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.