Senior Manager, Partner Strategy & Ops
As the Senior Manager of Partner GTM Strategy, you'll lead HubSpot’s Solutions Partner GTM strategy team, driving key initiatives for ecosystem growth. Overseeing a team of Program Managers, you'll align cross-functional efforts to shape long-term strategies for partner acquisition, onboarding, sales, servicing programs, and certifications.
This high-impact role reports to the Director of Strategy & Operations and collaborates closely with sales, customer success, and product leadership. We're seeking a results-driven leader with a proven track record in Partner-driven SaaS strategy. You’ll ensure Partner enablement efforts directly support business outcomes
Strategy and Leadership:
- Lead a team responsible for developing and executing partner strategy and programming to drive business growth against key pillars: partner acquisition, activation, co-selling, servicing programs and certifications
- Be a key strategy & operations business partner to the Global Partner Development and Partner Specialist teams (sales department)
- Partner with Sales leaders, Sales Operations and Customer Success teams to ensure GTM strategy alignment
- Skilled at activating partners and helping them upskill to meet demands of our growing upmarket customer base
- Support annual planning for sales and customer success, alongside your counterparts in Partner Operations, FP&A and Sales Operations to ensure our annual plan for partner acquisition and partner development is aligned to our long term growth strategy
- Own hiring, growth and development of your team. Inform, guide, and coach strategy analytics and program management best practices. (small team of 4-5 to start)
- Leverage your analytical aptitude to effectively understand problems and opportunities, and translate that into solutions.
- Drive cross functional collaboration, building champions in other orgs for mutual success
Program Management:
- Define and implement best-in-class partner engagement models that maximize sales and service opportunities
- Oversee the design and execution of onboarding, continuous learning, and certification programs tailored to various segments
- Establish and refine program frameworks, processes, and resources to support partner success
- Build a clear, all encompassing roadmap to support global sales & success teams in reaching revenue, deal velocity, and sales efficiency targets alongside Partner Programming
- Define and track KPIs such as MRR, usage, rep performance improvements, and pipeline velocity to ensure Partner GTM programs contribute to revenue growth
We are looking for someone who:
- Has 7+ years of professional experience, ideally in the software (SaaS) industry and therefore has a deep understanding of SaaS, Partner go-to-market models and growth structures.
- Experience specifically in channel (partner) strategy or revenue operations
- Has the ability to communicate complex concepts simply and clearly to an executive audience. You’ll have high visibility and exposure to HubSpot’s executive team in this role.
- Thrives in a fast-paced working environment, can work autonomously and pivot quickly to changing business needs
- Can take an ambiguous problem, make sense of it, and propose a path forward.
- Has a track record growing and leading high performing teams
- Cares deeply about customer-centricity and HubSpot’s mission of helping millions of organizations grow better.
- Has hands-on experience across data and reporting, or other analytical backgrounds, to inform strategy work
Cash compensation range: 154000-246000 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.
As the Senior Manager of Partner GTM Strategy, you'll lead HubSpot’s Solutions Partner GTM strategy team, driving key initiatives for ecosystem growth. Overseeing a team of Program Managers, you'll align cross-functional efforts to shape long-term strategies for partner acquisition, onboarding, sales, servicing programs, and certifications.
This high-impact role reports to the Director of Strategy & Operations and collaborates closely with sales, customer success, and product leadership. We're seeking a results-driven leader with a proven track record in Partner-driven SaaS strategy. You’ll ensure Partner enablement efforts directly support business outcomes
Strategy and Leadership:
- Lead a team responsible for developing and executing partner strategy and programming to drive business growth against key pillars: partner acquisition, activation, co-selling, servicing programs and certifications
- Be a key strategy & operations business partner to the Global Partner Development and Partner Specialist teams (sales department)
- Partner with Sales leaders, Sales Operations and Customer Success teams to ensure GTM strategy alignment
- Skilled at activating partners and helping them upskill to meet demands of our growing upmarket customer base
- Support annual planning for sales and customer success, alongside your counterparts in Partner Operations, FP&A and Sales Operations to ensure our annual plan for partner acquisition and partner development is aligned to our long term growth strategy
- Own hiring, growth and development of your team. Inform, guide, and coach strategy analytics and program management best practices. (small team of 4-5 to start)
- Leverage your analytical aptitude to effectively understand problems and opportunities, and translate that into solutions.
- Drive cross functional collaboration, building champions in other orgs for mutual success
Program Management:
- Define and implement best-in-class partner engagement models that maximize sales and service opportunities
- Oversee the design and execution of onboarding, continuous learning, and certification programs tailored to various segments
- Establish and refine program frameworks, processes, and resources to support partner success
- Build a clear, all encompassing roadmap to support global sales & success teams in reaching revenue, deal velocity, and sales efficiency targets alongside Partner Programming
- Define and track KPIs such as MRR, usage, rep performance improvements, and pipeline velocity to ensure Partner GTM programs contribute to revenue growth
We are looking for someone who:
- Has 7+ years of professional experience, ideally in the software (SaaS) industry and therefore has a deep understanding of SaaS, Partner go-to-market models and growth structures.
- Experience specifically in channel (partner) strategy or revenue operations
- Has the ability to communicate complex concepts simply and clearly to an executive audience. You’ll have high visibility and exposure to HubSpot’s executive team in this role.
- Thrives in a fast-paced working environment, can work autonomously and pivot quickly to changing business needs
- Can take an ambiguous problem, make sense of it, and propose a path forward.
- Has a track record growing and leading high performing teams
- Cares deeply about customer-centricity and HubSpot’s mission of helping millions of organizations grow better.
- Has hands-on experience across data and reporting, or other analytical backgrounds, to inform strategy work
Cash compensation range: 154000-246000 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.
We know the confidence 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.
By submitting your application, you agree that HubSpot may collect your personal data for recruiting, global organization planning, and related purposes. HubSpot's Privacy Notice explains what personal information we may process, where we may process your personal information, our purposes for processing your personal information, and the rights you can exercise over HubSpot’s use of your personal information.
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As the Senior Manager of Partner Strategy & Ops at HubSpot, you've got an exhilarating opportunity to shape the future of our Solutions Partner GTM strategy while working 100% remotely from the USA! This role is all about collaboration, innovation, and leadership. You will lead a talented team of Program Managers, honing in on strategies that drive partner acquisition, onboarding, sales, servicing programs, and certifications. As you engage with cross-functional teams—including sales, customer success, and product leadership—you'll be pivotal in aligning our go-to-market strategy with long-term business goals. We're searching for a passionate leader with a deep understanding of partner-driven SaaS strategies to ensure our operations effectively support business growth. This position reports directly to the Director of Strategy & Operations, so you'll have high visibility and significant impact. You'll spearhead annual planning efforts, leveraging your analytical skills to identify problems and propose effective solutions while cultivating a culture of excellence within your team. Your aptitude for building strong relationships will empower you to develop best-in-class partner engagement models that not only enhance our partner ecosystem but also increase sales opportunities. If you thrive in a fast-paced environment and are excited about the possibility of helping organizations grow better, then this is the role you've been waiting for at HubSpot!
HubSpot is an American AI-powered customer relationship management platform founded in Boston in 2016 that helps millions of businesses grow worldwide.
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