How to Get Promoted at an Elite Sales Org | Soraya Hatcher (HubSpot)

In this episode, I sit down with Soraya Hatcher, SMB Sales Manager at HubSpot, to talk about how AEs can position themselves for sales leadership, build trust in a remote environment, and manage a team with more structure and accountability.Soraya shares how she went from AE to manager at HubSpot by taking on leadership work before she had the title, including mentoring reps, creating training material, and helping build the Future Leaders Program. She explains why internal brand matters, how to differentiate yourself in a competitive promotion process, and why aspiring managers need to treat the interview like a real sales cycle.We also get into how she runs her team today, from deal reviews and weekly standups to pipeline coaching and skill development. Soraya breaks down how she diagnoses weak pipeline, how she coaches reps through common SMB objections like cost, competitors, and timeline, and why managers should help reps build their own plan instead of just telling them what to do. TOPICS WE COVER How Soraya went from AE to SMB Sales Manager at HubSpot  Why taking on leadership work before the title helped her stand out  How to build trust and culture as a remote sales manager  The weekly cadence Soraya uses for deal reviews, team meetings, and pipeline accountability  How she coaches reps through cost, competitor, and timeline objections  Why aspiring sales leaders should treat promotion like a sales process ABOUT THE GUESTSoraya Hatcher is an SMB Sales Manager at HubSpot, where she leads a team of eight account executives. Before moving into management, Soraya spent over three years as an AE at HubSpot, where she mentored reps, created training material, and founded the Future Leaders Program to help develop aspiring sales leaders. LINKSConnect with me: https://www.linkedin.com/in/carter-armendarez/ Subscribe to the newsletter: https://www.techsaleswithcarter.com/newsletter/ Learn more about HubSpot: https://www.hubspot.com/