Requirements
- 10+ years in Revenue Operations, GTM Operations, or Sales Operations at a scaled software or tech company — with meaningful recent experience at a fast-moving, AI-forward organization.
- Demonstrated ability to lead a major GTM or business model transition — segmentation redesign, pricing model change, coverage model evolution — not just optimization of what exists.
- Deep comfort building and operating AI-first workflows; you've experimented with AI tooling in your own work and have real opinions about what works.
- Strong data and analytics foundation — you understand how to structure the data layer, not just consume it, and you can move fluidly between strategic narrative and analytical detail.
- Experience leading large, globally distributed teams (100+) through periods of significant change.
- Outstanding communication skills — you can synthesize complexity and deliver clear, confident narratives to executives and cross-functional partners.
Nice to Have
- Background in management consulting, investment banking, or FP&A is a plus; experience at companies like Salesforce, Workday, Atlassian, AWS, Ramp, or Clay is particularly relevant.
- Structured problem-solving skills combined with a strong bias toward action and execution — vision without follow-through is not enough.
Work Arrangement
Hybrid
Team
Team size: 150. Structure: globally distributed team
Additional Information
- 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.
- 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.
