Principal Growth Partner Development Manager

Summary

Join HubSpot as a Principal Growth Partner Development Manager and lead the onboarding of high-potential, upmarket partners. You will build strategic relationships, engage with executives, and drive net new sales. Responsibilities include creating joint business plans, advising on go-to-market strategies, and ensuring successful execution. The ideal candidate has 3+ years of experience in channel or partner development and 3+ years in sales, along with strong business acumen and executive presence. You will lead change management initiatives and excel at cross-functional collaboration. This remote US-based role offers a competitive compensation package.

Requirements

• Has 3+ years of experience in channel or partner development, business development, or alliance management — plus 3+ years in sales or another revenue-driving role
• Brings 3+ years of experience working with technology platforms and solutions, with solid technical proficiency
• Possesses strong business acumen with a comprehensive understanding of SaaS, Systems Integrator (SI), and technology/digital consulting firm go-to-market models
• Exhibits strong executive presence and can engage C-level audiences with compelling storytelling and strategic insight
• Has led organizations and teams through change management initiatives related to GTM strategy and revenue growth
• Demonstrates proficiency in program and project management, with the ability to effectively plan, execute, and track milestones and outcomes
• Ability to proactively identify and strengthen areas in the partner development strategy (i.e. models, processes and tools)
• Excels at cross-functional collaboration, ability to identify required resources and gather requirements, drive a sense of common purpose and shared goals/vision, and deliver results as an outcome of ongoing or time-bound work
• Thrives in a fast-paced working environment, can work autonomously and pivot quickly to changing business needs
• Can take an ambiguous problem, make sense of it, and propose a path forward
• Cares deeply about customer impact and believes in HubSpot’s mission to help millions of organizations grow better

Responsibilities

• Onboarding, activating, and developing ~10-20 new upmarket partners within their first 12 months in the HubSpot Solutions Partner Program
• Engaging at the executive level to build trust and share insights on market opportunities through partnering with HubSpot, and effectively managing stakeholders across the company; as well as facilitating valuable relationships between HubSpot and partner executives
• Working with Upmarket Partner Specialists to make progress against the Mutual Action Plan, and running playbooks to drive net new sales
• Creating joint business plans, defining partners' solutions portfolios, and advising on Go-To-Market, sales, and marketing strategies
• Building relationships and driving change management initiatives between partners' technical, sales, service, and marketing teams and HubSpot to ensure successful execution of strategies
• Setting partners up for sustained success and acceleration of their GTM strategies, facilitating their transition to Strategic and Core teams
• Experimenting, establishing, and documenting the processes for successfully activating Upmarket Partners

Benefits

• Cash compensation range: 130400-195000 USD Annually
• The cash compensation above 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