Account Executive-EMEA
Posted on: January 19, 2026 | Remote (Flexible)
Company Name: Hubstaff | Application Deadline: Open Until Filled
Team: Sales-EMEA | Reports To: Sales Manager
Division: Revenue-Sales | Employment Type: Full-Time
Location: Remote | Spain | Poland | Portugal | Romania | UK
Schedule: Flexible-Remote | Experience Level: 03-05+ Years
About Hubstaff
Our mission is elegantly simple yet profoundly impactful: empower people to have their most productive workday, every single day. This guiding principle shapes everything we build, every feature we develop, and every customer conversation we engage in.
As a genuine pioneer in remote work for over a decade—long before distributed teams became mainstream or necessary—we've built one of the industry's leading workforce analytics platforms powering time tracking, productivity insights, scheduling, invoicing, and global payments for more than 95,000 businesses worldwide. While other companies scrambled to figure out remote work in recent years, we'd already spent ten years perfecting it, building not just the technology but the culture, processes, and workflows that make distributed work genuinely productive.
We hold a fundamental conviction that remote work represents the largest tectonic shift in workplace dynamics since the personal computer revolutionized how businesses operate. This isn't hyperbole—it's our deeply held belief based on observing transformational changes across industries, geographies, and company sizes. Within the next decade, we believe nearly every company will have a platform like Hubstaff embedded in their technology stack, as essential as email, communication tools, or project management systems.
We're profitable, globally distributed across multiple continents and timezones, and scaling rapidly with aggressive growth targets across key markets. This represents your opportunity to join a winning team early in our EMEA expansion, establishing foundational sales processes and building relationships that will compound in value as we scale throughout the region.
The Role
We're actively searching for an experienced, high-performing Account Executive to own both inbound and outbound sales opportunities across the EMEA (Europe, Middle East, and Africa) region. You'll run a tight, consultative, full-cycle sales motion—spanning from initial qualification through compelling discovery, value-driven demonstrations, stakeholder alignment, and ultimately commercial close—playing a foundational role in building Hubstaff's presence and revenue generation across this strategically critical region.
This position is ideal for sales professionals who thrive in remote environments without the traditional office structure, take complete ownership of results without requiring constant management oversight, and know intuitively how to balance inbound demand with self-sourced pipeline development. You're not just an order-taker waiting for marketing to feed you leads—you're a hunter who knows how to create opportunities where none previously existed.
You will play a genuinely foundational role in establishing Hubstaff's EMEA sales presence, with crystal-clear growth opportunities as we scale the region over the coming years. Early team members who demonstrate consistent performance and leadership qualities will have pathways to team leadership, enterprise account ownership, or strategic account management roles as our regional presence matures.
What You'll Do
Pipeline Ownership
Your primary accountability centres on pipeline generation and management across your EMEA territory. You'll manage inbound demo requests and free trial signups within your assigned region, ensuring rapid response times and high conversion rates from interest to qualified opportunity.
Critically, you'll self-source new business through disciplined outbound prospecting—this is a required skill, not optional. We expect Account Executives to generate 20-30% or more of their pipeline through proactive outbound efforts: identifying target accounts, researching key stakeholders, crafting compelling outreach, and creating opportunities through persistence and value articulation.
You'll maintain a consistently healthy pipeline through disciplined qualification frameworks, accurate forecasting based on genuine deal progression, and ruthless prioritisation of opportunities with the highest probability of closing within your target timeframes.
High-Impact Sales Execution
Delivering engaging, outcome-driven product demonstrations rooted in strong discovery and precise value framing represents the core of your daily work. Your demos won't be generic feature tours—they'll be customised narratives that directly connect Hubstaff's capabilities to the specific problems and goals uncovered during discovery conversations.
You'll solution-sell virtually to multi-stakeholder buying committees spanning Operations, Human Resources, Finance, Project Management Offices, IT departments, and Executive teams. Modern B2B SaaS purchases rarely involve a single decision-maker, so you must skillfully navigate complex organisational dynamics and competing priorities.
Multithreading effectively—building relationships with multiple stakeholders simultaneously rather than relying on a single champion—and identifying missing buyers early in the sales cycle will separate your winning deals from those that stall indefinitely. You'll develop stakeholder maps for every significant opportunity, understanding who influences decisions, who holds budget authority, who will use the product daily, and who might resist change.
