Quotas unattainable, AE's here are set up for failure - Account Executive HubSpot Employee Review

- Quotas are very high, unattainable given market circumstances and average deal size. And it's crazy that AE quotas was just increased this year. - There is no work life balance at all. Even though there is unlimited PTO, I'm constantly kept on my toes due to the monthly targets. I really can never "switch-off" from work properly. My manager and teammates don't seem to think this is out of the ordinary. -Current performance management/PIP approach is scary as it's auto triggered if you fall below 70% of your combined 6 months and 9 month sales performance. This high-pressure environment where AE's do end-to-end with little focus on how to improve from a qualitative standpoint, how to utilize resources, how to successfully run on monthly quota, is highly stressful and lonely. I've seen 3 people on ramp leave due to the high stress, lack of support and the team being extremely unhelpful to new people. - Maybe it's due to the WFH/remote-first culture, but it's a highly highly metric-ed environment where the statement "if it can't be measured, it dosen't exist" applies. Management dosen't really focus on mastery of sales acumen, business acumen or quality of an AE's calls but more so just pumping out high activity numbers because that's the only thing that can be measured. - A structured program for ongoing support beyond onboarding seems to be lacking. Implementing a comprehensive system with well-defined sales methodologies, industry-specific playbooks, and territory planning tools would greatly benefit AEs. Additionally, leveraging market-specific marketing initiatives to strengthen brand awareness and providing partner development programs would be valuable assets. Notably, resources like account planning templates and tender documentation could streamline the sales process and improve efficiency. Many AE's like me currently invest significant time in developing these materials themselves, which seems unnecessary for a company of this size. - The initial onboarding training of 1 month prioritizes theoretical knowledge over practical application. Equipping new hires with skills relevant to outbound prospecting and addressing frequently asked questions (FAQs) of prospects, how to speak about the different HubSpot tiers on the pricing page etc would significantly enhance their success on ramp and beyond.