POS-23753

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The HubSpot Partner Strategy and Operations team is looking for a Principal Program Manager to join our team. Partner Strategy & Operations is part of the Revenue Operations organization, responsible for designing & executing the long term partner strategy, in addition to facilitating daily operations for the Solutions Partner Program. Partners are critical to HubSpot’s growth and success, helping millions of customers grow better. The foundations team within Partner Strategy & Operations manages and owns the partner tiering structure, program benefits (commissions, incentives, other funding initiatives), and program requirements. 

As the Principal Program Manager of Partner Foundations, you will align across functions to design and drive long term strategy initiatives to meet HubSpot’s short and long term goals. Primary responsibilities will include driving strategy for structuring partner tiers, benefits (commissions, incentives, additional funding initiatives), program requirements, and managing program impact from other company-wide strategic initiatives. 

This is a business critical role as HubSpot continues to scale and one that will make a continuous impact on our short and long term strategic goals as an organization. You will report to the Manager of Partner Foundations, and partner closely with key stakeholders across product, sales operations, finance, marketing, and legal, as well as the broader partner leadership team across sales and customer success.  

We are looking for a results-oriented individual with a track record of leading strategic change in a SaaS organization. The right candidate has the expertise, agility, and analytical mindset to drive meaningful change that both accelerates revenue and improves operating margin. 

In this role, you’ll get to:

• Lead strategy, create policies, and manage operational processes for partner foundations (tiers, benefits, and program requirements) to help partners succeed and scale the partner program to help millions of customers grow better.
• Form business proposals to help the HubSpot leadership team  make informed decisions on complex, multi-year, strategic initiatives 
• Leverage analytical tools to understand and compile key data into actionable insights that support recommendations when driving strategy across partner foundations
• Be a subject matter expert & key business partner on partner foundations when working closely with broader cross-functional stakeholders (across product, sales operations, finance, and legal) 
• Collaborate and work closely with other company-wide strategic initiative drivers to assess impact to the partner program

We are looking for people who:

• Have 5+ years of professional experience, ideally in the software (SaaS) industry. Experience specifically in channel (partner) strategy or revenue operations preferred. 
• Have familiarity with Excel and BI tools (Looker, Tableau, etc) for self-service to support strategy work
• Have an understanding and knowledge of SaaS business metrics 
• Are proficient in creating presentations and articulating complex concepts in a clear and simple way to an executive audience. You’ll have high visibility and exposure to HubSpot’s executive team in this role
• Are detailed-oriented and proficient in writing, organizing, and documenting decision memos when driving business strategy
• Have the ability to adapt quickly with a sense of urgency to changing business needs and thrive in a fast-paced working environment; manage time, multiple tasks, and deadlines efficiently
• Are passionate and excited about working with partners and scaling HubSpot’s partner program
• Take ownership and initiative when driving projects with cross-functional stakeholders and are willing to go above and beyond to support their peers
• Showcase HubSpot’s culture code, HEART (Humble, Empathetic, Adaptable, Remarkable, Transparent)
• Care deeply about customer-centricity and HubSpot’s missions of helping millions of organizations grow better

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Cash compensation range: 138500-221600 USD Annually

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

The cash compensation above 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 based on a few different factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons.

We know that benefits are also an important piece of your total compensation package. To learn more about what’s included in total compensation, check out some of the benefits and perks HubSpot offers to help employees grow better.

At HubSpot, fair compensation practices isn’t just about checking off the box for legal compliance. It’s about living out our value of transparency with our employees, candidates, and community.

The HubSpot Partner Strategy and Operations team is looking for a Principal Program Manager to join our team. Partner Strategy & Operations is part of the Revenue Operations organization, responsible for designing & executing the long term partner strategy, in addition to facilitating daily operations for the Solutions Partner Program. Partners are critical to HubSpot’s growth and success, helping millions of customers grow better. The foundations team within Partner Strategy & Operations manages and owns the partner tiering structure, program benefits (commissions, incentives, other funding initiatives), and program requirements. 

As the Principal Program Manager of Partner Foundations, you will align across functions to design and drive long term strategy initiatives to meet HubSpot’s short and long term goals. Primary responsibilities will include driving strategy for structuring partner tiers, benefits (commissions, incentives, additional funding initiatives), program requirements, and managing program impact from other company-wide strategic initiatives. 

This is a business critical role as HubSpot continues to scale and one that will make a continuous impact on our short and long term strategic goals as an organization. You will report to the Manager of Partner Foundations, and partner closely with key stakeholders across product, sales operations, finance, marketing, and legal, as well as the broader partner leadership team across sales and customer success.  

We are looking for a results-oriented individual with a track record of leading strategic change in a SaaS organization. The right candidate has the expertise, agility, and analytical mindset to drive meaningful change that both accelerates revenue and improves operating margin. 

In this role, you’ll get to:

• Lead strategy, create policies, and manage operational processes for partner foundations (tiers, benefits, and program requirements) to help partners succeed and scale the partner program to help millions of customers grow better.
• Form business proposals to help the HubSpot leadership team  make informed decisions on complex, multi-year, strategic initiatives 
• Leverage analytical tools to understand and compile key data into actionable insights that support recommendations when driving strategy across partner foundations
• Be a subject matter expert & key business partner on partner foundations when working closely with broader cross-functional stakeholders (across product, sales operations, finance, and legal) 
• Collaborate and work closely with other company-wide strategic initiative drivers to assess impact to the partner program

We are looking for people who:

• Have 5+ years of professional experience, ideally in the software (SaaS) industry. Experience specifically in channel (partner) strategy or revenue operations preferred. 
• Have familiarity with Excel and BI tools (Looker, Tableau, etc) for self-service to support strategy work
• Have an understanding and knowledge of SaaS business metrics 
• Are proficient in creating presentations and articulating complex concepts in a clear and simple way to an executive audience. You’ll have high visibility and exposure to HubSpot’s executive team in this role
• Are detailed-oriented and proficient in writing, organizing, and documenting decision memos when driving business strategy
• Have the ability to adapt quickly with a sense of urgency to changing business needs and thrive in a fast-paced working environment; manage time, multiple tasks, and deadlines efficiently
• Are passionate and excited about working with partners and scaling HubSpot’s partner program
• Take ownership and initiative when driving projects with cross-functional stakeholders and are willing to go above and beyond to support their peers
• Showcase HubSpot’s culture code, HEART (Humble, Empathetic, Adaptable, Remarkable, Transparent)
• Care deeply about customer-centricity and HubSpot’s missions of helping millions of organizations grow better

---

Cash compensation range: 138500-221600 USD Annually

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

The cash compensation above 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 based on a few different factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons.

We know that benefits are also an important piece of your total compensation package. To learn more about what’s included in total compensation, check out some of the benefits and perks HubSpot offers to help employees grow better.

At HubSpot, fair compensation practices isn’t just about checking off the box for legal compliance. It’s about living out our value of transparency with our employees, candidates, and community.