POS-28276

Job Summary

The Lead Data Analyst, Sales Strategy & Operations will serve as a strategic analytical leader for the AMER Upmarket segment, owning the end-to-end analytical lifecycle from problem framing through to measurable business impact. This role goes beyond reporting and analysis — it's about influencing the most critical upmarket decisions at HubSpot, setting the measurement strategy for the AMER Upmarket pillar, and partnering directly with senior sales leadership and C-suite stakeholders to accelerate scalable, data-driven growth. The Lead Analyst will define analytical standards, mentor other analysts, and ensure HubSpot's upmarket sales motion is built on a rigorous, scalable intelligence infrastructure.

Key Responsibilities

• Lead the definition of success metrics, KPIs, and measurement strategy for AMER Upmarket sales initiatives, setting the long-term direction for how the pillar tracks and evaluates performance.
• Own the end-to-end problem-solving lifecycle — from leading framing discussions with senior sales leadership to translating complex upmarket business needs into scoped analytical solutions and driving execution through to measurable outcomes.
• Influence pillar-level strategic decisions by delivering compelling, data-driven narratives to VP+ and C-suite stakeholders, independently and without manager support.
• Design analyses that intentionally optimize HubSpot's holistic upmarket strategy, accounting for cross-pillar dependencies, customer value, long-range impacts, and trade-offs across KPIs.
• Lead prioritization for the AMER Upmarket analytical domain, partnering with stakeholders to define a roadmap that directly supports pillar-level objectives and measurable business impact.
• Independently model highly complex upmarket scenarios — including coverage models, territory design, capacity planning, and GTM motion analysis — using the best tools and methods for the job.
• Establish and uphold analytical best practices across the team; mentor other analysts, create reusable and extensible deliverables, and elevate the quality bar for the broader Sales Strategy function.
• Proactively identify gaps in analytical infrastructure and lead cross-functional efforts with Analytics Engineering and BI to build scalable, reliable solutions.
• Develop advanced AI workflows that improve team productivity and establish team standards for AI-assisted analysis, ensuring quality and reproducibility.
• Navigate the broader organization, looping in new stakeholders and contributors to make analytical projects more effective across the AMER Upmarket pillar.

Qualifications

• A minimum of 4 years of experience in a sales strategy, sales operations, or equivalent analytical role.
• Proven ability to independently influence VP+ and C-suite stakeholders through compelling, data-driven narratives — without relying on manager support.
• Proven expertise as a Business Analyst with a track record of independently modeling highly complex scenarios and answering ambiguous strategic questions with rigor.
• Deep expertise in upmarket or enterprise GTM strategy, including experience partnering with senior sales leadership on territory design, capacity planning, coverage models, or sales motion analysis.
• Demonstrated ability to lead the end-to-end analytical lifecycle — from problem framing and hypothesis development through execution, stakeholder communication, and driving measurable business outcomes.
• Expert command of analytical tools (Looker, Hex, Tableau, Google Suite) ; proficient in SQL and comfortable with large datasets preferred 
• Track record of setting team-level analytical standards, creating reusable deliverables, and mentoring other analysts to elevate overall team quality.
• Strong capability to lead prioritization discussions and manage complex cross-functional analytical roadmaps with competing stakeholder demands.
• Demonstrated AI fluency: ability to develop advanced AI workflows and analytical prompts using tools such as Claude, Gemini, or ChatGPT to scale analytical capabilities across the team.
• Upmarket or cross-pillar GTM experience is a strong plus.

Equal Opportunity Employment

HubSpot is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.