Lead Data Analyst

HubSpot

4d•$110,900 - $166,400

About The Position

The Lead Data Analyst, Sales Strategy & Operations will serve as a strategic analytical leader for the AMER Upmarket segment. The role owns the analytical lifecycle from problem framing through measurable business impact, influences upmarket decisions, sets measurement strategy for the AMER Upmarket pillar, and partners with senior sales leadership and C-suite stakeholders to support scalable, data-driven growth. The Lead Analyst defines analytical standards, mentors other analysts, and helps ensure the upmarket sales motion is supported by rigorous, scalable intelligence infrastructure. The role leads metric and KPI strategy, frames complex business problems, develops and executes analytical solutions, and communicates findings to senior stakeholders. It also models complex sales scenarios, prioritizes analytical work, improves analytical infrastructure in partnership with Analytics Engineering and BI, and develops standards for AI-assisted analysis. HubSpot describes itself as an AI-powered customer platform headquartered in Cambridge, Massachusetts, with employees and offices around the world. The position emphasizes flexibility and connection; the posting notes that some teams have in-person onboarding or events, depending on the team. HubSpot may use AI to help screen or assess candidates, while hiring decisions remain human.

Requirements

At least 4 years of experience in sales strategy, sales operations, or an equivalent analytical role.
Ability to independently influence VP+ and C-suite stakeholders through compelling, data-driven narratives.
Business analysis expertise, including independently modeling highly complex scenarios and rigorously answering ambiguous strategic questions.
Deep expertise in upmarket or enterprise go-to-market strategy, including experience partnering with senior sales leadership on territory design, capacity planning, coverage models, or sales motion analysis.
Ability to lead the end-to-end analytical lifecycle, from problem framing and hypothesis development through execution, stakeholder communication, and measurable business outcomes.
Expert command of analytical tools such as Looker, Hex, Tableau, and Google Suite.
Track record of setting team-level analytical standards, creating reusable deliverables, and mentoring other analysts.
Ability to lead prioritization discussions and manage complex cross-functional analytical roadmaps with competing stakeholder demands.
AI fluency, including developing advanced AI workflows and analytical prompts using tools such as Claude, Gemini, or ChatGPT.

Nice To Haves

Proficiency in SQL and comfort working with large datasets are preferred.
Upmarket or cross-pillar go-to-market experience is a strong plus.

Responsibilities

Define success metrics, KPIs, and measurement strategy for AMER Upmarket sales initiatives.
Own the analytical problem-solving lifecycle, from framing discussions and scoping solutions to execution and measurable outcomes.
Influence pillar-level strategic decisions by presenting data-driven narratives to VP+ and C-suite stakeholders.
Design analyses that account for cross-pillar dependencies, customer value, long-range impacts, and KPI trade-offs.
Lead prioritization of the AMER Upmarket analytical domain and develop a roadmap aligned with pillar objectives and measurable impact.
Model complex upmarket scenarios, including coverage models, territory design, capacity planning, and go-to-market motion analysis.
Establish analytical best practices, mentor analysts, create reusable and extensible deliverables, and improve the quality of the broader Sales Strategy function.
Identify gaps in analytical infrastructure and lead cross-functional efforts with Analytics Engineering and BI to build scalable, reliable solutions.
Develop advanced AI workflows to improve productivity and establish team standards for AI-assisted analysis, quality, and reproducibility.
Engage relevant stakeholders and contributors across the organization to improve analytical projects across the AMER Upmarket pillar.