Senior Manager, Partner Strategy & Ops

The HubSpot Partner Strategy and Operations team is looking for a Senior Manager to lead our Partner Strategy and Programs function. Partner Strategy & Operations is part of the Operations organization, responsible for designing and executing long-term partner strategy and facilitating daily operations for the Solutions Partner Program. Partners are critical to HubSpot's growth, helping millions of customers grow better. We are seeking a results-driven leader with a strong track record in SaaS GTM strategy and program execution.

As HubSpot shapes how businesses achieve new customer outcomes through agents, workflows, and automation, our partner ecosystem is central to delivering on that promise. This role is pivotal in building the programming, incentives, and frameworks that position partners to drive those outcomes — elevating their capabilities and ensuring they are equipped to grow alongside HubSpot in an AI-first world.

• Lead a high performing team responsible for developing and executing partner strategy and programs across key pillars: partner tiering, program benefits (commissions, incentives, funding initiatives), program requirements, and sales driven initiatives.
• Serve as a key strategy and operations business partner to Global Partner Development, Partner Specialist, Sales Operations, Finance, and Customer Success teams to ensure GTM alignment and execution.
• Lead, develop, and inspire a team of Senior and Principal Program Managers — elevating their work, removing blockers, and creating the conditions for high performance.
• Partner closely with the Partner Data and Analytics team to ground all strategy and programming decisions in KPIs and data-driven insights 
• Champion an agentic mindset across the team — actively leverage AI tools to accelerate output, identify opportunities to automate and streamline work, and invest in upskilling the team to operate efficiently in an AI-first environment.
• Drive cross-functional collaboration, building champions in other orgs for mutual success.

• Oversee the design and execution of partner tiering frameworks, program benefits, and requirements that enable partners to succeed at scale.
• Lead the team in forming business proposals that help HubSpot leadership make informed decisions on complex, strategic initiatives.
• Write and review clear, concise business requirements that enable seamless handoffs to Product, FinOps, FinTech, and other technical teams and develop this same discipline across your team.
• Build and evolve programming that positions partners to deliver the next generation of customer outcomes — through agents, workflows, and automation — with incentive structures and enablement that elevate partner performance and reward those leading in an AI-first world.
• Build a comprehensive roadmap to support global sales and success teams in reaching revenue, deal velocity, and efficiency targets — managing program impact from company-wide strategic initiatives to ensure partner considerations are integrated early and effectively.
• Define and track KPIs such as MRR, partner activation rates, and pipeline velocity to ensure programs drive measurable revenue impact.

• 7+ years of professional experience in the software (SaaS) industry with a strong background in GTM strategy, program management, or revenue operations. Experience in channel/partner strategy is a plus (the right operator with strong GTM fundamentals can learn the partner ecosystem.)
• 2+ years of experience leading or managing Senior or Principal-level ICs, with a proven track record of coaching high performers, growing teams, and elevating output - not just overseeing it.
• True player/coach mentality: comfortable setting strategic direction while staying close to the work and contributing directly on the highest-priority initiatives.
• Strong analytical mindset with experience using data and KPIs to make informed decisions and measure program impact; comfortable partnering closely with data and analytics teams.
• Technically fluent: able to write clear, concise business requirements and translate complex program needs into specifications that Product, FinOps, FinTech, and systems teams can act on, and can coach your team to do the same.
• Leading in the agentic era; you have a clear point of view on how AI tools can transform the way strategy and operations teams work, and you actively use and advocate for them to accelerate your team's impact.
• Ability to communicate complex concepts simply and clearly to an executive audience.
• Deep care for customer-centricity and HubSpot's mission of helping millions of organizations grow better.