Lead Program Manager, Pricing Operations

HubSpot

About The Position

At HubSpot, pricing is how we create value for customers while building a sustainable, growing business. Our monetization philosophy is simple: solve for the customer first, scale price with the value customers get, and keep pricing intuitive and transparent. We are looking for a Lead Program Manager to partner with HubSpot’s Pricing Strategy team and Fintech product line to transform how HubSpot makes and operationalizes strategic pricing decisions that impact more than 200,000 customers worldwide. This role offers strategic impact at scale: every decision you shepherd directly shapes customer experience and revenue outcomes. You will work with cross-functional senior leaders across Pricing Strategy, Product, Finance, and GTM under a VP-sponsored mandate to reimagine our pricing operations. This role reports into the Technical Program Management (TPM) team, giving you a unique vantage point to bridge pricing strategy with the Fintech systems that bring those strategies to life. You will also be embedded in the Pricing Strategy Team’s operating system, providing both strategic and technical lenses to operationalizing HubSpot’s pricing and business models. You will focus on strategic operational transformation, stakeholder alignment, and ensuring that pricing decisions translate into measurable business impact. You'll be the owner of our pricing governance framework, designing systems that scale with our growth while maintaining the agility to respond to market dynamics. This opportunity is ideal for someone who can think strategically across the largest cross-functional projects at the company, thrives in complexity, builds alignment across stakeholders, and designs governance systems that both scale with growth and adapt quickly to market change.

Requirements

Proven experience in program management, pricing strategy, revenue operations, or product operations, ideally within SaaS or usage-based business models
Background partnering with Finance, Sales Operations, Deal Desk, Revenue Operations, and technical teams to align business decisions with execution
Strong leadership presence with the ability to influence without authority, build consensus across senior stakeholders, and bring structure and clarity to ambiguous, cross-functional environments.
Systems thinking that connects pricing decisions to downstream impacts across people, process, and technology
Excellence in strategic communication, translating complexity into clear insights for executives and diverse stakeholders
Data fluency and a customer-first mindset, using evidence-based recommendations to ensure pricing decisions deliver customer and business value

Responsibilities

Transform and own Pricing Governance
Scale the pricing governance framework from proposal intake through implementation, balancing rigor with speed
Lead Pricing Committee operations by setting strategic agendas, facilitating critical decisions, and ensuring organizational alignment on pricing philosophy
Partner with Pricing leadership to shape executive conversations at the Pricing Governance Board (C-Suite), influencing decisions that impact company strategy
Build transparency mechanisms that connect pricing decisions to business outcomes, creating visibility from C-suite to individual contributors
Drive Strategic Execution
Own the operating model that links pricing strategy to execution across Fintech, Finance, Product, and GTM teams
Ensure accountability by defining ownership, setting measurable outcomes, and tracking value delivered
Guide the prioritization and sequencing of pricing initiatives, ensuring they align with company-wide priorities and are integrated into HubSpot’s corporate planning processes.
Build and own processes and workflows to increase efficiency and alignment across our pricing operations.
Embed Pricing Strategy Across HubSpot
Capture execution insights from product and engineering to continuously refine pricing strategy
Build enablement programs and communications that help product and GTM teams understand the “why” behind our pricing philosophy
Champion customer value in every pricing discussion, balancing growth objectives with customer success
Lead Through Influence
Navigate organizational dynamics to accelerate decision velocity and alignment
Model operational excellence that raises the bar for program management across HubSpot