POS-32947
Role Summary

As a Principal Partner Manager, you'll serve as a senior individual contributor responsible for shaping HubSpot's most strategic external partnerships. You'll identify new growth opportunities, define long-term partnership strategies, negotiate complex commercial relationships, and lead cross-functional execution across Product, Engineering, Marketing, Sales, Finance, Legal, and Operations. This role requires equal parts strategic thinking, commercial acumen, product intuition, and exceptional execution.

Team Overview

The Strategic Partnerships team develops high-impact partnerships that accelerate growth, extend HubSpot's product capabilities, and strengthen our position within the AI-powered customer platform ecosystem. You'll work across teams and with executive stakeholders to bring innovative partnership opportunities from concept to measurable business impact.
What You'll Do

• Own executive relationships with a portfolio of HubSpot's most strategic technology, AI, platform, and distribution partners.
• Define multi-year partnership strategies with measurable goals across customer acquisition, product adoption, revenue growth, AI usage, and market positioning.
• Evaluate partnership opportunities by balancing customer value, strategic fit, commercial economics, execution complexity, and long-term growth potential.
• Structure, negotiate, and execute sophisticated commercial agreements, including multi-million-dollar strategic partnerships.
• Build financial models and business cases that clarify investment rationale, incentives, expected returns, and business impact.
• Lead cross-functional initiatives involving Product, Engineering, Marketing, Sales, Finance, Legal, Operations, and executive leadership.
• Translate partner capabilities into product opportunities, commercial strategies, and scalable execution plans.
• Develop innovative partnership models, including AI platform integrations, embedded distribution, jointly developed experiences, and partner-led enterprise deployments.
• Establish operating rhythms, success metrics, governance models, and executive reporting that keep strategic initiatives aligned and accountable.
• Monitor emerging trends across AI, SaaS, CRM, fintech, and adjacent technology markets to identify opportunities and competitive risks.
• Deliver executive-ready recommendations that simplify ambiguity and enable confident decision-making.

What You'll Bring
Required Qualifications

• Significant experience leading strategic partnerships, business development, or related functions within SaaS or technology organizations.
• Demonstrated success negotiating and executing complex commercial agreements with strategic technology partners.
• Experience leading large cross-functional initiatives involving Product, Engineering, Finance, Legal, Marketing, Sales, and Operations.
• Proven ability to influence executive stakeholders and shape organizational strategy through data-driven recommendations.
• Strong commercial analysis and business case development skills.
• Exceptional communication, executive presentation, negotiation, and relationship-building abilities.
• Experience using AI tools to improve research, analysis, decision-making, and execution.
• Ability to thrive in highly autonomous, fast-moving, and ambiguous environments while maintaining a strong bias toward execution.

Nice-to-Have Qualifications

• Experience working with AI platforms, MarTech, CRM ecosystems, enterprise software, or platform partnerships.
• Experience structuring ecosystem, marketplace, embedded distribution, or strategic platform partnerships.
• Experience developing executive operating cadences and governance models for complex strategic initiatives.

Where You'll Work

• Location: United States
• Work Location Preference: Remote
• Travel: Approximately one domestic trip every two months (approximately three days per trip), plus annual travel to UNBOUND.

Application Requirements

• Applications must be submitted by: Tuesday, July 21 at 5pm ET
• Resume language: English
• Resume: Required
• Cover letter: Optional

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.

Benefits are also an important piece of your total compensation package. Explore the benefits and perks HubSpot offers to help employees grow better.

At HubSpot, fair compensation practices aren'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.

Annual Cash Compensation Range:

$195,200-$312,300 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.

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