Role Summary

As Lead Marketer, BDR Revenue Marketing - Upmarket, you will design the unified prospecting motion used across North America and EMEA. You will build the sequences, targeting standards, competitions, reporting, attribution, and enablement that help BDR teams create high-quality pipeline at scale. Working with BDR leadership, regional teams, and analytics partners, you will turn shared priorities and regional requirements into one measurable, adaptable system.
What You'll Do

• Design and own the master BDR prospecting motion across North America and EMEA, including global themes, competitive plays, industry campaigns, reactive programs, and target-account priorities.
• Build scalable sequence and cadence standards that use automation, intent signals, enrichment, and AI-assisted personalization to improve prospecting activity, engagement, and meeting conversion.
• Define the fit, intent, segmentation, and data-quality criteria that determine which accounts and contacts are prioritized for BDR outreach.
• Create global competition structures, prize mechanics, leaderboards, and performance views that motivate adoption and give BDR teams accurate, timely insights.
• Establish campaign tagging and attribution standards that capture BDR activity, pipeline, MRR, and deal-quality signals at the point of work.
• Build centralized enablement resources-including dashboards, presentations, videos, and self-service guidance-that help regional teams deploy the motion consistently.
• Partner with BDR leaders and regional stakeholders to translate shared requirements into one global standard while incorporating necessary language, compliance, and market adaptations.
• Report on adoption, prospecting activity, deals created, pipeline, MRR, and deal quality across regions, using insights to continuously strengthen the motion.

What You'll Bring
Required Qualifications

• 7+ years of experience in high-tech sales or marketing, including hands-on responsibility for a BDR or SDR outbound motion.
• Experience personally designing prospecting sequences, outbound plays, competitions, enablement resources, and reporting views.
• Applied expertise in sequence and cadence design, audience segmentation, prospecting data, enrichment, intent signals, attribution, and reporting tools.
• Experience using automation and AI tools to improve targeting, personalization, and scalable campaign execution.
• A record of owning complex programs from strategy through execution with limited oversight.
• Strong project management and written communication skills in English.
• A clear understanding of B2B SaaS sales processes, outbound prospecting, sales enablement, and multi-threaded upmarket deals.
• The ability to build trust with senior stakeholders, synthesize competing requirements, and turn them into clear operating standards.

Nice-to-Have Qualifications

• Experience standardizing a revenue or prospecting motion across multiple regions or markets.
• Experience designing programs for enterprise or upmarket buyers with long, complex sales cycles.
• Experience partnering with analytics, operations, or data teams to develop live dashboards, attribution models, and account-prioritization systems.

Where You'll Work

• Location: US, East Coast strongly preferred for timezone compatibility with partners in the UK and Ireland
• Work type: Remote
• Regional scope: North America and EMEA
• Travel requirements: Occasional travel to support cross-regional planning, BDR leadership meetings, and key prospecting events.

Pay & Benefits

The cash compensation below 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 tailored to your skills, experience, qualifications, and other job-related reasons.

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

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Annual Cash Compensation Range:

$122,400-$195,800 USD

We know the confidence gap and impostor syndrome can get in the way of meeting spectacular candidates, so please don't hesitate to apply - we'd love to hear from you.

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, 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 your Product Group Summit and other gatherings, to continue building on those connections.

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