Let’s get started
By clicking ‘Next’, I agree to the Terms of Service
and Privacy Policy
Jobs / Job page
Senior Manager, Partner Strategy & Ops image - Rise Careers
Job details

Senior Manager, Partner Strategy & Ops

POS-15880

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. 

HubSpot Glassdoor Company Review
4.0 Glassdoor star iconGlassdoor star iconGlassdoor star iconGlassdoor star icon Glassdoor star icon
HubSpot DE&I Review
No rating Glassdoor star iconGlassdoor star iconGlassdoor star iconGlassdoor star iconGlassdoor star icon
CEO of HubSpot
HubSpot CEO photo
Yamini Rangan
Approve of CEO

Average salary estimate

$200000 / YEARLY (est.)
min
max
$154000K
$246000K

If an employer mentions a salary or salary range on their job, we display it as an "Employer Estimate". If a job has no salary data, Rise displays an estimate if available.

What You Should Know About Senior Manager, Partner Strategy & Ops, HubSpot

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!

Frequently Asked Questions (FAQs) for Senior Manager, Partner Strategy & Ops Role at HubSpot
What are the primary responsibilities of the Senior Manager, Partner Strategy & Ops at HubSpot?

The Senior Manager, Partner Strategy & Ops at HubSpot is primarily responsible for leading the Solutions Partner GTM strategy team, developing and executing strategies focused on partner acquisition, onboarding, sales servicing programs, and certifications. This role encompasses overseeing program managers while aligning cross-functional efforts to foster ecosystem growth, ensuring that partner enablement directly supports HubSpot's long-term business goals.

Join Rise to see the full answer
What qualifications are required for the Senior Manager, Partner Strategy & Ops position at HubSpot?

Candidates for the Senior Manager, Partner Strategy & Ops role at HubSpot are expected to have at least 7 years of professional experience in the SaaS industry, particularly in channel strategy or revenue operations. A successful applicant should possess the ability to clearly communicate complex concepts to an executive audience, thrive under fast-paced conditions, and demonstrate a solid track record in leading high-performing teams.

Join Rise to see the full answer
How does the Senior Manager, Partner Strategy & Ops collaborate with other teams at HubSpot?

In the role of Senior Manager, Partner Strategy & Ops, collaboration is key. This position partners closely with Sales leaders and Customer Success teams to ensure alignment in GTM strategy. The senior manager will also work in tandem with Global Partner Development and Partner Specialist teams to optimize strategies and operations, ensuring that all partner initiatives are geared toward mutual success.

Join Rise to see the full answer
What skills are essential for success in the Senior Manager, Partner Strategy & Ops role at HubSpot?

Essential skills for success as a Senior Manager, Partner Strategy & Ops at HubSpot include a keen analytical aptitude to identify opportunities and develop solutions, effective leadership capabilities for nurturing team performance, and a strong focus on customer-centricity. Additionally, the ability to manage complex projects and programs while fostering cross-functional collaboration is crucial for driving success.

Join Rise to see the full answer
What growth opportunities exist for the Senior Manager, Partner Strategy & Ops at HubSpot?

As a Senior Manager, Partner Strategy & Ops at HubSpot, there's tremendous potential for growth. You will have the opportunity to shape the direction of partner strategies, influence high-level business outcomes, and further develop your leadership skills within a collaborative team environment. Your role will also provide visibility to HubSpot's executive team, enabling you to engage in strategic decision-making processes that impact the company's future.

Join Rise to see the full answer
Common Interview Questions for Senior Manager, Partner Strategy & Ops
Can you describe your experience in partner-driven SaaS strategies?

When answering this question, highlight specific projects or roles where you developed or executed strategies that focused on partner ecosystems. Discuss the outcomes of your initiatives, showcasing measurable results to illustrate your impact in previous positions.

Join Rise to see the full answer
How do you approach aligning cross-functional teams with go-to-market strategies?

To answer, provide examples of past experiences in fostering collaboration between departments such as sales, customer success, and product management. Emphasize communication tactics you've used to ensure that all teams are working toward the same objectives and include any successful outcomes.

Join Rise to see the full answer
What methods do you employ to track and measure KPIs related to partner success?

In your response, outline specific KPIs you consider important in evaluating partner success. Discuss the tools and data analysis practices you've used in the past to track these metrics and how they have informed your partner enablement strategies.

Join Rise to see the full answer
Can you give an example of a time you faced a challenging problem in partner strategy and how you resolved it?

Share a particular challenge you encountered and detail your thought process in breaking down the problem. Outline the steps you took to develop a solution, the stakeholders involved, and the results of your resolution.

Join Rise to see the full answer
What steps do you take to ensure continuous learning and upskilling for partners?

Discuss your strategies for designing and implementing learning programs for partners. Share how you assess partner needs for training and education, and mention any feedback mechanisms you’ve utilized to improve those programs over time.

Join Rise to see the full answer
How do you prioritize initiatives within your team?

When addressing this question, describe your decision-making process and the criteria you use for prioritization. Provide examples of how you have successfully balanced multiple initiatives while driving focus and results within your team.

