Burnout culture and high turnover in sales - Account Executive HubSpot Employee Review

Biggest con is the stress and burnout in the sales org. I’ve seen numerous reps in their first 12 months suddenly appear as “deactivated” on slack at the start of a new month. You feel as if you’re working to keep your job rather than focus on being successful and hitting your quota. This leads to anxiety and sleepless nights worrying about HubSpot. Saas sales is always high pressure, but I’ve never worked somewhere as cut throat as here. It’s a rigorous hiring process, so I think HubSpot maybe needs to start realising that they are the problem so many reps aren’t doing well. Whilst the ramp is generous, at the end of the day your success in that period comes down to luck in your territory. The territory model is a mess. It’s like a shark tank with not enough food there for everyone. I can see how “sourcing” worked in times of high inbound inquiries but it has now led to tenured reps having the best prospects in their names essentially waiting on them to convert to leads. Install base accounts are regularly plucked out of your name and given to new hires with no word of warning. I don’t see this being good for customer relationships either. Set territory models would work far better. Management and sales coaches worked in hubspot during a time of high inbound leads - the advice they are giving either doesn’t work in today’s economy/ internal set up in hubspot, or, they are giving genuinely good advice (to target larger more strategic deals to hit quota as we just don’t have the volume) but not allowing us the time or headspace to work these type of deals. KPIs for the sake of KPIs, I often find myself worrying about the “activity” I’ve done in a day rather than the job itself - closing deals. Some weeks I feel like a BDR.