Senior Manager, Partner Strategy & Ops

POS-13976 Sr. Manager, Partner Strategy and Programs

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.

Strategy and Leadership

• 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.

Program Management

• 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