About this role
About the Role
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