Job description

Strategic Partner Development Manager Remote - US As a Strategic Partner Development Manager (PDM), you will lead and manage partnerships with HubSpot’s most strategic marketing agencies, consultants and systems integrators in North America. The PDM plays the most pivotal role in the relationships that HubSpot builds with partner companies. In this role, you will help define the solution strategy with our most strategic partners, foster critical relationships at the C-level both internally and externally, and work with cross-functional internal teams across HubSpot. In this role, you will act as a trusted advisor to the partner in the entire journey of building strategic plans, identifying new opportunities, developing capabilities, solutions and service offerings, go-to-market engagement, landing wins, and delivering customer success. You will be responsible for driving top-line revenue growth and overall end-customer adoption across all of HubSpot’s market segments. You will possess a business background that enables you to engage at the CXO level and easily interact with customer-facing teams like sales and customer success. Ideal candidates will demonstrate the ability to think strategically about business, product, and technical challenges, and to build and convey compelling customer value propositions around the value of HubSpot's software. In this role, you’ll get to: Manage 5-15 partner relationships and build a sales pipeline by working with your partners to exceed sales goals Develop well thought out business plans with a clear set of priorities, joint initiatives and specific goals for pipeline development, opportunity management, and sustainable business (retention) Develop a mentor-based and industry insights providing relationship with partners to establish strategic alignment and drive growth Create compelling offerings and go-to-market initiatives with the partner by quantifying opportunities and making a business case for investments into their HubSpot practice Engage C-level stakeholders, foster relationships between HubSpot leaders and partner executives across sales, CS and product/engineering Work with the program, marketing and sales teams on the execution of partner programs, events, sales engagement, building playbooks and collateral to enable partners to sell into customers effectively Develop and drive business and technical enablement plans with partners to facilitate the implementation and operations of HubSpot products Promote top partners to HubSpot customers and sellers Drive promotions, contests and incentives as appropriate Gather, organize, and report back partner feedback (both technical and business) to help improve the customer and partner experience Be the partner evangelist within the HubSpot sales organization Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future We are looking for someone who: Has 8+ years of experience in sales, partner channel development, business development, or alliance management in the technology industry 5+ years of experience with technology platforms and solutions with a reasonable level of technical proficiency Ideally, has experience in the software (SaaS) industry and therefore has a deep understanding of SaaS go-to-market models Excellent channel sales acumen with demonstrated success managing large, global partnerships Excellent communication and presentation skills with a high degree of comfort Proven ability to translate data and trends into strategies, compelling messages, leadership, and persuasion skills Ability to identify required resources and gather requirements, drive a sense of common purpose and shared goals/vision, and deliver results as an outcome of ongoing or time-bound work 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. Cares deeply about customer-centricity and HubSpot’s mission of helping millions of organizations grow better. 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: $204,800 — $327,700 USD 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 About HubSpot HubSpot (NYSE: HUBS) is an AI-powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot's connected platform enables businesses to grow faster by focusing on what matters most: customers. At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer-obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow. We’re building a company where people can do their best work . We focus on brilliant work, not badge swipes. By combining clarity, ownership, and trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too. Recognized globally for our award-winning culture by Comparably, Glassdoor, Fortune, and more, HubSpot is headquartered in Cambridge, MA, with employees and offices around the world. Explore more: HubSpot Careers Life at HubSpot on Instagram If you need accommodations or assistance due to a disability, please reach out to us using this form . Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. Germany Applicants: (m/f/d) - link to HubSpot's Career Diversity page here . India Applicants: link to HubSpot India's equal opportunity policy here . HubSpot may use AI to help screen or assess candidates, but all hiring decisions are always human. More information can be found here . By submitting your application, you agree that HubSpot may collect your personal data for recruiting, global organization planning, and related purposes. We may use CLEAR ID Verification during the hiring process to confirm your identity and help maintain a safe, secure, and trusted experience for all candidates. Refer to HubSpot's Recruiting Privacy Notice for details on data processing and your rights.

Requirements

Must-haves

Strategic Partner Development Manager
Manage 5-15 partner relationships and build a sales pipeline by working with your partners to exceed sales goals
Develop well thought out business plans with a clear set of priorities, joint initiatives and specific goals for pipeline development, opportunity management, and sustainable business (retention)
Develop a mentor-based and industry insights providing relationship with partners to establish strategic alignment and drive growth
Create compelling offerings and go-to-market initiatives with the partner by quantifying opportunities and making a business case for investments into their HubSpot practice
Engage C-level stakeholders, foster relationships between HubSpot leaders and partner executives across sales, CS and product/engineering
Work with the program, marketing and sales teams on the execution of partner programs, events, sales engagement, building playbooks and collateral to enable partners to sell into customers effectively
Develop and drive business and technical enablement plans with partners to facilitate the implementation and operations of HubSpot products
Promote top partners to HubSpot customers and sellers
Drive promotions, contests and incentives as appropriate
Gather, organize, and report back partner feedback (both technical and business) to help improve the customer and partner experience
Be the partner evangelist within the HubSpot sales organization
Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future
Has 8+ years of experience in sales, partner channel development, business development, or alliance management in the technology industry
5+ years of experience with technology platforms and solutions with a reasonable level of technical proficiency
Ideally, has experience in the software (SaaS) industry and therefore has a deep understanding of SaaS go-to-market models
Excellent channel sales acumen with demonstrated success managing large, global partnerships
Excellent communication and presentation skills with a high degree of comfort
Proven ability to translate data and trends into strategies, compelling messages, leadership, and persuasion skills
Ability to identify required resources and gather requirements, drive a sense of common purpose and shared goals/vision, and deliver results as an outcome of ongoing or time-bound work
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.
Cares deeply about customer-centricity and HubSpot’s mission of helping millions of organizations grow better.
Pay & Benefits

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