Principal Partner Manager

**POS-32947** * * * ## Role Summary Our mission at HubSpot is to help millions of organizations grow better. The Strategic Partnerships team extends that mission by building partnerships that accelerate innovation, expand our platform, and create meaningful customer value. As a Principal Partner Manager, you’ll serve as a senior individual contributor responsible for shaping HubSpot’s most strategic external partnerships. You’ll identify new growth opportunities, define long-term partnership strategies, negotiate complex commercial relationships, and lead cross-functional execution across Product, Engineering, Marketing, Sales, Finance, Legal, and Operations. This role requires equal parts strategic thinking, commercial acumen, product intuition, and exceptional execution. **Team Overview** The Strategic Partnerships team develops high-impact partnerships that accelerate growth, extend HubSpot’s product capabilities, and strengthen our position within the AI-powered customer platform ecosystem. You’ll work across teams and with executive stakeholders to bring innovative partnership opportunities from concept to measurable business impact. ## What You’ll Do - Own executive relationships with a portfolio of HubSpot’s most strategic technology, AI, platform, and distribution partners. - Define multi-year partnership strategies with measurable goals across customer acquisition, product adoption, revenue growth, AI usage, and market positioning. - Evaluate partnership opportunities by balancing customer value, strategic fit, commercial economics, execution complexity, and long-term growth potential. - Structure, negotiate, and execute sophisticated commercial agreements, including multi-million-dollar strategic partnerships. - Build financial models and business cases that clarify investment rationale, incentives, expected returns, and business impact. - Lead cross-functional initiatives involving Product, Engineering, Marketing, Sales, Finance, Legal, Operations, and executive leadership. - Translate partner capabilities into product opportunities, commercial strategies, and scalable execution plans. - Develop innovative partnership models, including AI platform integrations, embedded distribution, jointly developed experiences, and partner-led enterprise deployments. - Establish operating rhythms, success metrics, governance models, and executive reporting that keep strategic initiatives aligned and accountable. - Monitor emerging trends across AI, SaaS, CRM, fintech, and adjacent technology markets to identify opportunities and competitive risks. - Deliver executive-ready recommendations that simplify ambiguity and enable confident decision-making. ## What You’ll Bring ### Required Qualifications - Significant experience leading strategic partnerships, business development, or related functions within SaaS or technology organizations. - Demonstrated success negotiating and executing complex commercial agreements with strategic technology partners. - Experience leading large cross-functional initiatives involving Product, Engineering, Finance, Legal, Marketing, Sales, and Operations. - Proven ability to influence executive stakeholders and shape organizational strategy through data-driven recommendations. - Strong commercial analysis and business case development skills. - Exceptional communication, executive presentation, negotiation, and relationship-building abilities. - Experience using AI tools to improve research, analysis, decision-making, and execution. - Ability to thrive in highly autonomous, fast-moving, and ambiguous environments while maintaining a strong bias toward execution. ### Nice-to-Have Qualifications - Experience working with AI platforms, MarTech, CRM ecosystems, enterprise software, or platform partnerships. - Experience structuring ecosystem, marketplace, embedded distribution, or strategic platform partnerships. - Experience developing executive operating cadences and governance models for complex strat…