Prior experience selling into mid-market segments within the technology or software space.

Knowledge of digital marketing principles and how they intersect with sales enablement strategies.

An understanding of the Australian business landscape and the unique challenges faced by mid-sized enterprises in the region.

Practical notes

This is a full-time remote position based in Australia, requiring availability during standard business hours for the region.

Applicants must possess the legal right to work in Australia without the need for sponsorship or visa support.

The position offers a comprehensive benefits package including flexible working hours, private health insurance, and ongoing professional development opportunities.

All applications will be reviewed on a rolling basis, and the role will remain open until a suitable candidate is identified and onboarded.

Travel requirements may include attendance at regional client meetings or HubSpot-organized events within the Australia area.

Candidates should be prepared to provide documentation verifying identity, work eligibility, and professional credentials as part of the hiring process.