Principal Program Manager, Partner Strategy and Operations

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

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

We know theconfidence gap and imposter 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. This information will be treated as confidential and used only for the purpose of determining an appropriate accommodation for the interview process.

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 in a full-time role, 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 HubSpot’s annual PEER week, your Product Group Summit, and other in-person 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.

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

India Applicants: link to HubSpot India's equal opportunity policy here.

About HubSpot

HubSpot (NYSE: HUBS) is a leading customer relationship management (CRM) platform that provides software and support to help businesses grow better. We build marketing, sales, service, and website management products that start free and scale to meet our customers’ needs at any stage of growth. We’re also building a company culture that empowers people to do their best work. If that sounds like something you’d like to be part of, we’d love to hear from you.

You can find out more about our company culture in the HubSpot Culture Code, which has more than 5M views, and learn about our commitment to creating a diverse and inclusive workplace, too. Thanks to the work of every employee globally, HubSpot was named the #2 Best Place to Work on Glassdoor in 2022 and has been recognized for its award-winning culture by Great Place to Work, Comparably, Fortune, Entrepreneur, Inc., and more.

Headquartered in Cambridge, Massachusetts, HubSpot was founded in 2006. Today, thousands of employees across the globe work remotely and in HubSpot offices. Visit our careers website to learn more about the culture and opportunities at HubSpot.

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