HubSpot is searching for a Lead Business Analyst to support our Sales Strategy team.  

You will work directly with global leaders across HubSpot to deeply understand business performance while driving growth and productivity through data-driven decisions and strategic insights. As a senior member of the team, you will develop innovative go-to-market and operational strategies, enhancing business performance and supporting strategic decision-making.

You will be responsible for regularly reporting on our Key Performance Indicators, assisting in cross-functional project management and execution, and identifying strategic opportunities to accelerate progress. 

This role offers significant exposure with senior HubSpot executives and brings opportunity for career growth.  If you thrive in a high-impact, strategic role and want to shape the future of the business, we’d love to hear from you.

In this role, you will:

• Provide expert consultation through data-driven operational and decision-making support to stakeholders cross-functionally between Product, Finance, Marketing, Sales, and Customer Success.
• Build and maintain deep relationships with sales partners and present strategies and outcomes to senior executives.
• Liaise with leadership to monitor KPIs and identify trends and opportunities to maximize impact.
• Respond to business requests, perform root-cause analyses, and provide recommendations to solve problems and capture opportunities.
• Support cross-functional programs, tools, processes, and systems to drive performance and productivity improvements.
• Be a support network to your team, providing coaching and mentorship to more junior analysts. 

We are looking for people who are:

• Autonomous and take ownership of projects; drive influence through innovation without needing step-by-step guidance.
• Exceptional communicators and collaborators, with a proven track record of presenting to revenue-driven C-suite executives.
• Highly experienced with data visualization tools such as Looker and Tableau. Experience with SQL, R, or Python is a plus.
• Are highly analytical and can turn raw, disorganized data into actionable insights and repeatable, scalable reporting.
• Adaptable to the evolving needs of a high-growth SaaS business and create pragmatic and innovative solutions to complex business problems.
• Experts in defining key metrics and conducting analyses to derive actionable insights.
• Able to thrive in a fast-paced, autonomous working environment.

POS-30314

HubSpot’s mission is to Help Millions of Organizations Grow Better. HubSpot’s Operations team is core to this goal by supporting the HubSpotters who attract, engage, and delight HubSpot’s customers. Our goal in Operations is to embed advanced analytics and algorithmic intelligence into the DNA of decision-making across Flywheel. Flexible, well-connected, well-architected data are the backbone of our strategy, along with the Analytics Engineers who create that landscape. 

We believe in the power of data to drive effective decision-making. We leverage data for both day-to-day operations (improving efficiency by surfacing the right data at the right time) and for strategy (fostering deep understanding of what makes our flywheel spin, and projecting how to spin it faster in the future). In this role, you’ll be a member of the Data, Systems, & Intelligence team to design and build a modern data foundation for efficient models and analyses. Your work will directly support analytic and ML products that will change the way we make decisions within Flywheel at HubSpot. 

We’re looking for Analytic Engineers with a strong interest in building and maintaining flexible, reusable architecture for our highest value data assets. In this role, you will develop a deep understanding of the business and analytics priorities to create solutions that will unlock our ability to scale and drive actionable insights.

In this role you’ll get to:

• Collaborate with both technical and non-technical areas of the business, bridging the gap between the business problem and the technical solution
• Build out scalable data models to analyze key parts of the HubSpot business
• Establish and uphold technical best practices in maintaining the data infrastructure and and contribute to the company's long term data strategy
• Support distributed operations teams as they utilize these foundational data models for reporting
• Perform complex root cause analysis of problems and subsequently, makes and implements recommendations to prevent future occurrences
• Expand our suite of dbt patterns and macros to enable flexible and easily extensible data structures
• Scope requirements with internal stakeholders and lead working groups to usher projects through their entire lifecycle while building clear roadmaps for cross-functional team members
• Learn from our team of Analytics engineers, as well as HubSpot’s greater AE community
• Mentor and upskill other analytics engineers to create an inclusive team environment while promoting diversity, inclusion and belonging

We are looking for people who have:

• Several years of hands-on SQL experience, relational databases, and data modeling
• Ability to document technical design documents and organizational skills
• Proven communication skills and ability to bridge between business leaders, engineers, and data scientists
• Experience distilling complex ideas and data for both executives and front-line reps
• Creative problem solving skills to identify flexible solutions to business questions
• Insatiable curiosity and interest in learning new things
• Snowflake, dbt, and/or Looker experience is a plus

Role

Confidence can sometimes hold us back from applying for a job. But we'll let you in on a secret: there's no such thing as a 'perfect' candidate. HubSpot is a place where everyone can grow. So however you identify and whatever background you bring with you, please apply if this is a role that would make you excited to come into work every day.

About HubSpot

HubSpot (NYSE: HUBS) is a leading customer relationship management (CRM) platform that provides software and support to help businesses grow better. We build marketing, sales, service, and website management products that start free and scale to meet our customers’ needs at any stage of growth. We’re also building a company culture that empowers people to do their best work through. If that sounds like something you’d like to be part of, we’d love to hear from you.