Driving clear next steps, establishing mutual action plans that create shared accountability between you and your prospects, and setting accurate timeline expectations ensures deals progress predictably rather than lingering indefinitely in your pipeline.
Sales Process Mastery
You'll become expert at mapping the buyer journey and guiding prospects through distinct stages: from initial problem awareness where they recognize challenges with current approaches, through solution fit where they understand how Hubstaff addresses their needs, into technical validation where they confirm implementation feasibility, and finally to commercial close where terms are negotiated and contracts signed.
Maintaining impeccable CRM accuracy in HubSpot is non-negotiable—every deal should be completely transparent, inspectable by leadership, and forecastable with reasonable accuracy. Your pipeline should tell a clear story about deal health, progression velocity, and likely outcomes. Sloppy CRM hygiene undermines forecasting accuracy and makes it impossible to identify patterns or optimize processes.
You'll leverage our proven demo playbook, qualification frameworks like MEDDIC or similar methodologies, and buyer journey mapping tools to keep deals moving forward with clear momentum rather than stalling in ambiguous middle stages.
Collaboration + Feedback Loop
Sales doesn't operate in isolation. You'll actively share competitive intelligence gathered during deals—what competitors prospects are evaluating, how they position against us, what objections arise—enabling Marketing and Product to respond strategically.
You'll identify and communicate customer pain patterns that emerge repeatedly across opportunities, providing invaluable insights that shape product roadmap priorities and marketing messaging refinement.
Partnering effectively with Sales Development Representatives (SDRs) and cross-functional teams accelerates pipeline creation velocity and deal progression. You'll provide feedback on lead quality, help SDRs understand what makes prospects qualified, and collaborate on account-based strategies for target accounts.
You'll model best-in-class asynchronous communication practices in our global remote environment—writing clear, comprehensive updates rather than relying on constant meetings; documenting decisions and next steps; and communicating across timezones respectfully.
Requirements
Experience
3–5 years of selling B2B SaaS to mid-market and enterprise customers is required. You've sold complex software solutions with multiple stakeholders, longer sales cycles, and substantial contract values. You understand how businesses evaluate technology investments and what objections commonly arise.
Documented track record of consistent quota attainment is required. We need evidence that you've met or exceeded targets across multiple quarters or years, not just one exceptional period. Consistency demonstrates true sales capability rather than luck.
Demonstrated ability to self-source meaningful pipeline (20–30%+ of total pipeline) is required. You've proven you can create opportunities through outbound prospecting, not just work inbound leads handed to you by marketing.
Strong fluency with virtual selling mechanics, discovery frameworks that uncover genuine needs rather than surface-level wants, and value-based closing techniques that connect ROI to business outcomes differentiates you from transactional sellers.
Skills
Exceptional demo mechanics encompass multiple components: agenda-setting that establishes meeting structure and outcomes; discovery recap that demonstrates you listened and understood; value framing that connects features to specific customer needs; stakeholder mapping that reveals who else needs involvement; and next-step control that maintains deal momentum.
Strong written and verbal communication skills enable you to translate product functionality into business outcomes that resonate with different stakeholders—explaining to CFOs how Hubstaff impacts financial metrics differently than explaining operational benefits to Operations Managers.
Multithreading skills with genuine comfort navigating complex buying groups where multiple people influence decisions, each with different priorities, concerns, and evaluation criteria, prevent single-threaded deals from collapsing when your champion leaves or loses influence.
HubSpot CRM experience is required. You should be proficient with opportunity management, activity logging, pipeline reporting, and forecasting within HubSpot specifically, not just general CRM familiarity.
Competency with Aircall for phone outreach, LinkedIn Sales Navigator for prospecting, PandaDoc for proposal and contract management, and modern sales tooling demonstrates you're comfortable with the technology stack modern sales teams rely on.
Traits
High ownership mindset means you treat your territory like a business you own—obsessing over pipeline health, win rates, deal velocity, and revenue attainment without requiring constant management direction.
Adaptability and comfort with changing priorities reflect the reality that remote SaaS companies move fast in response to market feedback, competitive moves, and strategic pivots. You must move with agility rather than resisting change.
Coachable, resourceful, competitive, and self-driven characteristics create the foundation for continuous improvement and sustained high performance over years, not just initial success.
You hate micromanagement but love accountability—you want autonomy to run your territory your way while being held to high performance standards and measured on results.
