Principal Strategic Product Partnerships Manager

POS-17277

Team HubSpot's Strategic Partnerships and Business Development team drives innovation and growth by cultivating a diverse portfolio of strategic partners. We create, scale, and manage high-impact partnerships that advance HubSpot’s mission to help millions of organizations grow better.

About the Role As a Principal Partnerships Manager, you will serve as a senior individual contributor, shaping strategy, driving high-value initiatives, and owning executive-level relationships with strategic customers and partners. This role is a critical leadership role between HubSpot’s product and leadership teams, cross-business unit business development functions, and other corporate teams. You will identify, develop, and execute complex partnerships that create measurable business impact and influence the company’s long-term growth trajectory.

You will operate at the highest level of partnership strategy—innovating first-in-category initiatives, fostering cross-functional alignment, and serving as a trusted advisor to HubSpot executives and external senior leaders.

What You'll Do

Partnership Strategies and Growth

• Own and grow strategic customer and partner relationships at the executive level, cultivating trust, aligning business priorities, and serving as an escalation point for HubSpot leadership.
• Define and own multi-year growth goals, ensuring organizational buy-in and cross-functional execution

• Execution & Performance

• Shape HubSpot’s category-level partnership strategies and multi-year growth plans. You will apply deep cross-functional expertise (e.g., product-line, segment) to solve complex, cross-team problems, continuously deepening your expertise and sharing learnings.
• Create scalable, insight-driven evaluation frameworks to prioritize new partnership opportunities based on market potential, business impact, and strategic fit.
• Drive internal decision-making and own key functional goals with limited oversight. You will be responsible for ensuring mechanisms are in place to proactively track and maintain progress toward goals.
• Models productive, cross-functional teamwork and trusted to drive alignment across teams with differing perspectives. 

Advanced contractual skills and negotiations

• Structure, negotiate, and execute complex commercial agreements, including highly complex and multi-million dollar contracts that deliver measurable P&L impact.

Cross- functional influence 

• Leads cross-functional goals end-to-end, driving strategic decisions within functions or programs. Moves from execution to higher-level decision-making within defined scope.
• Influence senior leaders across product, engineering, commercial, and operations teams to drive alignment, make tradeoffs, and ensure execution of high-priority initiatives.
• Lead cross-functional deal execution with Product, Operations, Engineering, Legal, Finance, and senior management.
• Makes data-driven decisions and provides actionable insights to leadership.

Innovation and growth

• Conducts thorough market analysis and competitive assessments to identify growth opportunities.
• Actively anticipates and addresses potential challenges and risks.
• Collaborates with partners to identify unique, first-mover and high-impact opportunities for HubSpot growth
• Ability to drive concept to strategy to execution with a cross-functional team

Who You Are We are looking for an innovative, strategic, and commercially-minded leader with:

• A proven track record of influencing organizational priorities and shaping market approaches.
• The ability to make things happen quickly and thrive in a highly ambiguous, fast-paced, fluid, and collaborative environment with a strong sense of urgency and tenacity.
• Exceptional judgment and executive presence, with the ability to earn trust quickly.
• A passion for solving complex challenges in fast-paced, evolving markets.

Qualifications

• 8+ years of experience developing, negotiating, and executing complex business agreements in a large technology organization with top-tier technology partners.
• Demonstrated success influencing C-level decisions and driving organizational strategy.
• Bachelor’s degree required; MBA or equivalent experience preferred.
• Strong financial acumen—able to interpret financial statements, build operating P&Ls, and model strategic deals.
• Proven track record of driving success by creating a strategy and