Senior Partner Specialist
Job description
Role Summary
Our mission at HubSpot is to help millions of organizations grow better. In this role, you’ll play a critical part in building and scaling HubSpot’s partner ecosystem across ANZ—identifying, recruiting, and growing high-impact partners who drive long-term customer and business value.
You’ll own the full partner lifecycle—from sourcing and closing to onboarding, activation, and early growth—ensuring partners are set up to succeed from day one. You’ll combine commercial acumen with strategic thinking to assess partner fit, build compelling business cases, and create a clear path to sustained growth.
You’ll collaborate closely with Partner Development Managers, Sales, and cross-functional teams to ensure a seamless transition from recruitment to revenue generation.
What You’ll Do
- Build and manage a high-quality partner pipeline through outbound prospecting, inbound follow-up, and targeted account sourcing
- Identify, recruit, and close partners aligned to HubSpot’s ecosystem, including agencies, consultancies, and systems integrators
- Assess partner fit by analysing business models, growth strategy, service capabilities, and go-to-market approach
- Develop and present compelling business cases that demonstrate long-term revenue and growth potential with HubSpot
- Lead partners through a structured acquisition process, including discovery, stakeholder alignment, negotiation, and close
- Enable successful onboarding by setting clear expectations and supporting early momentum toward activation
- Drive partner activation by supporting first deals, sourced MRR, and repeatable sales behaviours
- Collaborate cross-functionally to ensure continuity from recruitment through onboarding and early-stage growth
What You’ll Bring
Required Qualifications
- 3+ years of quota-carrying SaaS sales experience with a consistent track record of exceeding targets
- Experience in partner, channel, or strategic sales with exposure to multi-stakeholder deal cycles
- Ability to assess business viability, including partner models, service offerings, and long-term growth potential
- Strong prospecting skills with experience building pipeline from scratch
- Commercial acumen and ability to build value-driven business cases
- Excellent communication skills with experience engaging senior stakeholders, including business owners and executives
- Ability to manage pipeline, forecasting, and CRM hygiene with strong operational discipline
Nice-to-Have Qualifications
- Experience working within partner ecosystems or SaaS marketplaces
- Familiarity with marketing, sales, or customer success solutions
- Experience supporting onboarding or early-stage partner/customer activation
- Understanding of ANZ market dynamics and partner landscape
What are the benefits?
- Flexible work environment with options for remote, in-office, or hybrid work setups
- World class new hire training and onboarding
- Education allowance up to USD$5,000 per annum
- Flexible Time Off Policy
- Healthcare and fitness reimbursements
- Mental health and wellbeing support through Modern Health + Family support resources
- Primary Caregiver Leave (16 weeks) and Secondary Caregiver Leave (6 weeks)
- Opportunity to collaborate with a diverse team aligned with HubSpot’s Culture Commits
Check out the HubSpot Website to see all our wonderful Benefits
HubSpot culture is driven by a shared passion for our mission and metrics. It is a culture of amazing, growth-minded people whose values include using good judgment and solving for the customer. Employees who work at HubSpot have HEART: Humble, Empathetic, Adaptable, Remarkable, Transparent.
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.
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