After a successful run in sales for Small Business, Janae Estill was recently promoted and transitioned into a career in Mid-Market Sales. Read on to learn more about her journey, what she loves about HubSpot and how she balances it all!

Can you tell us a little about your background and journey to HubSpot?
Before joining HubSpot, I had a successful 7.5-year career with a top insurance company, where I received leadership training and gained experience in operations, sales, and customer service. After taking a break to start my family, I carefully considered my career path and was attracted to HubSpot for its commitment to recognizing top talent, passion for diversity, and love for innovation and technology. Joining HubSpot was the perfect fit for me, and I am thrilled that I took the necessary steps to apply and become part of this amazing team!

Why did you choose to work remotely? 
I chose to work from home because it was the best option for both myself and my family. Initially, my two young boys stayed at home with me as I learned my new job at HubSpot. I soon grew to appreciate the flexibility of being able to care for them while advancing my career. IMG_2702

What's your #HubSpotCommunity?
I have a deep appreciation for BlackHub. It was the first time I encountered a space that was incredibly welcoming and supportive, and I felt a personal connection to it. Having this community means a great deal to me!

Describe a typical day in your role.
I usually start my day by getting the kids off to school and then returning home for meditation, during which I reflect on all the things I'm grateful for and envision my big career goals (I aspire to be in the future C-Suite!). 

After that, I dive into my calendar and accounts to see which of my customers need immediate attention. I then collaborate with my teammates and other key colleagues to determine how we can better serve our clients and provide them with the software that meets their needs.

I take a mid-day break for lunch and another mental health check-in to keep myself grounded.

I wrap up my day with more client meetings and strategy sessions with my manager.

Tell us about a challenge you're working to solve right now.
Currently, I am facing the challenge of charting a career path that does not yet exist. I am passionate about assisting our VIP Clients (those already using HubSpot) in expanding their understanding and usage of the platform - driving account growth with upgrades. I have been successful in communicating the need, value, and solution and helping companies grow in this manner. My goal is to educate more sales representatives on how to identify these trends and the various ways we can assist our existing clients from the sales perspective. Think it of as a team of superheroes who can work magic and save the day for a lot of clients!  

What do you like most about your current role?
I have a passion for selling to Mid-Market companies! While I also enjoyed my time in small business, there is something uniquely special about Mid-Market. These companies are enthusiastic about learning and growing, and there is a sense of urgency to effect positive change. It's incredibly rewarding to engage in these substantial conversations and add value in the process. I firmly believe that HubSpot is an amazing platform, and any business not currently considering it should do so!

What's one thing you've worked on that you're really proud of?
One thing I am really proud of is achieving a good work-life balance and maintaining overall mental health. HubSpot genuinely prioritizes family and well-being, and I have received amazing support when I needed it. This has made me feel more secure in my career.

I’m also a 2x president’s club member and I was named Woman of the Quarter Q3 2023, It’s hard to just pick one thing - I’ve been very proud of my career so far at HubSpot!

In your own words, what makes working at HubSpot unique? IMG_2827-1
Working at HubSpot is a unique experience because you can see daily that the company genuinely cares about its employees. Many companies may say this in writing, but to truly feel it is exceptional. Most recently, HubSpot demonstrated its investment in us by sending us to Boston to collaborate in person with over 2000 of our colleagues. This allowed me to meet my teammates and manager for the first time in person, and it was truly electrifying. I believe that a company making that level of investment is moving in the right direction, and I'm glad to be a part of it!

What do you like to do outside of work?
Outside of work, you can always find me with family and friends! I love staying connected to my support system and creating memories. I'm always on the lookout for cool and adventurous activities for the boys and me!

And if my Kansas City Chiefs are playing, you can bet I'm locked in watching them! Ps. Hi Chiefs Kingdom & Swifties!


How are you lifting up other women you work with, and why is that so important?
Uplifting others, especially women, is a fundamental value for me. In the tech industry, women can often feel overlooked or unseen, and it's my mission to provide support and motivation to those who may be hesitant to explore something new.

I currently host a weekly forum on my LinkedIn called "Flex Friday." It's a space where Black women can share their accomplishments for the week, receive encouragement, and express appreciation for another woman who has achieved something remarkable. We also welcome our allies who join us!

Though it may seem small now, I've committed to continuing this for 100 weeks, and I'm currently on week 5. This is my way of holding myself accountable, and I am determined not to stop Flex Friday!

What's one thing you want the future generations of female leaders to understand?
It's not just okay to be bold; it's essential. Embracing boldness may feel uncomfortable at times, but it's a crucial step in pursuing your growth and career goals. Never silence your voice for change. As a female leader, your importance and impact are immeasurable.


Learn more about HubSpot’s culture on our careers website and follow HubSpot Life on Instagram as we continue to share employee highlights, internal celebrations, learnings, and more. Interested in Sales @ HubSpot? Learn more here!

Originally published Mar 19, 2024 6:04:00 AM, updated March 19 2024