Channel Sales Executive

SmartBug Media is one of the most respected names in the HubSpot ecosystem — and we've earned it.

We didn't get here by accident. SmartBug has built a reputation that most agencies only aspire to: HubSpot North American Partner of the Year, a fully remote team of specialists who punch well above their weight, and a client base that doesn't just hire us — they stay with us. That last part is the one we're most proud of.

Remote by design and strategic by nature, we've never believed that great work requires a corner office or a campus cafeteria. What it requires is the right people, deeply aligned on outcomes, working with clients who trust them to deliver. That's the culture we've built — one where expertise travels, relationships run deep, and the work speaks for itself.

We're obsessed with client outcomes. Not vanity metrics. Not feel-good reports. Real, measurable growth that makes our clients look like heroes inside their own organizations. When SmartBug is in your corner, your team wins — and that's exactly why our clients keep coming back.

Responsibilities

•  Develop and execute engagement strategy to build relationships across SMB, Mid-Market and Corporate Sales segments within HubSpot.

•  Conduct regular account mapping sessions with HubSpot to analyze prospect lists, identify overlapping target accounts, and coordinate joint outreach strategies.

•  Analyze data to identify opportunities where our specialties align with HubSpot goals.

•  Present pipeline forecasts and channel health reports clearly to both internal leadership and external Partner Development Manager (PDM).

•  Represent agency at INBOUND and other partner events.

•  Serve as the primary point of contact for a portfolio of HubSpot Growth Specialists, building strong, trusting "co-selling" relationships.

•  Prioritize immediate responsiveness to “Partner Assisted” leads, recognizing that speed-to-lead is critical for maintaining trust and momentum with referring HubSpot representatives.


•  Function as a strategic partner on sales calls, bridging the gap between technical requirements and business value..

•  Position the agency’s core competencies and specialized solutions within the HubSpot sales organization, ensuring all reps clearly understand the agency's ideal client profile and competitive differentiators.

•  Navigate and resolve conflicts with professionalism, ensuring the long-term partnership remains prioritized.


•   Drive full-cycle revenue generation against a personal goal of $1M+, managing the sales process from partner introduction through scoping, negotiation and contract execution.

•  Uphold rigorous pipeline hygiene and data integrity within HubSpot, applying strict qualification criteria to validate opportunities and ensure accurate forecasts.

•   Demonstrate a commitment to continual learning regarding the HubSpot platform, staying ahead of product updates to remain a valuable resource to partners.

•  Inspire confidence during the sales process by demonstrating HubSpot acumen and industry expertise.

Required Skills & Experience

Education: Bachelor’s degree or relevant professional experience.

Experience: 3+ years of experience selling with or through a software partner ecosystem. 

Knowledge: Deep understanding of the HubSpot corporate structure and ecosystem hierarchy, and the ability to navigate roles and motivations to advocate for the agency.

Partnership Approach: Proven ability to be a trusted advisor to the client and a supportive partner to the sales representative. Strategic mindset focused on long-term relationship capital.

Sales Skills: Strong proficiency in consultative selling methodologies. Ability to command a room, manage complex negotiations, and close high-value professional services contracts. 

Technical Skills: Conduct high-impact demos of solutions.

Power Skills: Excellent written and verbal communication, presentation skills, consultative selling, project management abilities, and a proven track record of working independently and collaboratively.

Preferred Qualifications

Experience working at a HubSpot partner agency.

HubSpot Software Certifications

Existing relationships within the HubSpot sales organization.