Join Rise to see the full answer
What is your approach to building a high-performing team?

Emphasize leadership philosophies that you believe contribute to team performance, such as transparency, accountability, and empowerment. Provide specific examples of how you've fostered a positive team culture in past roles.

Join Rise to see the full answer
How do you communicate complex concepts to an executive audience?

Highlight effective communication strategies you’ve found to be successful, such as simplifying language, using data visualization, or creating concise presentations. Provide an example where this skill positively impacted a project.

Join Rise to see the full answer
What do you consider the most important factors for successful partner acquisition?

Discuss the elements that you believe are crucial in attracting and retaining partners, such as alignment of values, robust training programs, and effective communication channels. Support your answer with evidence from your own experience.

Join Rise to see the full answer
What excites you about the opportunity to work at HubSpot?

When answering this question, connect your personal career goals with HubSpot's mission of helping organizations grow better. Share specific aspects of the culture, values, and strategic vision that resonate with you and inspire enthusiasm for the role.

Join Rise to see the full answer
Similar Jobs
Photo of the Rise User
Posted 8 days ago
Mission Driven
Customer-Centric
Transparent & Candid
Growth & Learning
Fast-Paced
Inclusive & Diverse
Work/Life Harmony
Rise from Within
Medical Insurance
Dental Insurance
Vision Insurance
Mental Health Resources
Life insurance
Disability Insurance
Health Savings Account (HSA)
Flexible Spending Account (FSA)
Education Stipend
Learning & Development
Bias Training
Performance Bonus
Photo of the Rise User
Mission Driven
Customer-Centric
Transparent & Candid
Growth & Learning
Fast-Paced
Inclusive & Diverse
Work/Life Harmony
Rise from Within
Medical Insurance
Dental Insurance
Vision Insurance
Mental Health Resources
Life insurance
Disability Insurance
Health Savings Account (HSA)
Flexible Spending Account (FSA)
Education Stipend
Learning & Development
Bias Training
Performance Bonus
Photo of the Rise User
Inclusive & Diverse
Feedback Forward
Collaboration over Competition
Growth & Learning
Photo of the Rise User
RAPP Remote Dallas - KERN
Posted 11 days ago
Photo of the Rise User
Posted 8 days ago
Inclusive & Diverse
Rise from Within
Mission Driven
Diversity of Opinions
Family Medical Leave
Maternity Leave
Paternity Leave
Lactation Facilities
Family Coverage (Insurance)
Medical Insurance
Dental Insurance
Vision Insurance
Mental Health Resources
Life insurance
Disability Insurance
Health Savings Account (HSA)
Flexible Spending Account (FSA)
401K Matching
Paid Time-Off
Paid Volunteer Time
Photo of the Rise User
Posted 2 days ago
Photo of the Rise User
Highwire Remote No location specified
Posted 4 days ago
Photo of the Rise User
Social Impact Driven
Empathetic
Collaboration over Competition
Growth & Learning
Transparent & Candid
Customer-Centric
Photo of the Rise User
Klick Remote Singapore, Singapore
Posted 5 days ago

HubSpot is an American AI-powered customer relationship management platform founded in Boston in 2016 that helps millions of businesses grow worldwide.

282 jobs
MATCH
Calculating your matching score...
BADGES
Badge ChangemakerBadge Diversity ChampionBadge Flexible CultureBadge InnovatorBadge Future Unicorn
CULTURE VALUES
Mission Driven
Customer-Centric
Transparent & Candid
Growth & Learning
Fast-Paced
Inclusive & Diverse
Work/Life Harmony
Rise from Within
BENEFITS & PERKS
Medical Insurance
Dental Insurance
Vision Insurance
Mental Health Resources
Life insurance
Disability Insurance
Health Savings Account (HSA)
Flexible Spending Account (FSA)
Education Stipend
Learning & Development
Bias Training
Performance Bonus
FUNDING
DEPARTMENTS
SENIORITY LEVEL REQUIREMENT
TEAM SIZE
EMPLOYMENT TYPE
Full-time, remote
DATE POSTED
March 14, 2025

Subscribe to Rise newsletter

Risa star 🔮 Hi, I'm Risa! Your AI
Career Copilot
Want to see a list of jobs tailored to
you, just ask me below!
LATEST ACTIVITY
Photo of the Rise User
Someone from OH, Cleveland just viewed Accounting Co-Op (Part-Time) at Avery Dennison
Photo of the Rise User
Someone from OH, North Ridgeville just viewed Product Manager at ShiftCare
Photo of the Rise User
Someone from OH, North Ridgeville just viewed Product Operations at Binance
Photo of the Rise User
Someone from OH, Mentor just viewed Sales & Service Lead - Pinecrest at Alo Yoga
Photo of the Rise User
Someone from OH, Mason just viewed Marketing & Communications Intern at Per Scholas
Photo of the Rise User
Someone from OH, Lakewood just viewed Recruiter (Talent Sourcing), 6 month contract at Jerry
Photo of the Rise User
Someone from OH, Westerville just viewed Director Change Management at Discover