The Senior Customer Onboarding Specialist (Senior COS) is an autonomous, experienced consultant responsible for the successful, accelerated implementation of HubSpot solutions for complex, multi-stakeholder customers across diverse industries. Building upon the foundational work of the Professional COS, this role requires translating high-level business goals into measurable onboarding objectives, designing scalable, multi-Hub solutions, and independently managing complex timelines to ensure rapid time-to-value (TTV) and sustained product adoption. The Senior COS acts as a subject-matter expert on specific HubSpot Hubs and inbound best practices.
- Independently manage a portfolio of complex implementations with competing priorities, re-planning as needed to ensure successful and timely delivery.
- Connect delivery activities to tangible business impact (e.g., TTV reduction, adoption KPIs, ROI proxies).
- Oversee product setup, training, and initial campaign execution for customers, focusing on accelerating time-to-value.
- Own smooth handoff to post-onboarding success teams with clear outcomes and documented risks.
- Design scalable, multi-Hub solutions aligned to complex business processes and data models.
- Advise customers on technical elements, including integrations and APIs , and integrate apps/tools within the HubSpot ecosystem, managing permissions and governance.
- Serve as a go-to resource on specific Hub expertise, troubleshooting and optimizing configurations to improve target outcomes (e.g., activation).
- Guide customers through product configurations, solution integrations, and reporting to promote user adoption and expansion into new features and functionality.
- Adapt and lead discovery sessions for complex or multi-stakeholder contexts, including regional or language nuances, to define the implementation roadmap.
- Facilitate cross-functional collaboration with Sales, Success, Implementation, and Product teams to ensure a seamless customer experience.
- Tailor messaging for executive, technical, and regional audiences; resolve conflicts constructively and manage escalations to resolution.
- Identify process gaps within customer onboarding; propose and pilot improvements with measurable gains.
- Proactively utilize AI solutions and other internal resources to address customer issues and grow individual knowledge independently.
- Translate customer goals into measurable onboarding/consulting objectives tied to activation or adoption KPIs.
- Provide consultative value positioning with existing customers, leading to net-new sales opportunities for Services and Product.
We are looking for people who:
- 3 - 5 years of experience consulting customers through implementation and/or ongoing usage of SaaS platform technologies.
- Proven ability to manage multiple complex implementations and/or service deliveries simultaneously.
- Expert-level knowledge of at least one core HubSpot Hub (Marketing, Sales, Service, or Operations) and working knowledge across the others.
- Demonstrated ability to advise on technical elements (integrations, APIs) and strategic aspects of customer growth.
- Strong communication and presentation skills, with proven ability to tailor messaging for different audiences (technical, executive).
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
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.
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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Top Skills
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.