You can find out more about our company culture in the HubSpot Culture Code, which has more than 5M views, and learn about our commitment to creating a diverse and inclusive workplace, too. Thanks to the work of every employee globally, HubSpot was named the #1 Best Place to Work on Glassdoor in 2020, and has been recognised for award-winning culture by Great Place to Work, Comparably, Fortune, Entrepreneur, Inc., and more.

Headquartered in Cambridge, Massachusetts, HubSpot was founded in 2006. Today, thousands of employees work across the globe in HubSpot offices and remotely. Visit our careers website to learn more about culture and opportunities at HubSpot. 

By submitting your application, you agree that HubSpot may collect your personal data for recruiting, global organization planning, and related purposes.  Please see HubSpot's Recruiting Privacy Notice for more information. 

Role Summary

HubSpot is navigating one of the most significant business model transitions in its history — from a traditional SaaS platform to an agentic customer platform built for the AI era. This isn't incremental evolution. It's a fundamental rethinking of how we go to market, how we price, how we sell, and how we serve customers. We're building a lean, AI-first commercial operations function to match the pace and ambition of that shift.

As VP, Commercial Operations, you will lead the global RevOps function across Sales, Marketing and Customer Success. You’ll shape how we plan, forecast, measure, and execute revenue in the AI era — redesigning systems, workflows, and team structures to power our next phase of growth. This is a strategic leadership role with direct impact on executive decision-making and company-wide performance.

This role reports to the EVP of Operations and offers C-suite exposure.

What You’ll Do

• Lead the full commercial operations function across Sales, Marketing and Customer Success — from revenue planning and forecasting to systems, deal desk, and renewals.
• Own the transition of our RevOps function from a traditional SaaS model to an AI-first, agentic operating model — redesigning tools, processes, and team structure for the next era.
• Develop and lead a high-performing team of ~150, with direct reports spanning planning & insights, strategic programs, systems, deal desk, renewals, and segment operations.
• Partner with GTM leadership and the C-suite on our business model evolution, including the shift to hybrid seats + credits pricing and a segment-first go-to-market strategy.
• Drive our Upmarket growth strategy by rethinking data architecture, enabling a target account model, and supporting vertical and product specialization.
• Build the analytics and visibility layer that powers executive and board-level revenue decision-making.
• Deploy AI and automation across the RevOps workflow to compress cycle times, eliminate low-leverage work, and make the team measurably more impactful.

Revenue Planning & Business Model Transition:

• Scale and mature the revenue planning function as HubSpot transitions to a hybrid pricing model anchored on seats + agentic usage credits.
• Lead planning, forecasting, and goal-setting across the full revenue cycle — Sales, Marketing and CS — with frameworks designed for a consumption-influenced business.
• Develop clear market opportunity models by segment, and tie them to demand capture strategies in close partnership with Marketing leadership.

AI-First Operations:

• Build and continuously evolve an AI-first RevOps function — designing tools, workflows, and team structures that leverage agents to do more with less.
• Identify and deploy automation across forecasting, reporting, deal review, and operational cadences — eliminating work that doesn't require human judgment.
• Serve as a model for how a modern RevOps team operates in the agentic era; bring curiosity, experimentation, and clear thinking to what that looks like in practice.

Segment Strategy & Upmarket Execution:

• Support HubSpot's shift to a segment-first strategy by aligning operations around global Small Business and Upmarket motions.
• Lead a fresh look at our data and systems architecture for the Upmarket segment, enabling a target account model, industry/vertical specialization, and a friction-free rep experience.
• Partner with GTM leadership on how roles evolve in the Flywheel model as we land with the agentic platform and scale use cases.

Data, Insights & Executive Communication:

• Own the data and analytics layer that gives executive and board-level stakeholders clear, timely visibility into revenue performance.
• Create narratives and strategic documents that translate complex, ambiguous business dynamics into crisp recommendations for senior leadership.
• Define and track the metrics that matter in a hybrid business model — not just carrying over legacy SaaS KPIs onto new motions.

Team Leadership & Operational Excellence:

• Lead and develop a globally distributed team, fostering a high-performance, AI-augmented culture focused on outcomes over activity.
• Design and optimize the rhythm of the business — operational reviews, planning cycles, performance cadences — for speed and clarity.
• Build strong cross-functional relationships with Finance (FP&A), Marketing leadership, Sales leadership, CS leadership, and the CCO.

What You’ll Bring

• 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.
• 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.

What will make you stand out:

• Bias toward action over analysis paralysis — you make good calls with incomplete information and keep moving.
• Genuine excitement about AI as a craft — you experiment before being asked to, and you bring that energy into how you think about building teams and processes.
• Intellectual curiosity beyond your function — you want to deeply understand the agentic business model, not just map old metrics onto new motions.
• High comfort with ambiguity — you see a blank whiteboard and feel energy, not anxiety.
• Low ego, high standards — you can sit in a room with world-class operators, absorb fast, push back when you have conviction, and never let ego get in the way of being right.
• Systems thinking paired with executional follow-through — you design thoughtful frameworks and then actually build them.
• Clarity under complexity — you translate messy, interconnected dynamics into narratives that make people smarter and faster.

