Senior Product Manager, Fintech Channel Sales

POS-15781

Senior Product Manager, Fintech Channel Sales

As a Senior Product Manager on HubSpot’s Fintech Channel Sales team, you will play a critical role in building the scalable infrastructure that enables HubSpot to grow through external sales channels, including AWS Marketplace, resellers, partners, and emerging ecosystems. This channel-driven motion is central to HubSpot’s strategy to unlock non-linear revenue growth, diversify where we sell, and meet customers where they already transact.

This is a highly cross-functional, platform-oriented role operating at the intersection of billing, quoting, marketplace integrations, financial operations, and partner enablement. You’ll own major product initiatives that position HubSpot to expand globally, accelerate channel-driven revenue, and reduce operational friction for internal teams and external partners.

You’ll work in a dedicated triad with Engineering and UX, supported by cross-functional stakeholders across Strategic Partnerships, Finance, Partners/Flywheel, Legal and Accounting.

In this role you’ll get to:

Build AWS Marketplace as a scalable revenue channel

• Lead initiatives that expand HubSpot’s ability to sell, renew, upgrade, and migrate customers through AWS Marketplace.
• Drive support for globalized AWS MP sales, additional use cases, and customer lifecycle management within the marketplace.
• Implement integrations like the AWS Metering API to support usage-based billing and improve accounting workflows.

Enable scalable reseller and external quoting motions

• Deliver an MVP external quoting experience with clear guardrails (e.g., no discounting or approvals).
• Develop frameworks for modular, channel-friendly pricing and quoting structures.
• Reduce manual work for Sales, Partners, and internal operational teams by building tools aligned to channel needs.

Modernize channel billing & financial operations

• Build portfolio dashboards and external billing views that provide partners and internal teams with real-time visibility.
• Support the shift from manual reconciliation to automated invoice object generation.
• Improve billing flexibility and pricing models for channel ecosystems.

Modularize Fintech infrastructure for long-term scale

• Lead the creation of reusable Fintech components e.g. billing, quoting, pricing, financial reporting, and more, that can be adopted across HubSpot’s platform.
• Define criteria for which capabilities remain owned within Fintech Channel Sales vs. transition to domain teams.

What success would look like:

• AWS Marketplace becomes a reliable, scalable, and globally supported revenue channel.
• Partners and resellers gain a unified external quoting and billing experience with significantly reduced operational overhead.
• Internal financial and revenue operations enjoy increased automation, transparency, and consistency across workflows.
• Fintech infrastructure becomes modular and extensible, accelerating development for multiple product teams.
• HubSpot unlocks new revenue through improved channel capabilities.

We are looking for people who have:

Deep understanding of strategic partnerships and what drives them

• Strong understanding of how channel partners, marketplaces, and resellers evaluate opportunities, build business cases, and shape go-to-market motions.
• Ability to design products and workflows that align with partner incentives, including revenue share models, co-selling motions, compliance requirements, contract structures, procurement processes, and ease of doing business.
• Experience collaborating directly with strategic partner teams to identify mutual value, remove operational friction, and create durable long-term channel growth.
• Insight into what partners need to effectively onboard, quote, bill, and support customers, especially in high-scale or regulated environments.

Strategic, systems-level product thinking

• Experience building complex, cross-functional platforms, ideally spanning CPQ systems, billing ecosystems, or multi-channel sales infrastructure.
• Ability to simplify complex technical domains, create clarity, and translate ambiguity into actionable roadmaps.

Deep cross-functional leadership skills

• Proven ability to influence without authority and align Engineering, Sales, RevOps, Legal, Finance, Partners, UX, and other stakeholders around a shared strategy.
• Exp