Channel Sales Executive

About the role

The Channel Sales Executive is responsible for cultivating strategic relationships within the HubSpot organization to drive revenue through co-selling. This role requires a deep understanding of the HubSpot ecosystem, channel sales dynamics, and a commitment to becoming the trusted, "go-to" solutions partner for HubSpot Growth Specialists and Service Consultants. You will act as the bridge between SmartBug and the HubSpot sales team, ensuring our services enable them to close more software, faster.

What you'll do

• 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 UNBOUND 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 Qualifications

• 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.

• About Company ---

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.

We're growing, our client portfolio is expanding, and the relationships we've built are stronger than ever. What we need next is a leader who understands that the hardest part of this business isn't winning clients — it's becoming so embedded in their success that leaving simply isn't an option. If you've built that kind of loyalty before, if you know what it takes to transform a good client relationship into a decade-long partnership, and if you're energized by the idea of architecting that function at scale — we want to meet you.