The Upmarket Strategy team designs and executes marketing campaigns that drive pipeline growth across Mid-Market and Corporate segments. Partnering closely with Sales, Product Marketing, Customer Marketing, and Revenue Operations, the team brings go-to-market strategies to life through field events, executive programs and digital experiences. Using customer insights, data, AI-enablement, and operational excellence, the team creates experiences that deepen customer relationships, influence buying decisions, and drive revenue.
Role SummaryThis role is deeply cross-functional, you will create end-to-end, multi-channel, field and integrated marketing campaigns of high-impact aligned to regional priorities.
Success in this role requires balancing strategic planning with hands-on execution, using customer insights, AI, and data to turn complex initiatives into measurable business outcomes while influencing cross-functional partners. You are passionate and have an entrepreneurial mindset with a drive to test, learn, and scale.
What You'll Do- Build and execute integrated marketing campaigns across digital, field, executive, ABM, and sales channels that drive pipeline and revenue.
- Own end-to-end campaign execution, including audience strategy, landing pages, invitations, nurture programs, sales enablement, and performance optimization.
- Develop channel strategies across paid, earned, and owned media aligned to audience, industry, competitive, and customer lifecycle priorities.
- Recruit and manage executive speakers, customer advocates, and industry experts to elevate program impact.
- Create AI-enabled campaign playbooks and identify opportunities to improve reach, experimentation, and answer-engine visibility.
- Lead field program execution, including venue selection, vendors, contracts, production, logistics, staffing, and onsite delivery.
- Manage program budgets, evaluate trade-offs, and optimize investment based on business performance.
- Partner with Sales, Product Marketing, Revenue Marketing, and Data teams to define targeting, align execution, and accelerate pipeline.
- Present campaign performance, risks, and recommendations to senior stakeholders and influence business decisions.
- Build strong cross-functional relationships while effectively prioritizing, challenging, and navigating competing requests.
- Accountable for Net New business (NN) and Install-Base (IB) pipeline targets and iMRR contribution from field and integrated programs.
- Experience leading end-to-end marketing programs in a fast-paced B2B SaaS environment.
- Proven success building integrated marketing programs that combine digital and field marketing to generate pipeline and revenue.
- Strong understanding of B2B sales processes, go-to-market strategies, and SLA-driven operating models.
- Experience using data, AI, and automation to improve audience targeting, campaign performance, and marketing effectiveness.
- Strong analytical skills with the ability to translate performance data into business recommendations.
- Experience managing budgets, vendors, contracts, event production, and multiple concurrent initiatives.
- Ability to influence senior stakeholders, align cross-functional teams, and drive execution through ambiguity.
- Commitment to demonstrating HubSpot's HEART values.
- Experience using HubSpot or working within the HubSpot ecosystem.
- Experience marketing to Mid-Market or Corporate buyers.
- Experience managing executive speakers, customer advocates, or industry experts.
- Familiarity with answer engine optimization (AEO), content syndication, or intent-based marketing.
- Experience building reusable AI-powered marketing playbooks or campaign frameworks.
Location: United States
Work Type: Remote
Travel: Approximately 25% for customer events, executive programs, and industry conferences.
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.
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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.
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Skills Required
- Experience leading end-to-end marketing programs in a fast-paced B2B SaaS environment.
- Proven success building integrated marketing programs that combine digital and field marketing to generate pipeline and revenue.
- Strong understanding of B2B sales processes, go-to-market strategies, and SLA-driven operating models.
- Experience using data, AI, and automation to improve audience targeting, campaign performance, and marketing effectiveness.
- Strong analytical skills with the ability to translate performance data into business recommendations.
- Experience managing budgets, vendors, contracts, event production, and multiple concurrent initiatives.
- Ability to influence senior stakeholders, align cross-functional teams, and drive execution through ambiguity.
- Commitment to demonstrating HubSpot's HEART values.
- Experience using HubSpot or working within the HubSpot ecosystem.
- Experience marketing to Mid-Market or Corporate buyers.
- Experience managing executive speakers, customer advocates, or industry experts.
- Familiarity with answer engine optimization (AEO), content syndication, or intent-based marketing.
- Experience building reusable AI-powered marketing playbooks or campaign frameworks.
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.
