POS-17277 <hr /> Team HubSpots Strategic Partnerships and Business Development team drives innovation and growth by cultivating a diverse portfolio of strategic partners. We create, scale, and manage high-impact partnerships that advance HubSpot’s mission to help millions of organizations grow better. About the Role As a Principal Partnerships Manager, you will serve as a senior individual contributor, shaping strategy, driving high-value initiatives, and owning executive-level relationships with strategic customers and partners. This role is a critical leadership role between HubSpot’s product and leadership teams, cross-business unit business development functions, and other corporate teams. You will identify, develop, and execute complex partnerships that create measurable business impact and influence the company’s long-term growth trajectory. You will operate at the highest level of partnership strategy—innovating first-in-category initiatives, fostering cross-functional alignment, and serving as a trusted advisor to HubSpot executives and external senior leaders. What Youll Do Partnership Strategies and Growth <ul> <ul> <li>Own and grow strategic customer and partner relationships at the executive level, cultivating trust, aligning business priorities, and serving as an escalation point for HubSpot leadership.</li> <li>Define and own multi-year growth goals, ensuring organizational buy-in and cross-functional execution</li> </ul> </ul> <ul> <li>Execution &amp; Performance</li> </ul> <ul> <li>Shape HubSpot’s category-level partnership strategies and multi-year growth plans. You will apply deep cross-functional expertise (e.g., product-line, segment) to solve complex, cross-team problems, continuously deepening your expertise and sharing learnings.</li> <li>Create scalable, insight-driven evaluation frameworks to prioritize new partnership opportunities based on market potential, business impact, and strategic fit.</li> <li>Drive internal decision-making and own key functional goals with limited oversight. You will be responsible for ensuring mechanisms are in place to proactively track and maintain progress toward goals.</li> <li>Models productive, cross-functional teamwork and trusted to drive alignment across teams with differing perspectives. </li> </ul> Advanced contractual skills and negotiations <ul> <ul> <li>Structure, negotiate, and execute complex commercial agreements, including highly complex and multi-million dollar contracts that deliver measurable P&amp;L impact.</li> </ul> </ul> Cross- functional influence  <ul> <ul> <li>Leads cross-functional goals end-to-end, driving strategic decisions within functions or programs. Moves from execution to higher-level decision-making within defined scope.</li> <li>Influence senior leaders across product, engineering, commercial, and operations teams to drive alignment, make tradeoffs, and ensure execution of high-priority initiatives.</li> <li>Lead cross-functional deal execution with Product, Operations, Engineering, Legal, Finance, and senior management.</li> <li>Makes data-driven decisions and provides actionable insights to leadership.</li> </ul> </ul> Innovation and growth <ul> <ul> <li>Conducts thorough market analysis and competitive assessments to identify growth opportunities.</li> <li>Actively anticipates and addresses potential challenges and risks.</li> <li>Collaborates with partners to identify unique, first-mover and high-impact opportunities for HubSpot growth</li> <li>Ability to drive concept to strategy to execution with a cross-functional team</li> </ul> </ul> Who You Are We are looking for an innovative, strategic, and commercially-minded leader with: <ul> <li>A proven track record of influencing organizational priorities and shaping market approaches.</li> <li>The ability to make things happen quickly and thrive in a highly ambiguous, fast-paced, fluid, and collaborative environment with a strong sense of urgency and tenacity.</li> <li>Exceptional judgment and executive presence, with the ability to earn trust quickly.</li> <li>A passion for solving complex challenges in fast-paced, evolving markets.</li> </ul> Qualifications <ul> <li>8+ years of experience developing, negotiating, and executing complex business agreements in a large technology organization with top-tier technology partners.</li> <li>Demonstrated success influencing C-level decisions and driving organizational strategy.</li> <li>Bachelor’s degree required; MBA or equivalent experience preferred.</li> <li>Strong financial acumen—able to interpret financial statements, build operating P&amp;Ls, and model strategic deals.</li> <li>Proven track record of driving success by creating a strategy and leading strong execution in an ambiguous, fast-moving, startup-like environment.</li> </ul><div><div><div><hr /> Pay &amp; 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. <a href="https://drive.google.com/file/d/1C1TGMkG5mos30bkgmNIap_sSzr-lCOWF/view?usp=sharing">This resource</a> will help guide how we recommend thinking about the range you see. Learn more about HubSpot’s <a href="https://www.hubspot.com/careers-blog/compensation-philosophy">compensation philosophy</a>. Benefits are also an important piece of your total compensation package. Explore the <a href="https://www.hubspot.com/careers/benefits">benefits and perks</a> 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.</div><div>Annual Cash Compensation Range:</div><div>$150,000—$240,000 USD</div></div></div><div><hr /> We know the <a href="https://www.theatlantic.com/magazine/archive/2014/05/the-confidence-gap/359815/" target="_blank">confidence gap</a> and<a href="https://blog.hubspot.com/marketing/impostor-syndrome-tips" target="_blank"> impostor syndrome</a> 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 <a href="https://form.asana.com/?k=Xr9-j19kRaY5T5NjIeyx4Q&amp;d=8587152060687" target="_blank">using this form</a>. <hr /> 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 <hr /> 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 HubSpots Career Diversity page <a href="https://www.hubspot.com/careers/diversity" target="_blank">here</a>. India Applicants: link to HubSpot Indias equal opportunity policy <a href="https://drive.google.com/file/d/1fTZ0ht2chl1WRI7Tgrbzh9ytZUhL2jG9/view?__hstc=20629287.8bedd818fefb24c6303ec98fcf9dcfff.1724281309795.1724281309795.1724281309795.1&amp;__hssc=20629287.1.1724281309796&amp;__hsfp=1818362978" target="_blank">here</a>. <hr /> 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. HubSpots 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 &amp; Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow. We’re building a company<a href="https://www.hubspot.com/careers/hybrid-work"> where people can do their best work</a>. 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: <ul> <li><a href="https://www.hubspot.com/careers">HubSpot Careers</a></li> <li><a href="https://www.instagram.com/lifeathubspot">Life at HubSpot on Instagram</a></li> </ul> <hr /> By submitting your application, you agree that HubSpot may collect your personal data for recruiting, global organization planning, and related purposes. Refer to HubSpots <a href="https://legal.hubspot.com/recruiting-privacy-notice">Recruiting Privacy Notice</a> for details on data processing and your rights.</div>