Manager, Partner Development

HubSpot • Cambridge, MA

6h • $210,000 - $315,000 • Remote

About The Position

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.

Requirements

• 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.

Nice To Haves

• 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.

Responsibilities

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed