Role Summary

Our mission at HubSpot is to help millions of organizations grow better. As we establish and scale our presence in Brazil, you’ll lead all sales efforts in one of our most dynamic and high-growth markets.

Brazil represents a major opportunity for HubSpot as our LATAM business accelerates. We’re evolving beyond traditional software into a more agentic, AI-powered customer platform that is reshaping how businesses grow. 

In this role, you’ll define and execute our go-to-market strategy, lead teams through rapid growth and change, and build a high-performing, inclusive sales organization that delivers strong customer outcomes and predictable revenue. As HubSpot opens our Brazil entity later this year, you will operate as both a builder and a leader - setting direction, scaling the team, and driving execution in a dynamic, high-impact environment.

What You’ll Do

• Lead and scale HubSpot’s sales organization in Brazil, setting clear vision, direction, and measurable goals.
• Define and execute a localized go-to-market strategy aligned with HubSpot’s global growth priorities.
• Drive predictable revenue growth through strong pipeline management, accurate forecasting, and operational discipline.
• Be a visible change agent for HubSpot’s agentic, AI-powered customer platform, setting a clear, non-negotiable standard that your teams rigorously leverage our internal AI toolkit in every stage of the sales motion.
• Lead the organization through growth and transformation, providing clarity and direction as strategies evolve.
• Hire, develop, and retain high-performing leaders and individual contributors through strong coaching and succession planning.
• Partner cross-functionally with Marketing, Customer Success, RevOps, Enablement, and Partners to align acquisition, retention, and expansion efforts.
• Build and expand strategic relationships with customers and partners to strengthen HubSpot’s presence in Brazil.
• Foster a culture of accountability, inclusion, and continuous improvement that enables teams to perform at their best.
• Use data, market insights, and customer feedback to continuously refine strategy and unlock new growth opportunities.

What You’ll Bring

Required Qualifications

• Proven experience leading and scaling sales organizations in a SaaS or technology environment.
• Demonstrated success hiring, developing, and leading high-performing sales leaders.
• Strong track record of driving consistent, predictable revenue growth.
• Proven track record as a change agent who drives high adoption of new tools and ways of working (ideally AI or automation), setting clear standards and holding teams accountable to them.
• Deep understanding of the Brazilian market and B2B sales landscape.
• Data-driven leadership approach with strong forecasting and performance management discipline.
• Experience leading teams through periods of change, growth, or go-to-market transformation.
• Ability to influence cross-functional stakeholders in a global, matrixed environment.
• Professional fluency in Portuguese and English.

Nice-to-Have Qualifications

• Experience building or scaling a new market, region, or office from early stages.
• Experience selling AI-powered or platform-based solutions.
• Familiarity with partner-led or ecosystem-driven growth strategies.

Lead People Partner - People Partners & Investigations Team

Role Summary

The Lead People Partner (Hub 6) role represents the highest level on the People Partner craft track. This role is designed for experienced People Partners who operate with strong judgment, autonomy, and influence — and who are ready to scale impact beyond individual execution.

Lead People Partners own complex, ambiguous people challenges, influence director- and senior director–level decisions, and act as multipliers for the broader People Partner team. They play a critical role in shaping how people programs land in the business, surfacing insights that inform strategy, and improving how work gets done at scale.

This role is a key stepping stone toward Principal / Business Partner roles (Hub 7+) and broader people leadership paths.

What You’ll Do

Strategic Influence & Business Impact

• Influence director- and senior director–level leaders on talent, performance, org health, and workforce decisions.
• Bring on-the-ground context, pattern recognition, and sound judgment into leadership conversations — not just execution updates.
• Translate people insights into clear recommendations that shape decisions and prevent downstream risk.
• Act as a trusted advisor in complex, sensitive, or high-impact people situations.

Ownership of Ambiguous, High-Impact Work

• Own end-to-end people problems where there is no clear playbook — balancing fairness, business impact, and employee experience.
• Lead or co-lead complex initiatives (e.g., talent lifecycle programs, org design work, change efforts) with multiple stakeholders.
• Proactively identify gaps, risks, or inefficiencies and drive improvements without being asked.

Scaling Impact Through Systems & Partnerships

• Act as a Program Partner or SME for key COE-led initiatives (e.g., Annual Cycle, Promotions, ACR, Leadership Development).
• Partner deeply with People Business Partners, COEs, People Operations, and Investigations to ensure scalable, consistent delivery.
• Improve how work gets done by strengthening swim lanes, handoffs, and operating norms.
• Help embed ServiceNow, AI tools, and repeatable processes that reduce manual work and increase reliability.

Leadership Without Direct Authority

• Serve as a thought partner, mentor, and informal leader to other People Partners.
• Share learnings, patterns, and best practices to raise the bar across the team.
• Model strong judgment, prioritization, and “learn in the open” behaviors.
• Contribute to defining what “great” looks like for the People Partner role as it continues to evolve.

What Success Looks Like

• Leaders act on your recommendations and seek your perspective early.
• You are trusted to handle the most complex, ambiguous people challenges.
• Your work creates leverage — improving outcomes not just for your client group, but across teams or programs.
• Systems, tools, or processes are better because you influenced or improved them.
• Other People Partners look to you as a source of clarity, judgment, and expertise.

What This Role Is (and Is Not)

This role is:

• A craft-track leadership role focused on influence, scale, and judgment
• A bridge between execution-focused People Partner work and Principal-level business partnership
• Designed to grow strategic depth and leadership capability

Experience & Capabilities

Required Experience

• 8+ years of HR / People Partner experience, ideally in a high-growth, global tech environment.
• Experience working with businesses headquartered in or based in Brazil
• Spanish and English fluency required.  Preferred fluency in Portuguese.
• Demonstrated success supporting senior leaders (Director / Sr. Director level).
• Deep experience across the talent lifecycle (performance, promotions, org health, ER, change).
• Strong comfort operating in ambiguity and navigating competing priorities.

Core Capabilities

• Judgment & Integrity: Makes sound, balanced decisions in complex and sensitive situations.
• Influence & Trust: Builds credibility quickly and influences without formal authority.
• Systems Thinking: Sees patterns, identifies root causes, and improves how work scales.
• Partnership: Works seamlessly with PBPs, COEs, People Ops, and Legal.
• Adaptability: Thrives in change, learns quickly, and helps others do the same.
• AI & Automation Mindset: Uses tools responsibly to reduce admin burden and increase impact.

HubSpot Careers: Sales Account Executive (Inbound Growth Specialist)

In this role, you’ll get to:

• Position the value of HubSpot’s software and the Inbound methodology, focusing on companies primarily between 200-2000 employees
• Educate and guide prospects through the buyer’s journey to help them learn how HubSpot can grow their business
• Manage a pipeline of inbound and self-sourced leads to identify, engage, and develop relationships with potential buyers
• Dissect and qualify prospects’ business goals to determine if HubSpot can be a strategic investment for their business’ growth
• Close business with new and existing customers at or above quota level
• Partner with marketing and technology departments to execute sales strategy as the company introduces enhancements to existing solutions and/or releases new products
• Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future

We are looking for people who:

• Have a minimum of 5 or more years of managing a full sales cycle (prospecting to close) as an Account Executive (excluding BDR experienceses)
• Experience in SaaS industry is required
• Are Top Producers in their current role
• Have experience with product demos in their current role
• Have experience handling a high volume of accounts and deals closed a month or quarter
• Have experience in value based selling (i.e. The Challenger Sale)
• Have the desire and commitment to do what it takes to be successful in sales
• Have a positive outlook and a strong ability to take responsibility for their successes and failures
• Have a sharp focus on their goals and a belief that their daily, weekly and monthly activities will help achieve themProficient (Fluent) English level.

POS-P336

NOTE: We want to emphasize that the position you are applying for is an evergreen position, which means we open several positions throughout the year and we consistently hire for it to ensure we have the best talent on board. While you might not receive an immediate response to your application, rest assured that we keep all applications on file and thoroughly review them when new openings become available. Your interest in joining us is highly valued, and we look forward to connecting with you when a suitable opportunity arises.

As a Corporate Account Executive for the Mexican territory, you will be in charge of a complete sales process, from identifying a lead to closing new clients across all Mexico. You will benefit from inbound leads to identify opportunities. You will run online demos of the HubSpot software and successfully sell the HubSpot value proposition. This role allows the option to work remotely, from the office, or in a hybrid model. You must be fluent in Spanish and English to be considered for this role.
In this role, you’ll get to:

In this role, you’ll get to:

• Position the value of HubSpot’s software and the Inbound methodology, focusing on companies primarily between 200-2000 employees
• Educate and guide prospects through the buyer’s journey to help them learn how HubSpot can grow their business
• Manage a pipeline of inbound and self-sourced leads to identify, engage, and develop relationships with potential buyers
• Dissect and qualify prospects’ business goals to determine if HubSpot can be a strategic investment for their business’ growth
• Close business with new and existing customers at or above quota level
• Partner with marketing and technology departments to execute sales strategy as the company introduces enhancements to existing solutions and/or releases new products
• Bring your thinking, strategies, and ideas to advance our company’s values, unique culture, and vision for the future

We are looking for people who:

• Have a minimum of 5 or more years of managing a full sales cycle (prospecting to close) as an Account Executive (excluding BDR, Partners, SDR experiences)
• Experience in sales within the Mexican market is required for this role.
• Experience in SaaS industry is required
• Are Top Producers in their current role
• Have experience with product demos in their current role
• Have experience handling a high volume of accounts and deals closed a month or quarter
• Have experience in value based selling (i.e. The Challenger Sale)
• Have the desire and commitment to do what it takes to be successful in sales
• Have a positive outlook and a strong ability to take responsibility for their successes and failures
• Have a sharp focus on their goals and a belief that their daily, weekly and monthly activities will help achieve them
• Proficient (Fluent) English level.

Trilingual Customer Support Specialist

*Your CV must be submitted in English in order to be considered*

*Must be fluent in Portuguese, English & Spanish - *ADVANCED PORTUGUESE FLUENCY IS ABSOLUTELY REQUIRED as you will be supporting Portuguese-speaking customers in this position*

*Must have a stable internet connection*

As a Customer Support Specialist, you will be responsible for working directly with HubSpot customers, across all product lines and all customer channels. You will partner with our customers to resolve issues and help them build familiarity with, and effectively use, a variety of tools within HubSpot. You will strive to deliver a human centered, helpful and consultative Support experience through creative problem-solving, thoughtful communication & tailored solution design that solves roadblocks and puts customers back on track to achieving their key business outcomes.

In this role, you will:

• Communicate with customers via  phone, live chat, and e-mail, to effectively resolve issues, adapting to fluctuations in the volume of incoming inquiries
• Apply troubleshooting frameworks to test, recreate, and investigate technical queries to remove barriers and help customers get back on track as quickly as possible. 
• Identify and diagnose software issues to fix and improve the product experience for our customers
• Utilize the full potential of internal resources and tools to learn and adapt to a growing product and a fast-changing industry.
• Apply business acumen in customer interactions to proactively identify opportunities to grow their business, through the usage of our software, and convert those opportunities into leads for Sales 
• Communicate thoughtful, empathetic, and complete resolutions tailored to each customer, working with customers with their overall HubSpot experience in mind that grow their businesses better. 
• Collaborate within HubSpot (with teams such as Customer Success and Product) to retain and grow customers on our platform
• Be a role model and a trusted advisor by showcasing HubSpot values and a customer centric approach in every customer interaction.
  

We are looking for people who:

• Are fluent in Portuguese, English & Spanish - *ADVANCED PORTUGUESE FLUENCY IS ABSOLUTELY REQUIRED as you will be supporting Portuguese-speaking customers in this position*.
• Are self-motivated, always curious, and consistently eager to learn, with a growth mindset
• Are performance oriented and demonstrate a strong customer first mentality by providing high quality service to a consistent number of customers daily
• Thrive in a dynamic and collaborative environment and are comfortable with change, ambiguity, working autonomously and using good judgment to make decisions that solve for the customer. 
• Are seeking to receive regular feedback and coaching to help you develop competencies relevant to make you successful in the role
• Are able to understand and utilize documented knowledge, as well as  utilize current and emerging technologies to provide best in class support.
• Are motivated by building technical skills, and acquiring in-depth knowledge about our product and related technical concepts
• Embody our HEART values and add to our company culture
• Work varied weekday shifts from 7:00 am to 8:00pm Colombian time, with possible weekends shifts. Overtime and holiday shifts are optional, and shift subject to change based on business need.

What onboarding/this job looks like:

• First 5 days: Get to know HubSpot as a company, working environment, and tool. Set up your accounts and learn all about your new workplace.
• 30 days: Learn the ins and outs of how the support team operates. Take practice and real customer cases, and sharpen the point on your troubleshooting. Get to know your teammates and team leads.
• 90 days: Deepen your expertise and learn about our various channels of communication.
• 180 days and beyond: You’re ready to fly on your own. You still have plenty of support but your independence will be shining.

Skills and Experience:

• Motivated by customer-facing interaction. You have a chance to talk to people who are very excited about working with HubSpot tools, and it can be very rewarding to team up with them.
• A curiosity for technical deep-diving and troubleshooting. We don’t always have the answers right away, so you need to enjoy discovering them!
• Solid communication and writing skills. We need to be quick, clear, concise, and friendly. We want to get our customers back to work in a jiffy, and have a good time doing it.
• Time management and organization. There are lots of moving parts and it is important to pay attention to the right ones at the right time.
• A desire to learn and grow. Constant change and growth are the only thing you can count on in this industry. This is exciting if you are open to it.
• An interest in, or understanding of, basic Internet and information technology. You don’t need to be a master of coding web applications, but the more you understand, the simpler it will be to determine outcomes for our customers. You’ll be using online tools all day long, so familiarity with Google Suite, JIRA, Chrome developer tools, and others would be nice to have, but not necessary. We’ll teach you all you need to know!