As a Lead Automation Analyst within the Agentic GTM team, you will be the primary architect and builder of AI-first solutions designed to drive scale and efficiency for Ops and Sales. This is a high-impact role for a builder who can define technical strategy, design complex architectures, and execute hands-on.

HubSpot is accelerating toward an AI-first operating model. You will be embedded close to the business to uncover the highest impact opportunities, prototype rapidly, and ship production-grade agentic workflows that redefine how our GTM teams operate.

What You’ll Do (Core Responsibilities)

• Architect & Build: Lead the end-to-end design and execution of complex automations using Workato, HubSpot, and Breeze Studio, leveraging Python/JS and AI coding assistants.
• Strategize: Partner directly with Sales and Ops leadership to translate ambiguous GTM challenges into phased, AI-powered technical roadmaps.
• Technical Excellence: Act as the "Bar Raiser" for the team’s technical output—standardizing intake, QA, and observability to ensure resilient, enterprise-grade solutions.
• AI Implementation: Move beyond simple triggers to build sophisticated, LLM-powered workflows and autonomous agentic capabilities.
• Cross-Functional Influence: Drive alignment across stakeholders by translating complex technical architectures into clear business value and scalable logic.

What We’re Looking For

Experience

• 5+ years in Automation, Ops, or GTM Engineering within B2B SaaS.
• Proven Track Record: Experience leading the technical lifecycle of high-visibility, cross-functional projects.
• Subject Matter Expertise: Deep understanding of the Lead-to-Cash lifecycle and Sales productivity bottlenecks.

Technical Skills

• iPaaS Mastery: Deep hands-on experience with Workato (or similar) and HubSpot or other enterprise CRMs.
• Code & Data: Proficient in SQL and programming languages (e.g., JavaScript/JSON, Ruby, Python) to extend platform capabilities.
• AI Fluency: Hands-on experience implementing LLM-powered workflows, RAG, and agentic frameworks in a production environment.
• Software Foundations: Familiarity with modern software delivery (Git, CI/CD, APIs).

How You Work

• Systems Thinker: You thrive on turning messy business problems into scalable, logical architectures.
• High Autonomy: You have a massive bias for action and can navigate from "vague idea" to "shipped product" with minimal oversight.
• Rigorous Quality: You maintain a high bar for testing, documentation, and error handling.

Our mission at HubSpot is to help millions of organizations grow better. Partner Strategy sits at the center of how we scale that mission—connecting partners, data, and strategy to unlock growth.

As a Senior Manager, Partner Analytics, you’ll lead how we define, measure, and accelerate partner performance. You’ll turn complex data into clear direction, guiding strategy across partner programs and influencing senior stakeholders. This role blends analytics leadership with business strategy—helping us scale a high-impact partner ecosystem.

What You’ll Do

1. Define and evolve partner performance metrics that directly influence revenue growth, partner productivity, and program success.
2. Lead end-to-end analytics initiatives, from problem framing to insights delivery, driving measurable impact across partner strategy.
3. Translate complex data into clear, actionable recommendations for senior leaders and cross-functional stakeholders.
4. Build and scale dashboards, reporting frameworks, and data models that serve as the source of truth for partner performance.
5. Partner with Sales, Customer Success, Marketing, and RevOps to align partner strategy with broader go-to-market goals.
6. Identify growth opportunities within the partner ecosystem, including segmentation, incentives, and expansion strategies.
7. Mentor and develop analysts, raising the bar for analytical rigor, storytelling, and business impact.
8. Champion data-driven decision-making, influencing how partner programs are designed, measured, and optimized.

What You’ll Bring

Required Qualifications

• 9+ years of experience with 3+ years of experience leading teams
• Proven experience leading analytics or strategy functions in a SaaS, marketplace, or partner-driven business model.
• Strong analytical expertise with the ability to translate data into strategic recommendations and business outcomes.
• Experience working with large datasets and tools such as SQL, BI platforms (e.g., Looker, Tableau), or similar.
• Demonstrated ability to influence senior stakeholders and drive cross-functional alignment.
• Experience building scalable reporting frameworks and defining key business metrics.
• Strong communication and storytelling skills, with the ability to simplify complex insights.
• Master’s OR Bachelor’s degree in Business, Computer Science, Information Systems, or a related field and 9+ years of related experience

Nice-to-Have Qualifications

• Experience working within partner ecosystems, channel sales, or partner programs.
• Familiarity with HubSpot CRM or similar go-to-market systems.
• Experience applying AI or automation to improve analytics workflows.
• Background in revenue operations, sales strategy, or customer success analytics.