SmartBug Media

Sales

• Develop and execute an outbound prospecting plan targeting Ideal Client Profile accounts
• Design and execute high-volume, multi-channel outreach through email, phone, video, and social channels
• Collaborate with technical and service teams to scope profitable, client-aligned solutions
• Monitor industry trends and competitor activity to refine sales messaging
• Represent the agency at UNBOUND and other industry events
• Respond to inbound marketing-qualified leads and Contact Us inquiries
• Qualify leads based on budget, authority, need, and timeline
• Lead discovery calls with VP-level Sales and Marketing executives
• Deliver sales presentations and portal demos explaining service ROI and value proposition
• Draft Statements of Work, manage contract redlines, and lead pricing negotiations
• Identify and cultivate internal champions within prospect organizations
• Drive full-cycle revenue against a personal annual quota of $1M+
• Maintain accurate deal stages, close dates, and values in HubSpot for forecasting
• Monitor funnel conversion rates and adjust sales behaviors
• Ensure a seamless Sales-to-Service transition by documenting client requirements and success metrics

Sales Executive

Account Manager

• Serve as the primary relationship lead and main point of contact for all client communication
• Build and maintain relationships with client stakeholders and C-suite executives as a trusted advisor
• Own client meeting cadence, including agendas, recaps, follow-ups, and action-item tracking
• Solicit client feedback, conduct NPS/satisfaction check-ins, and identify friction points
• Partner with strategy team members to communicate and reinforce client roadmaps
• Own client happiness, account retention, onboarding, and account health monitoring
• Track engagement, sentiment, deliverable timeliness, and results reporting; escalate at-risk accounts with recovery plans
• Act as the Voice of the Client within SmartBug and lead conflict-resolution conversations
• Monitor account financial health, profitability, commercial scope, and out-of-scope requests
• Own renewal timing and renewal conversations with Sales, Finance, and delivery leadership
• Identify account expansion opportunities and partner with Sales and Strategy on additional services
• Drive collection of client reviews, case studies, and awards
• Develop fluency in clients’ business models, buyers, success metrics, and industry trends
• Maintain sufficient HubSpot and client-system fluency to discuss status, reporting, and value

Senior Account Manager

Solutions Engineer

• Lead technical discovery with client stakeholders to establish project requirements
• Assess unfamiliar platforms using API documentation, including exposed capabilities, rate limits, webhooks versus polling, and connector quality
• Select and explain integration approaches including native connectors, iPaaS, custom builds, or phased combinations
• Identify failure modes involving source of truth, conflict handling, sync failure detection and reconciliation, and data quality
• Create systems diagrams, data maps, integration approaches, and phased plans
• Estimate effort using the company's estimating model and document assumptions and dependencies
• Write or review technical sections of Statements of Work
• Present and defend estimates to client technical stakeholders, including CTOs and technical leads
• Flag opportunities that should be reshaped, phased, or declined
• Identify genuine client expansion needs without inflating deal size
• Support proof-of-concept builds and integration demos
• Validate API access and behavior in sandboxes before build hours are committed
• Review data relationships, automation triggers, and sync rules across systems
• Serve as subject matter expert on integration frameworks, HubSpot APIs, and middleware architecture
• Act as technical point of contact on new and expansion opportunities from discovery through signature
• Convert verbal conversations into written scopes within agreed turnaround times
• Educate Sales on technical positioning and maintain integration reference materials
• Hand off documented requirements, assumptions, and open questions after signature
• Stay engaged through kickoff as the holder of the client's original context
• Apply Solutions Architect design standards and route work above the sign-off threshold for architect review
• Involve a Platform Architect when multi-Hub design affects the deal
• Feed estimate variance and broken assumptions back into the estimating model
• Share integration patterns with the wider team

Sales Executive

Senior Account Manager

Solutions Consultant