Account Executive

Our mission is simple: empower people to have their most productive workday.

As a pioneer in remote work for over a decade, we’ve built one of the industry’s leading workforce analytics platforms powering time tracking, productivity insights, scheduling, invoicing, and payments for 95,000+ businesses worldwide.

We believe remote work is the largest tectonic shift since the personal computer — and within the next decade, nearly every company will have a platform like Hubstaff in their tech stack.

We’re profitable, globally distributed, and scaling fast. This is your chance to join a winning team early in the EMEA expansion.

We’re searching for an experienced, high-performing Account Executive to own inbound and outbound opportunities across EMEA. You’ll run a tight, consultative, full-cycle sales motion — from qualification to demo to close — and play a foundational role in building Hubstaff’s presence across the region.

This position is ideal for someone who thrives in remote environments, takes ownership of results, and knows how to balance inbound demand with self-sourced pipeline.

You will play a foundational role in establishing Hubstaff’s EMEA sales presence, with clear growth opportunities as we scale the region.

• Manage inbound demo requests + free trial signups within your region.

• Self-source new business through outbound prospecting — this is a required skill, not optional.

• Maintain a healthy pipeline with disciplined qualification and forecasting.

• Deliver engaging, outcome-driven demos rooted in strong discovery and value framing.

• Solution-sell virtually to multi-stakeholder buying committees across Operations, HR, Finance, PMO, IT, and Executive teams.

• Multithread effectively and identify missing buyers early.

• Drive clear next steps, mutual action plans, and accurate timeline expectations.

• Map the buyer journey and guide prospects from problem awareness → solution fit → technical validation → commercial close.

• Maintain impeccable CRM accuracy in HubSpot — every deal should be transparent, inspectable, and forecastable.

• Leverage our demo playbook, qualification frameworks, and buyer journey mapping to keep deals moving forward.

• Share competitive intel, customer pain patterns, and product feedback with Sales, Marketing, and Product.

• Partner with SDRs and cross-functional teams to accelerate pipeline creation and deal velocity.

• Model best-in-class asynchronous communication in a global remote environment.

• 3–5 years selling B2B SaaS to mid-market and enterprise customers (required).

• Documented track record of consistent quota attainment (required).

• Demonstrated ability to self-source meaningful pipeline (20–30%+) (required).

• Strong fluency with virtual selling, discovery frameworks, and value-based closing.

• Exceptional demo mechanics: agenda-setting, discovery recap, value framing, stakeholder mapping, and next-step control.

• Strong written + verbal communication; ability to translate product functionality into business outcomes.

• Multithreading skills with comfort navigating complex buying groups.

• HubSpot CRM experience (required).

• Competency with Aircall, LinkedIn, PandaDoc, and modern sales tooling.

• High ownership mindset; treats their region like a business.

• Adaptable and comfortable with changing priorities — remote SaaS moves fast, and you must move with it.

• Coachable, resourceful, competitive, and self-driven.

• Hates micromanagement but loves accountability.

• Master our product, ICP, and demo playbook.

• Demonstrate reliable CRM hygiene and forecasting accuracy.

• Self-source early-stage opportunities.

• Run high-quality discovery and demos that advance pipeline.

• Align pipeline coverage to quota expectations.

We’re not hybrid.

We’re not “remote-some-days.”

We’ve been 100% remote for over a decade, and we run the company like it.

We drink our own champagne — we use Hubstaff internally and build around real-world workflows, autonomy, and productivity.

At Hubstaff, you’ll experience a culture built on:

• High trust: We hire adults and empower them.

• Ownership: You run your territory with autonomy and accountability.

• Remote excellence: Deep focus, async communication, and flexibility.

• Data-driven but human: We measure what matters without losing empathy.

• High standards, zero micromanagement: You get the space to perform — and the expectations to rise to it.

• Competitive base compensation + uncapped commission

• Compensation structure may vary based on location, seniority, and contract type

• OTE aligned with local SaaS market benchmarks

• Strong performance is well rewarded

• Fully remote role

• Open to candidates based in the UK, Portugal, Spain, Romania, and Poland

• Flexible working hours with clear ownership and accountability

• Focus on results, not micromanagement

For employees (location-dependent):

• Private health insurance and pension (where applicable)

• Generous paid time off

• Annual work-life balance stipend (equipment, training, wellness, or travel)

• Annual compensation reviews based on performance

For contractors:

• Competitive contractor rates

• Flexible working arrangements

• Long-term collaboration opportunities

• High-impact role with ownership over your territory

• Clear growth opportunities as our EMEA presence scales

• Close collaboration with Sales, Marketing, and Product

• Annual in-person company retreats

• Remote-first company with 10+ years of experience building distributed teams

• High-trust, low-bureaucracy environment with strong performance standards