📌 Core Information
🔹 Job Title: Principal Growth Partner Development Manager
🔹 Company: HubSpot
🔹 Location: Remote - USA
🔹 Job Type: Full-Time
🔹 Category: Sales & Marketing
🔹 Date Posted: May 14, 2025
🔹 Experience Level: 5-10 years
🔹 Remote Status: Remote OK
🚀 Job Overview
Key aspects of this role include:
- Leading and managing the onboarding process for high-potential upmarket partners
- Engaging with executive-level stakeholders to build trust and facilitate valuable relationships
- Collaborating with Upmarket Partner Specialists to drive net new sales
- Creating joint business plans and advising on Go-To-Market, sales, and marketing strategies
- Building relationships and driving change management initiatives between partners and HubSpot
- Experimenting and documenting processes for successfully activating Upmarket Partners
ASSUMPTION: This role requires a strategic mindset, strong business acumen, and excellent stakeholder management skills.
📋 Key Responsibilities
✅ Lead and manage the onboarding process for ~10-20 new upmarket partners within their first 12 months in the HubSpot Solutions Partner Program
✅ Engage at the executive level to build trust and share insights on market opportunities through partnering with HubSpot, and effectively manage stakeholders across the company
✅ Work with Upmarket Partner Specialists to make progress against the Mutual Action Plan, and run playbooks to drive net new sales
✅ Create joint business plans, define partners' solutions portfolios, and advise on Go-To-Market, sales, and marketing strategies
✅ Build relationships and drive change management initiatives between partners' technical, sales, service, and marketing teams and HubSpot to ensure successful execution of strategies
✅ Set partners up for sustained success and acceleration of their GTM strategies, facilitating their transition to Strategic and Core teams
✅ Experiment, establish, and document the processes for successfully activating Upmarket Partners
ASSUMPTION: This role involves a high degree of autonomy and requires strong project management skills to balance multiple priorities.
🎯 Required Qualifications
Education: Bachelor's degree in Business, Marketing, or a related field (or equivalent experience)
Experience: 6+ years of combined experience in partner development and sales roles
Required Skills:
- Proven experience in channel or partner development, business development, or alliance management
- Strong business acumen with a comprehensive understanding of SaaS, Systems Integrator (SI), and technology/digital consulting firm go-to-market models
- Excellent executive presence and compelling storytelling skills
- Proven ability to lead organizations and teams through change management initiatives related to GTM strategy and revenue growth
- Strong proficiency in program and project management
- Ability to proactively identify and strengthen areas in the partner development strategy
- Excellent cross-functional collaboration skills
- Ability to thrive in a fast-paced working environment and pivot quickly to changing business needs
- Ability to take an ambiguous problem, make sense of it, and propose a path forward
Preferred Skills:
- Experience working with technology platforms and solutions
- Fluency in additional languages
ASSUMPTION: Candidates with experience in the technology industry and familiarity with HubSpot's products will have a strong advantage.
💰 Compensation & Benefits
Salary Range: $130,400 - $195,000 USD Annually
Benefits:
- Stock Options and Equity
- Annual Bonus
- Flexible Work Environment
- Comprehensive health, dental, and vision insurance
- 401(k) with company match
- Generous parental leave policies
- Tuition reimbursement
- Employee assistance programs
- Wellness reimbursement
Working Hours: Full-time (40 hours/week)
ASSUMPTION: The salary range provided is an estimate based on industry standards for similar roles and experience levels. Actual compensation may vary based on individual qualifications and HubSpot's compensation philosophy.
📌 Applicant Insights
🔍 Company Context
Industry: Software Development (SaaS)
Company Size: 5,001-10,000 employees (Mid-size)
Founded: 2006 (19 years ago)
Company Description:
- HubSpot is a leading CRM platform that provides software and support to help businesses grow better
- Offers marketing, sales, service, and website management products that start free and scale to meet customers' needs
- Headquartered in Cambridge, MA with offices in Amsterdam, Berlin, Bogota, Dublin, Ghent, London, Madrid, Paris, San Francisco, Singapore, Sydney, Tokyo, and Toronto
- Recognized for its award-winning culture and commitment to creating an inclusive and diverse workplace
Company Specialties:
- Inbound marketing
- Marketing automation
- Social media
- Email marketing
- Analytics
- Sales
- Customer support
- Customer relationship management
- Help desk software
- Platform
- Customer code
- And culture code
Company Website: hubspot.com
ASSUMPTION: HubSpot's large size and global presence offer numerous opportunities for career growth and development.
📊 Role Analysis
Career Level: Senior/Managerial
Reporting Structure: Reports directly to the Director of Upmarket Partner Development
Work Arrangement: Remote OK (with occasional travel for in-person meetings and events)
Growth Opportunities:
- Potential to advance to a Director or VP role within the Partner Development team
- Opportunities to expand the role's scope and impact as the Upmarket Partner Program grows
- Chance to work cross-functionally with various HubSpot teams, gaining exposure to different aspects of the business
ASSUMPTION: This role offers a clear path for career progression and the opportunity to make a significant impact on HubSpot's partner ecosystem.