Robots & Pencils is seeking an experienced, outcome-oriented IT Manager to lead and evolve our internal technology environment across a distributed, international team. 

You will own the lifecycle, performance, and reliability of internal systems supporting team members across four countries, with offices in Cleveland, Calgary, Lviv (Ukraine), and Bogota 

You will implement scalable systems, standardize core processes, and strengthen internal technology foundations so our teams can move faster, collaborate better, and focus on meaningful client outcomes. 

Key Responsibilities 

Application Lifecycle & Systems Ownership 

• Own application lifecycle management end-to-end, including evaluation, acquisition, rollout, support, maintenance, optimization, and retirement 

• Rationalize underused or redundant tools to reduce platform sprawl 

• Lead critical systems implementations, including HRIS and PSA platforms 

• Build structured implementation plans with clear milestones, adoption targets, and risk mitigation strategies 

• Ensure internal systems scale with company growth across offices and time zones 

Process Standardization & Operational Excellence 

• Standardize onboarding and offboarding processes across countries and offices 

• Improve helpdesk and service workflows for speed, clarity, and accountability 

• Create repeatable, documented processes that balance consistency with flexibility 

• Strengthen internal operational visibility without introducing unnecessary bureaucracy 

• Continuously refine systems based on usage patterns and team feedback 

Vendor, Inventory & Cost Management 

• Own vendor relationships and service-level agreements 

• Manage hardware and software procurement, inventory tracking, and cost allocation 

• Strengthen oversight of SaaS subscriptions and AI-related spend 

• Optimize licensing and subscription usage for efficiency and scalability 

• Ensure vendor performance meets reliability and support expectations 

Security & Compliance 

• Support security awareness training and internal risk assessments 

• Contribute to annual SOC 2 compliance certification efforts 

• Strengthen documentation and audit readiness, including maintaining a structured Vanta repository 

• Ensure internal systems meet security, governance, and compliance standards 

• Proactively identify and mitigate operational and compliance risks 

Team Leadership & Cross-Functional Collaboration 

• Lead the team responsible for helpdesk support and systems maintenance 

• Partner closely with HR, Operations, and Engineering to translate business needs into durable IT solutions 

• Communicate clearly with both technical and non-technical stakeholders 

• Balance competing priorities with sound judgment and a service-oriented mindset 

• Drive accountability and clarity across distributed teams 

Required Skills & Qualifications 

• 8+ years of relevant corporate IT experience 

• Experience analyzing, implementing, and evaluating enterprise IT systems 

• Strong background in SaaS management and cloud infrastructure (AWS) 

• Demonstrated success with security frameworks, audits, and compliance programs, including SOC 2 

• Fluency with Microsoft 365 (certification is a plus) and comfort working with tools such as GitHub and AWS 

• Project management experience with successful rollouts of new systems and documented risk mitigation strategies 

• English fluency (written and spoken) 

Nice to Have 

• PSA or ERP implementation experience 

• Experience operating in distributed, international organizations 

• Exposure to SaaS rationalization and cost optimization initiatives 

Personal Competencies 

• Outcome-Oriented – Focuses on operational impact, reliability, and measurable improvements. 

• Systems Thinker – Standardizes processes without creating unnecessary friction. 

• Service-Minded – Prioritizes user experience for internal teams. 

• Operationally Disciplined – Drives clarity, structure, and accountability. 

• Adaptable – Balances competing priorities calmly and effectively. 

• Ownership-Driven – Follows through and ensures systems perform as intended. 

Why This Role Matters 

At Robots & Pencils, we build smart systems for the human world. When our internal technology is strong, our teams move faster, collaborate better, and spend more time delivering meaningful outcomes for clients. This role turns IT into a true enabler of creativity, security, and scale across borders and time zones. 

You will strengthen the foundation that allows every product team to operate at a higher level. This is operational leadership with measurable organizational impact. 

Why Join Robots & Pencils? 

We don’t just maintain systems; we build environments where teams can do their best work. 

You’ll help modernize internal infrastructure, lead high-impact system implementations, and influence how a distributed digital product company operates at scale. 

You’ll work at the intersection of operations, security, and systems architecture, driving durable improvements that power the entire organization.