Partner Development Manager, Growth - ANZ

HubSpot; Sydney; Hybrid; AUD 120,000 - 180,000; Full time

Benefits offered by this job

Hybrid work

Education allowance up to USD 5,000

Flexible Time Off

Private health insurance allowance

Caregiver leave

Job summary

HubSpot is seeking a Senior Partner Development Manager, Growth for ANZ to onboard and activate partners and drive their path to Platinum status. You will own a book of business, coach partners on co‑selling and service packaging, and collaborate with internal teams to maximize partner revenue and customer outcomes.

Ideal candidates have 2+ years in partner sales, SaaS experience, and a proven ability to scale partner programs in a fast-paced environment.

Qualifications

• 2+ years of experience in a partner sales role, managing their own book of solution partners.
• 2+ years of experience with technology platforms and solutions with a reasonable level of technical proficiency.
• Strong sense of prioritisation and time management skills; able to balance high volume and outcomes.
• Experience in the software (SaaS) industry and understanding of SaaS go-to-market models.
• Excellent communication and presentation skills with a high degree of comfort.
• Ability to turn ambiguous problems into actionable paths and drive results.

Responsibilities

• Manage a Book of Business - Independently manage circa 40-80 HubSpot Solutions Partners in the ANZ market.
• Drive Partner Sales - Lead sourced MRR through onboarding, activation, and co-selling with partners.
• Coach and Develop Partners - Guide partners’ go-to-market, packaging, pricing, and service delivery.
• Apply Business Insight - Analyze partner data to identify opportunities and operational improvements.
• Collaborate across Teams - Advocate for partners with internal stakeholders to resolve issues and drive renewals.
• Incorporate DI&B - Contribute to an inclusive environment and ensure diverse perspectives are valued.

Skills

Partner sales

Book of business

SaaS experience

Cross-team collaboration

Education

Bachelor's degree

Tools

Crossbeam

Job description

Partner Development Manager, Growth - ANZ

Senior Partner Development Manager, Growth (PDM)

HubSpot is a leading customer relationship management (CRM) platform for scaling companies. Hundreds of thousands of customers all over the world use our AI unified customer platform to grow their businesses. It's our mission to not just help them grow, but to help them grow better.

HubSpot’s Solutions Partner Program is looking for a Senior PDM, Growth to help onboard and activate new partners to the HubSpot solution partner ecosystem. The Solution partner program is a program for companies to build their knowledge of HubSpot and build a services practice off the back of our ever-evolving technology.

As a Senior PDM, you will own a book of business of newly acquired partners. Our Partner Specialists sign partners up to the program, and then they are handed to the PDM to onboard and activate them and grow them to Platinum partner status → at which point they move over to our Core PDM team. This part of the journey is critical to a partner's long-term success and involves onboarding & enablement, co-selling, and supporting the building of their co-servicing practice. You have a unique opportunity to maximise a partner's growth through quicker time to activation and driving sourced revenue whilst also building their service knowledge. Partners will typically spend 2 years with us in Growth, so this is long-term relationship versus a short transitional journey.

In this role, you will:

• Manage a Book of Business - Independently and successfully manage circa 40-80 Hubspot Solutions Partners in the ANZ market, our largest JAPAC region.
• Drive Partner Sales - Driving Sourced MRR is the ‘north star’ metric - and that is done through multiple tactics, including onboarding and activating partners quickly, and actively selling with your partners - predominantly using Crossbeam. You'll need to align with partners on strong growth targets and take decisive action to help partners achieve this, always with the end customer and quality in mind.
• Coach and Develop Partners - Empower and guide partners’ go‑to‑market strategy by sharing best practices for co‑selling with HubSpot, packaging and pricing services, and retaining and growing customers. Act as liaison between the partner and the ecosystem resources, connecting the partner to opportunities to grow their businesses and partner with HubSpot.
• Apply Business Insight - Understand the partner’s business structure to help Partners position HubSpot ROI and service and retain HubSpot customers. Review key data to gain valuable insights into the Partner’s operations, customers, markets, and overall performance.
• Collaborate across Teams - Advocate for your partners with internal HubSpot stakeholders to resolve customer issues, drive renewals, and support partner growth.
• Incorporate Diversity, Inclusion, and Belonging (DI&B). Actively contribute to an inclusive environment, ensuring diverse perspectives are valued, and all partners and colleagues feel they belong.

We are looking for someone who:

Has 2+ years of experience in a partner sales role, managing their own book of solution partners, has embraced AI and can demonstrate their application and learning of the industry throughout the interview process

• 2+ years of experience with technology platforms and solutions with a reasonable level of technical proficiency
• Strong sense of prioritisation and time management skills. Able to balance high volume while focusing on outcomes and results. Experience working on scale teams is a bonus.
• Has experience in the software (SaaS) industry and therefore has an understanding of SaaS go‑to‑market models
• Excellent communication and presentation skills with a high degree of comfort
• Ability to proactively identify areas in the partner development strategy that require strengthening (i.e., models, process and tools).
• 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‑centricity and HubSpot’s mission of helping millions of organisations grow better.

What are the benefits?

• Hybrid work environment You can choose to work from Home, Office or Flex!
• World class new hire training and onboarding
• An education allowance up to USD$5,000 per annum
• Flexible Time Off Policy
• Private health insurance allowance & Annual fitness reimbursement
• Primary Caregiver Leave of 16 weeks and Secondary Caregiver Leave for 6 weeks
• Check out theHubSpot Website to see all our wonderful Benefits

At HubSpot, we value both flexibility and connection. Whether you’re a Remote employee or work from the Office, we want you to start your journey here by building strong connections with your team and peers. If you are joining our Engineering team, you will be required to attend a regional HubSpot office for in‑person onboarding. If you join our broader Product team, you’ll also attend other in‑person events, such as your Product Group Summit and other gatherings, to continue building on those connections.

If you require an accommodation due to travel limitations or other reasons, please inform your recruiter during the hiring process. We are committed to supporting candidates who may need alternative arrangements

About HubSpot

HubSpot (NYSE: HUBS) is an AI‑powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot's connected platform enables businesses to grow faster by focusing on what matters most: customers.

At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer‑obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow.

We’re building a company where people can do their best work. We focus on brilliant work, not badge swipes. By combining clarity, ownership, and trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too.

Recognized globally for our award‑winning culture by Comparably, Glassdoor, Fortune, and more, HubSpot is headquartered in Cambridge, MA, with employees and offices around the world.

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