Success in the First 90 Days
Your onboarding success will be measured across several clear dimensions that predict long-term performance.
Master our product capabilities, ideal customer profile characteristics, and proven demo playbook that converts prospects into customers. You should be able to deliver compelling demonstrations confidently without constantly referring to notes.
Demonstrate reliable CRM hygiene with accurate data entry, consistent activity logging, and forecasting accuracy that leadership can trust when planning resources and setting expectations with executives.
Self-source early-stage opportunities through outbound prospecting, proving you can generate pipeline proactively rather than depending entirely on inbound demand.
Run high-quality discovery conversations and product demonstrations that advance pipeline by moving prospects from one stage to the next with clear commitment rather than leaving deals in ambiguous states.
Align pipeline coverage to quota expectations, maintaining sufficient opportunities in various stages to mathematically support your targets given historical conversion rates and average deal sizes.
Why Top Sellers Choose Hubstaff
We're not hybrid. We're not "remote-some-days" with arbitrary office requirements. We've been 100% remote for over a decade, and we run the entire company with that foundation—not as an afterthought or temporary accommodation, but as our fundamental operating model.
We drink our own champagne—we use Hubstaff internally to manage our own distributed team and build features around real-world workflows, autonomy requirements, and productivity optimization based on our lived experience, not abstract theories.
At Hubstaff, you'll experience a sales culture built on several foundational principles:
High trust: We hire adults capable of making good decisions and empower them with autonomy rather than micromanaging every activity.
Ownership: You run your territory with complete autonomy balanced by clear accountability for results—freedom and responsibility are inseparable.
Remote excellence: Deep focus periods, asynchronous communication that respects timezones, and flexibility to structure your workday around when you're most productive.
Data-driven but human: We measure activities and outcomes that matter without losing empathy for customers' situations or team members' challenges.
High standards, zero micromanagement: You get the space to perform using methods that work for you, combined with expectations to consistently deliver results that justify that trust.
Compensation & Benefits
Compensation
Competitive base compensation combined with uncapped commission structure rewards top performers proportionally to results without artificial ceilings limiting earning potential.
Compensation structure may vary based on geographic location, experience level, and contract type (employee versus independent contractor), reflecting local market conditions and regulatory frameworks.
On-Target Earnings (OTE) aligned with local SaaS market benchmarks for Account Executive roles ensures our total compensation packages remain competitive for top talent.
Strong performance is generously rewarded—we believe in paying for results and creating clear financial incentives for excellence.
Location & Flexibility
Fully remote role with no geographic restrictions within our hiring countries—work from anywhere within the UK, Portugal, Spain, Romania, or Poland.
Flexible working hours with clear ownership and accountability rather than rigid schedules—structure your day around when you're most productive while meeting customer needs and team collaboration requirements.
Focus on results rather than micromanagement of activities—we measure outcomes, not hours logged or activities completed.
Benefits & Perks
For employees (specific benefits vary by location based on local regulations and norms):
- Private health insurance and pension contributions, where applicable
- Generous paid time off for rest and recovery
- Annual work-life balance stipend for equipment upgrades, professional training, wellness activities, or travel
- Annual compensation reviews based on performance and market conditions
For contractors:
- Competitive contractor rates reflecting market value
- Flexible working arrangements supporting work-life integration
- Long-term collaboration opportunities with contract renewals for strong performers
Growth & Career
High-impact role with complete ownership over your territory and visible contributions to regional revenue growth.
Clear growth opportunities as our EMEA presence scales—early team members who demonstrate consistent performance and leadership qualities have pathways to Senior Account Executive, Team Lead, or Enterprise Account Manager roles.
Close collaboration with Sales leadership, Marketing teams for lead generation optimization, and Product teams to influence roadmap based on market feedback creates broad exposure across the organization.
Team & Culture
Annual in-person company retreats bring the distributed team together for relationship building, strategic planning, and celebration of accomplishments.
Remote-first company with 10+ years of experience building and managing distributed teams effectively—we've solved problems other companies are just encountering.
High-trust, low-bureaucracy environment with strong performance standards creates space for top performers to excel without administrative overhead draining energy.
Apply Now
Ready to establish yourself as a foundational member of Hubstaff's EMEA sales team, building relationships and generating revenue across a strategically critical region? We're excited to review your application and learn about the B2B SaaS deals you've closed and the sales processes you've mastered.
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