Principal Partner Manager

6 days, 20 hours ago
Full-time
Lead
Sales and Business Development
HubSpot

HubSpot

HubSpot provides a comprehensive cloud-based CRM platform that integrates marketing, sales, service, and operations tools to help businesses attract, engage, and delight customers effectively.

Media
5K-10K
Founded 2006

Description

  • Own executive relationships across a portfolio of HubSpot’s most strategic technology, AI, platform, and distribution partners.
  • Define multi-year partnership strategies with measurable goals for customer acquisition, product adoption, revenue growth, AI usage, and market positioning.
  • Evaluate partnership opportunities based on customer value, strategic fit, commercial economics, execution complexity, and growth potential.
  • Structure, negotiate, and execute sophisticated commercial agreements, including multi-million-dollar strategic partnerships.
  • Build financial models and business cases to clarify investment rationale, incentives, expected returns, and business impact.
  • Lead cross-functional initiatives across Product, Engineering, Marketing, Sales, Finance, Legal, Operations, and executive leadership.
  • Translate partner capabilities into product opportunities, commercial strategies, and scalable execution plans.
  • Develop partnership models such as AI platform integrations, embedded distribution, jointly developed experiences, and partner-led enterprise deployments.
  • Establish operating rhythms, success metrics, governance models, and executive reporting for strategic initiatives.
  • Monitor trends across AI, SaaS, CRM, fintech, and adjacent technology markets to identify opportunities and competitive risks.

Requirements

  • Significant experience leading strategic partnerships, business development, or related functions within SaaS or technology organizations.
  • Demonstrated success negotiating and executing complex commercial agreements with strategic technology partners.
  • Experience leading large cross-functional initiatives involving Product, Engineering, Finance, Legal, Marketing, Sales, and Operations.
  • Proven ability to influence executive stakeholders and shape organizational strategy through data-driven recommendations.
  • Strong commercial analysis and business case development skills.
  • Exceptional communication, executive presentation, negotiation, and relationship-building abilities.
  • Experience using AI tools to improve research, analysis, decision-making, and execution.
  • Ability to thrive in highly autonomous, fast-moving, and ambiguous environments with a strong bias toward execution.
  • Experience working with AI platforms, MarTech, CRM ecosystems, enterprise software, or platform partnerships is preferred.
  • Experience structuring ecosystem, marketplace, embedded distribution, or strategic platform partnerships is preferred.
  • Experience developing executive operating cadences and governance models for complex strategic initiatives is preferred.
  • Location: United States, with remote work preferred.
  • Ability to travel approximately one domestic trip every two months, plus annual travel to UNBOUND.
  • Application must be submitted by Tuesday, July 21 at 5pm ET.
  • Resume must be submitted in English; cover letter is optional.

Benefits

  • Annual cash compensation range of $195,200 to $312,300 USD.
  • Eligible roles may include on-target commission and annual bonus targets.
  • Some roles are eligible to participate in HubSpot’s equity plan and receive restricted stock units (RSUs).
  • Compensation packages are tailored based on skills, experience, qualifications, and other job-related factors.
  • Remote work preference with flexibility for remote employees or office-based employees.
  • Support for accommodations or alternative arrangements during the hiring process.

Interested in this position?

Apply directly on the company website

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