POS-31300
Director, Strategic Partnerships LegalOur mission at HubSpot is to help millions of organizations grow better. As a publicly traded, AI-forward company, we rely on strong governance, thoughtful risk management, and clear disclosure to scale responsibly. The Legal team plays a critical role in protecting trust while enabling innovation—and this role sits at the center of that balance.
Role SummaryHubSpot's ecosystem and strategic partnerships are increasingly central to how we grow, go to market, and deliver value to our customers. We're building a world-class network of technology, marketplace, and strategic alliances, and we need a senior legal partner who can help us do that with speed, precision, and commercial savvy.
As Director, Strategic Partnerships Legal, you'll be the dedicated legal owner for HubSpot's strategic alliances, sitting within our Commercial Legal team. You'll partner directly with the Strategic Alliances team to structure and negotiate complex, bespoke partnership agreements of all kinds, and you'll build the legal infrastructure that enables our partnership business to scale. This is a role for someone who wants to own a function from inception, work on high-stakes deals with major technology partners, and build something that matters.
What You’ll Do- Serve as the primary legal partner for the Strategic Alliances team, structuring, negotiating, and closing complex strategic partnership agreements end-to-end, from term sheet through execution.
- Advise on complex commercial constructs and help the business understand how to structure deals that are both commercially effective and legally sound.
- Partner closely with other teams within the Legal department to systematize partnership legal work into reusable templates and repeatable workflows, reducing time-per-deal and enabling the business team to self-serve on standard questions.
- Collaborate with other teams within the Legal department on deals that cross team boundaries, and establish a clear DRI model that reduces duplicative lawyer involvement.
- Build GTM legal materials for strategic partnerships, e.g., playbooks, FAQs, standard positions and communication templates that enable partner marketing, and business teams to move quickly with clear guardrails.
- Monitor legal and regulatory developments relevant to the partner ecosystem (data sharing, marketplace compliance, international partnership regulations) and proactively advise the business.
- 8+ years of relevant legal experience in-house, at a law firm, or both, with significant experience structuring and negotiating complex commercial partnership and alliance agreements.
- Demonstrated experience as the primary legal partner for a strategic alliances and business development team, including standing up the legal function from inception.
- Deep understanding of technology partnership deal structures.
- Ability to work end-to-end on complex deals independently, from structuring and term sheet through negotiation and execution, without requiring constant escalation.
- Experience advising business teams that are building out a new function and need execution support and proactive deal advice.
- Strong commercial orientation: you understand how deals create value and structure legal positions that enable commercial outcomes.
- Proven track record of integrating AI tools into day-to-day legal practice to drive efficiency, increase team capacity, and deliver faster, higher-quality legal support to business stakeholders.
- Working knowledge of the evolving AI and privacy regulatory landscape, including applicable data protection frameworks and emerging AI governance requirements, with the ability to translate legal risk into practical business guidance.
- Licensed to practice law in at least one U.S. jurisdiction.
- Experience working with marketplace, app store, or developer ecosystem programs.
- Familiarity with data sharing, API usage, and integration issues in technology partnerships.
- Experience working alongside product, privacy, or security legal teams on partnership agreements with significant technical components.
- Comfort building scalable legal infrastructure as part of your core mandate.
- Experience at a SaaS or technology company operating a large-scale partner or ecosystem business.
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.
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.
If you need accommodations or assistance due to a disability, please reach out to us using this form.
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
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Germany Applicants: (m/f/d) - link to HubSpot's Career Diversity page here.
India Applicants: link to HubSpot India's equal opportunity policy here.
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
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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.
Skills Required
- 8+ years of relevant legal experience structuring and negotiating complex commercial partnership and alliance agreements
- Demonstrated experience as primary legal partner for a strategic alliances or business development team, including standing up a legal function
- Deep understanding of technology partnership deal structures
- Ability to manage complex deals end-to-end from term sheet through negotiation and execution independently
- Experience advising business teams building new functions and providing proactive execution support
- Strong commercial orientation and ability to structure legal positions that enable business outcomes
- Proven track record of integrating AI tools into legal practice to drive efficiency and quality
- Working knowledge of AI and privacy regulatory landscape, data protection frameworks, and emerging AI governance requirements
- Licensed to practice law in at least one U.S. jurisdiction
- Experience with marketplace, app store, or developer ecosystem programs
- Familiarity with data sharing, API usage, and integration issues in technology partnerships
- Experience collaborating with product, privacy, or security legal teams on technically complex partnership agreements
- Comfort building scalable legal infrastructure (playbooks, templates, workflows)
- Experience at a SaaS or technology company operating a large-scale partner or ecosystem business
HubSpot Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about HubSpot and has not been reviewed or approved by HubSpot.
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Equity Value & Accessibility — Equity grants like RSUs and access to an employee stock purchase plan are seen as meaningful parts of total compensation. Feedback suggests these, alongside competitive base pay, help many feel their contributions are rewarded.
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Leave & Time Off Breadth — Flexible time off, generous parental leave, and a paid sabbatical after tenure provide substantial opportunities to rest and recharge. Feedback suggests this breadth supports a strong work-life fit.
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Wellbeing & Lifestyle Benefits — Comprehensive wellness resources—mental health support, fitness reimbursements, and everyday conveniences like meals or stipends—enhance the overall package. Feedback suggests these perks add tangible value beyond salary.
HubSpot Insights
What We Do
HubSpot is a leading CRM platform that provides software and support to help businesses grow better. Our platform includes marketing, sales, service, and website management products that start free and scale to meet our customers’ needs at any stage of growth. Today, thousands of customers around the world use our powerful and easy-to-use tools and integrations to attract, engage, and delight customers. HubSpot was named Glassdoor’s #4 Best Place to Work in 2021, and our award-winning culture has been recognized by Great Place to Work, Comparably, Fortune, Entrepreneur, Inc., and more. We build connections, careers, and employee growth by creating a workplace that values flexibility, autonomy, and transparency. You can learn more about our commitment to creating an inclusive and diverse workplace in the HubSpot Culture Code. HubSpot is a hybrid company with employees working fully remotely, from an office, or a mix of the two. We are headquartered in Cambridge, MA with offices in Dublin, Ireland; Singapore; Sydney, Australia; Tokyo, Japan; Berlin, Germany; Paris, France; Bogotá, Colombia; Ghent, Belgium; San Francisco, CA; Portsmouth, NH; London, UK; Toronto, Canada.
