Senior Manager, Partner Strategy & Ops

Socket.dev; United States; Hybrid; USD 163,000 - 261,000; Full time

Job summary

HubSpot—a leading AI-powered customer platform—seeks a Sr. Manager for Partner Strategy and Programs to design and drive the global partner strategy and programs.

You will lead a team to develop incentives, tiering, and program requirements that scale with growth while aligning with cross-functional leaders. You will coach Senior/Principal Program Managers, partner with Sales Ops, Finance, and Customer Success, and leverage data and AI tooling to accelerate program impact across the partner

Qualifications

• 7+ years in software (SaaS) with GTM strategy, program management, or revenue operations.
• 2+ years leading Senior/Principal-level ICs.
• Strong analytical mindset with data/KPIs for decision making.
• Experience with partner/channel strategy is a plus.
• Ability to communicate complex concepts to executives.

Responsibilities

• Lead a team of Senior and Principal Program Managers, elevating performance.
• Partner with Global Partner Development, Sales Operations, Finance, and Customer Success for GTM alignment.
• Write and review clear business requirements for Product, FinOps, FinTech, and systems teams.
• Build programming to enable partners to deliver next-gen outcomes via AI-enabled workflows and incentives.
• Create a global roadmap to support revenue, deal velocity, and efficiency targets across teams.
• Define and track KPIs (MRR, partner activation, pipeline velocity) to drive revenue impact.

Skills

GTM strategy

Program management

Revenue operations

Data-driven decisions

People leadership

AI tooling adoption

Job description

Sr. Manager, Partner Strategy and Programs

The HubSpot Partner Strategy and Operations team is looking for a Senior Manager to lead our Partner Strategy and Programs function. Partner Strategy & Operations is part of the Operations organization, responsible for designing and executing long-term partner strategy and facilitating daily operations for the Solutions Partner Program. Partners are critical to HubSpot's growth, helping millions of customers grow better. We are seeking a results-driven leader with a strong track record in SaaS GTM strategy and program execution.

As HubSpot shapes how businesses achieve new customer outcomes through agents, workflows, and automation, our partner ecosystem is central to delivering on that promise. This role is pivotal in building the programming, incentives, and frameworks that position partners to drive those outcomes — elevating their capabilities and ensuring they are equipped to grow alongside HubSpot in an AI-first world.

Strategy and Leadership

• Lead a high performing team responsible for developing and executing partner strategy and programs across key pillars: partner tiering, program benefits (commissions, incentives, funding initiatives), program requirements, and sales driven initiatives.
• Serve as a key strategy and operations business partner to Global Partner Development, Partner Specialist, Sales Operations, Finance, and Customer Success teams to ensure GTM alignment and execution.
• Lead, develop, and inspire a team of Senior and Principal Program Managers — elevating their work, removing blockers, and creating the conditions for high performance.
• Partner closely with the Partner Data and Analytics team to ground all strategy and programming decisions in KPIs and data-driven insights
• Champion an agentic mindset across the team — actively leverage AI tools to accelerate output, identify opportunities to automate and streamline work, and invest in upskilling the team to operate efficiently in an AI-first environment.
• Drive cross-functional collaboration, building champions in other orgs for mutual success.

Program Management

• Oversee the design and execution of partner tiering frameworks, program benefits, and requirements that enable partners to succeed at scale.
• Lead the team in forming business proposals that help HubSpot leadership make informed decisions on complex, strategic initiatives.
• Write and review clear, concise business requirements that enable seamless handoffs to Product, FinOps, FinTech, and other technical teams and develop this same discipline across your team.
• Build and evolve programming that positions partners to deliver the next generation of customer outcomes — through agents, workflows, and automation — with incentive structures and enablement that elevate partner performance and reward those leading in an AI-first world.
• Build a comprehensive roadmap to support global sales and success teams in reaching revenue, deal velocity, and efficiency targets — managing program impact from company-wide strategic initiatives to ensure partner considerations are integrated early and effectively.
• Define and track KPIs such as MRR, partner activation rates, and pipeline velocity to ensure programs drive measurable revenue impact.

What We're Looking For

• 7+ years of professional experience in the software (SaaS) industry with a strong background in GTM strategy, program management, or revenue operations. Experience in channel/partner strategy is a plus (the right operator with strong GTM fundamentals can learn the partner ecosystem.)
• 2+ years of experience leading or managing Senior or Principal-level ICs, with a proven track record of coaching high performers, growing teams, and elevating output - not just overseeing it.
• True player/coach mentality: comfortable setting strategic direction while staying close to the work and contributing directly on the highest-priority initiatives.
• Strong analytical mindset with experience using data and KPIs to make informed decisions and measure program impact; comfortable partnering closely with data and analytics teams.
• Technically fluent: able to write clear, concise business requirements and translate complex program needs into specifications that Product, FinOps, FinTech, and systems teams can act on, and can coach your team to do the same.
• Leading in the agentic era; you have a clear point of view on how AI tools can transform the way strategy and operations teams work, and you actively use and advocate for them to accelerate your team's impact.
• Ability to communicate complex concepts simply and clearly to an executive audience.
• Deep care for customer-centricity and HubSpot's mission of helping millions of organizations grow better.

Pay & Benefits

The cash compensation below 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. Individual compensation packages are tailored to your skills, experience, qualifications, and other job-related reasons.

This resource will help guide how we recommend thinking about the range you see. Learn more about HubSpot’s compensation philosophy.

Benefits are also an important piece of your total compensation package. Explore the benefits and perks HubSpot offers to help employees grow better.

At HubSpot, fair compensation practices aren’t just about checking off the box for legal compliance. It’s about living out our value of transparency with our employees, candidates, and community.

Annual Cash Compensation Range:

$163,400 — $261,400 USD

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.

Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Germany Applicants: (m/f/d) - link to HubSpot's Career Diversity page here.

India Applicants: link to HubSpot India's equal opportunity policy here.

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.

Explore more:

• HubSpot Careers
• Life at HubSpot on Instagram

HubSpot may use AI to help screen or assess candidates, but all hiring decisions are always human. More information can be found here. By submitting your application, you agree that HubSpot may collect your personal data for recruiting, global organization planning, and related purposes. We may use CLEAR ID Verification during the hiring process to confirm your identity and help maintain a safe, secure, and trusted experience for all candidates. Refer to HubSpot's Recruiting Privacy Notice for details on data processing and your rights.