🌍 Location & Work Environment
Office Type: Remote-first with physical offices in major cities worldwide
Office Location(s): Cambridge, MA (HubSpot HQ); Amsterdam, Berlin, Bogota, Dublin, Ghent, London, Madrid, Paris, San Francisco, Singapore, Sydney, Tokyo, and Toronto
Geographic Context:
- Remote work allows for flexibility and a better work-life balance
- Occasional travel may be required for in-person meetings and events
- HubSpot's global presence offers opportunities to work with partners and colleagues from diverse backgrounds and time zones
Work Schedule: Full-time (40 hours/week) with flexible hours and the ability to work remotely
ASSUMPTION: HubSpot's remote-friendly culture and flexible work arrangements cater to employees' individual needs and preferences.
💼 Interview & Application Insights
Typical Process:
- Phone or video screen with the hiring manager
- Behavioral and situational interviews with the hiring team
- Case study or project presentation (if applicable)
- Final interviews with key stakeholders
- Background check and offer extension
Key Assessment Areas:
- Strategic thinking and problem-solving skills
- Executive presence and communication abilities
- Stakeholder management and relationship-building skills
- Project management and organizational skills
- Cultural fit and alignment with HubSpot's values
Application Tips:
- Tailor your resume and cover letter to highlight relevant experience and skills for this role
- Prepare for behavioral and situational interview questions by reflecting on your past experiences and accomplishments
- Research HubSpot's products, company culture, and industry trends to demonstrate your enthusiasm and knowledge
- Practice your case study or project presentation (if applicable) to ensure a smooth delivery
ATS Keywords: Partner Development, Business Development, Alliance Management, Sales, SaaS, Go-To-Market Strategy, Relationship Building, Stakeholder Management, Change Management, Project Management, Fast-Paced Environment
ASSUMPTION: HubSpot's ATS may prioritize candidates who include relevant keywords in their resumes and cover letters.
🛠️ Tools & Technologies
- HubSpot's CRM and other internal tools
- Microsoft Office Suite (Word, Excel, PowerPoint)
- Google Workspace (Gmail, Google Docs, Sheets, Slides)
- Project management tools (e.g., Asana, Trello, Jira)
- Video conferencing tools (e.g., Zoom, Google Meet)
ASSUMPTION: Familiarity with HubSpot's CRM and other relevant tools is preferred, but not required. HubSpot provides training and resources to help employees develop the necessary skills.
👔 Cultural Fit Considerations
Company Values:
- Customers first
- Useful
- Empowering
- Growth
- Transparency
Work Style:
- Collaborative and team-oriented
- Data-driven and results-focused
- Adaptable and open to feedback
- Committed to continuous learning and improvement
Self-Assessment Questions:
- How do you embody HubSpot's values in your daily work?
- Can you provide an example of a time when you successfully managed a complex project or initiative with multiple stakeholders?
- How do you approach learning from failures or setbacks, and how do you apply those lessons to future projects?
ASSUMPTION: HubSpot values candidates who align with their core values and demonstrate a strong work ethic, collaborative spirit, and commitment to growth.
⚠️ Potential Challenges
- Managing a high volume of partners and ensuring their success
- Balancing multiple priorities and deadlines
- Navigating a fast-paced, dynamic work environment
- Occasional travel requirements for in-person meetings and events
- Dealing with partners' unique needs, cultures, and time zones
ASSUMPTION: These challenges can be overcome with strong project management skills, effective communication, and a strategic mindset.
📈 Similar Roles Comparison
- This role is unique in its focus on upmarket partners and the strategic relationships they build with HubSpot
- Similar roles in the industry may focus more on transactional partner management or specific product integration
- Career paths in partner development can lead to roles in sales, marketing, or product management, depending on individual interests and skills
ASSUMPTION: This role offers a unique blend of strategic, operational, and relationship-building responsibilities, making it an attractive choice for candidates interested in partner development.
📝 Sample Projects
- Developing and executing a go-to-market strategy for a new upmarket partner
- Managing the onboarding process for a high-potential upmarket partner, including stakeholder engagement and relationship-building
- Creating and implementing a partner development strategy to drive net new sales and revenue growth
ASSUMPTION: These sample projects demonstrate the strategic, operational, and relationship-building aspects of the role and provide insight into the day-to-day responsibilities.
❓ Key Questions to Ask During Interview
- What are the biggest challenges facing the Upmarket Partner Development team currently, and how can this role help address them?
- How does this role collaborate with other teams within HubSpot, such as Sales, Marketing, and Product?
- What opportunities are there for growth and development within this role and the Partner Development team?
- How does HubSpot support work-life balance for its employees, particularly those working remotely?
- What are the most important qualities and skills for success in this role, according to the hiring manager?
ASSUMPTION: Asking thoughtful, insightful questions demonstrates your interest in the role and helps you make an informed decision about your fit with the team and company.
📌 Next Steps for Applicants
To apply for this position:
- Submit your application through this link
- Tailor your resume and cover letter to highlight your relevant experience and skills for this role
- Prepare for behavioral and situational interview questions by reflecting on your past experiences and accomplishments
- Research HubSpot's products, company culture, and industry trends to demonstrate your enthusiasm and knowledge
- Practice your case study or project presentation (if applicable) to ensure a smooth delivery
- Follow up with the hiring team one week after submitting your application, if you haven't heard back
⚠️ This job description contains AI-assisted information. Details should be verified directly with the employer before making decisions.
