Manager, Partner Development
Manager, Partner Development
Our mission at HubSpot is to help millions of organizations grow better. As a Manager, Partner Development (AMER), you’ll lead and scale a team of Partner Development Managers (PDMs) who drive partner-sourced growth across our Core partner ecosystem. You’ll be accountable for team performance against partner revenue and retention goals, while building the coaching, operating cadence, and cross-functional alignment needed for sustainable success. This is a people-leader role with significant impact on HubSpot’s go-to-market execution and partner experience across North America.
What You’ll Do
- Lead, hire, onboard, coach, and develop a high-performing team of up to 6 target-carrying Partner Development Managers.
- Own team performance against partner-sourced revenue, partner net revenue retention (NRR), and pipeline goals, including forecast accuracy and pipeline hygiene.
- Run effective operating rhythms including 1:1s, deal coaching, pipeline reviews, and competency-based development plans that improve partner-led conversion and sales effectiveness.
- Design and execute scalable partner go-to-market plays in collaboration with Partner Programs & Product, Partner Marketing, Pre-Sales, Sales, and Sales Operations.
- Translate partner program requirements into repeatable processes, enablement materials, and reporting that drive consistent execution across partners and sellers.
- Support executive-level partner engagement and lead partner or internal escalations through resolution.
- Analyze performance data and dashboards to identify trends, diagnose gaps, and coach behavior changes that materially improve partner productivity.
- Lead or contribute to org-level initiatives that strengthen Partner Development foundations, such as playbooks, onboarding, reporting frameworks, or tooling improvements.
Qualifications
- 5+ years of experience leading and coaching sales or partner-facing teams, including hiring, performance management, and development.
- Proven experience driving partner-sourced revenue and retention, or direct sales experience selling with and through partners.
- Experience working in a SaaS or platform business with a partner-led go-to-market motion.
- Strong coaching and people-development skills, with the ability to observe, assess, and improve seller behaviors and outcomes.
- Demonstrated analytical ability to interpret KPIs, identify performance drivers, and translate insights into coaching plans and operational improvements.
- Experience partnering cross-functionally to align go-to-market execution and drive adoption of shared initiatives.
- Comfort leading through change, including implementing new processes and driving adoption across teams.
- High emotional intelligence (EQ), strong communication skills, and a growth mindset.
- Experience in go-to-market planning or partner GTM design.
- Familiarity with CRM or platform sales motions.
- Experience scaling partner programs or working closely with partner enablement teams.
Where You’ll Work
- Location: North America (United States)
- Work model: Remote
- Travel: Occasional travel for partner or internal meetings (20%)
Pay & Benefits
The cash compensation below includes base salary, on-target commission for employees in eligible roles, and annual bonus targets under HubSpot’s bonus plan for eligible roles. In addition to cash compensation, some roles are eligible to participate in HubSpot’s equity plan to receive restricted stock units (RSUs). Some roles may also be eligible for overtime pay. Individual compensation packages are tailored to your skills, experience, qualifications, and other job-related reasons.
This resource will help guide how we recommend thinking about the range you see. Learn more about HubSpot’s compensation philosophy.
Benefits are also an important piece of your total compensation package. Explore the benefits and perks HubSpot offers to help employees grow better.
At HubSpot, fair compensation practices aren’t just about checking off the box for legal compliance. It’s about living out our value of transparency with our employees, candidates, and community.
Annual Cash Compensation Range:
$210,000-$315,000 USD
We know the confidence gap and impostor syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you.
If you need accommodations or assistance due to a disability, please reach out to us using this form.
At HubSpot, we value both flexibility and connection. Whether you’re a Remote employee or work from the Office, we want you to start your journey here by building strong connections with your team and peers. 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.
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.
About HubSpot
HubSpot (NYSE: HUBS) is an AI-powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot's connected platform enables businesses to grow faster by focusing on what matters most: customers.
At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer-obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow.
We’re building a company where people can do their best work. We focus on brilliant work, not badge swipes. By combining clarity, ownership, and trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too.
Recognized globally for our award-winning culture by Comparably, Glassdoor, Fortune, and more, HubSpot is headquartered in Cambridge, MA, with employees and offices around the world.
Explore more:
HubSpot may use AI to help screen or assess candidates, but all hiring decisions are always human. More information can be found here. By submitting your application, you agree that HubSpot may collect your personal data for recruiting, global organization planning, and related purposes. Refer to HubSpot's Recruiting Privacy Notice for details on data processing and your rights.