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What hiring profile and interview process yield top-performing AEs in your segment, and how do you reduce ramp time?

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2 Answers
Sales Leadership
  1. Katie Walsh
    Katie Walsh

    HubSpot Director of Sales • 4mo

    The ones who have a high learning velocity, resilience, and customer curiosity. I hire for how people think, not just what they’ve sold. Top AEs show strong problem-solving skills, ask thoughtful questions, and can explain why a deal moved or stalled — not just what happened. They’re coachable, reflective, and comfortable being uncomfortable. Those traits matter more than years of experience in a fast-moving sales environment. Second, I look for evidence of ownership.The best reps take responsib ...Read More

    397 Views
  2. Sarah Mercedes (Osborne)
    Sarah Mercedes (Osborne)

    HubSpot Director of Sales • 5mo

    The first step in creating a strong hiring profile, interview process and ramp program is defining "what good looks like" for a top-performing AE at your company. This should inform everything. What our team did first was document out the roles and responsibilities of an AE (broadly bucketed into Creating deals, Progressing deals and Closing deals). From there, we aligned on the core skills that a rep needs to have and show up with consistently in order to meet expectations across each of these ...Read More

    406 Views

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