Senior Manager, Partner Strategy & Ops

Oversee the design and execution of partner tiering frameworks, program benefits, and requirements that enable partners to succeed at scale.

Lead the team in forming business proposals that help HubSpot leadership make informed decisions on complex, strategic initiatives.

Write and review clear, concise business requirements that enable seamless handoffs to Product, FinOps, FinTech, and other technical teams and develop this same discipline across your team.

Build and evolve programming that positions partners to deliver the next generation of customer outcomes — through agents, workflows, and automation — with incentive structures and enablement that elevate partner performance and reward those leading in an AI-first world.

Build a comprehensive roadmap to support global sales and success teams in reaching revenue, deal velocity, and efficiency targets — managing program impact from company-wide strategic initiatives to ensure partner considerations are integrated early and effectively.

Define and track KPIs such as MRR, partner activation rates, and pipeline velocity to ensure programs drive measurable revenue impact.

7+ years of professional experience in the software (SaaS) industry with a strong background in GTM strategy, program management, or revenue operations. Experience in channel/partner strategy is a plus (the right operator with strong GTM fundamentals can learn the partner ecosystem.)

2+ years of experience leading or managing Senior or Principal-level ICs, with a proven track record of coaching high performers, growing teams, and elevating output - not just overseeing it.

True player/coach mentality: comfortable setting strategic direction while staying close to the work and contributing directly on the highest-priority initiatives.

Strong analytical mindset with experience using data and KPIs to make informed decisions and measure program impact; comfortable partnering closely with data and analytics teams.

Technically fluent: able to write clear, concise business requirements and translate complex program needs into specifications that Product, FinOps, FinTech, and systems teams can act on, and can coach your team to do the same.

Leading in the agentic era; you have a clear point of view on how AI tools can transform the way strategy and operations teams work, and you actively use and advocate for them to accelerate your team's impact.

Ability to communicate complex concepts simply and clearly to an executive audience.

Deep care for customer-centricity and HubSpot's mission of helping millions of organizations grow better.

Pay & Benefits

The cash compensation below includes base salary, on-target commission for employees in eligible roles, and annual bonus targets under HubSpot’s bonus plan for eligible roles. In addition to cash compensation, some roles are eligible to participate in HubSpot’s equity plan to receive restricted stock units (RSUs). Some roles may also be eligible for overtime pay. Individual compensation packages are tailored to your skills, experience, qualifications, and other job-related reasons.

This resource will help guide how we recommend thinking about the range you see. Learn more about HubSpot’s compensation philosophy .

Benefits are also an important piece of your total compensation package. Explore the benefits and perks HubSpot offers to help employees grow better.

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We know the confidence gap and impostor syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you.

If you need accommodations or assistance due to a disability, please reach out to us using this form .

At HubSpot, we value both flexibility and connection. Whether you’re a Remote employee or work from the Office, we want you to start your journey here by building strong connections with your team and peers. If you are joining our Engineering team, you will be required to attend a regional HubSpot office for in-person onboarding. If you join our broader Product team, you’ll also attend other in-person events, such as your Product Group Summit and other gatherings, to continue building on those connections.

If you require an accommodation due to travel limitations or other reasons, please inform your recruiter during the hiring process. We are committed to supporting candidates who may need alternative arrangements

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Germany Applicants: (m/f/d) - link to HubSpot's Career Diversity page here .

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About HubSpot

HubSpot (NYSE: HUBS) is an AI-powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot's connected platform enables businesses to grow faster by focusing on what matters most: customers.

At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer-obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow.

We’re building a company where people can do their best work . We focus on brilliant work, not badge swipes. By combining clarity, ownership, and trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too.

Recognized globally for our award-winning culture by Comparably, Glassdoor, Fortune, and more, HubSpot is headquartered in Cambridge, MA, with employees and offices around the world.

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