Principal Software Engineer - Prospecting Agent

HubSpot • Cambridge, MA

23h

About The Position

About the Team The Prospecting Agent team is reimagining how B2B SMB and mid-market sales teams generate pipeline. Today’s outbound motion is inefficient and outdated: reps spend too much time researching, stitching together tools, and guessing who to contact next. Most products optimize for outreach execution, not for smart sourcing, prioritization, and trust . This team is building an end-to-end, signal-driven prospecting system aligned with how modern B2B buying actually works: account-led, buying-group-aware, and trust-first. The goal is to combine human judgment with automation to help sales teams generate predictable, high-quality pipeline—without burning their brand or their reps. About the Role We’re looking for a Principal Software Engineer to be a technical anchor for Prospecting Agent. This is a deeply hands-on role for a builder who thrives in ambiguous, product-shaping environments. As a Principal Engineer on this team, you will help define how data, AI, and workflows come together to power intelligent prospecting at scale. You won’t just execute on a roadmap—you’ll help create it, turning fuzzy problems like “who should I contact next and with what message?” into reliable, explainable, production-grade systems used by millions of sellers.

Requirements

• Proven experience building and evolving distributed systems at scale, where data quality, latency, and explainability matter.
• Strong architectural instincts and comfort working across data pipelines, APIs, and user-facing workflows.
• Experience applying ML or GenAI in real products, with a healthy skepticism for “magic” and a bias toward trust and control.
• Strong architectural instincts with a bias toward simplicity, consistency, and well-defined boundaries.
• A product mindset: you care deeply about helping sales teams do better work, not just building clever systems.

Responsibilities

• Architect signal-driven prospecting systems: Define how intent signals, firmographics, behavioral data, and CRM context combine into actionable prioritization and recommendations.
• Hands-on, high-leverage builder: Write production code, lead complex initiatives end-to-end, and take systems from prototype to scale.
• AI + systems thinking: Shape how ML and GenAI models integrate into deterministic workflows, balancing automation with transparency and user trust.
• Product-shaping technical leadership: Influence what the product should be, not just how it’s built—partnering closely with Product to define surfaces, workflows, and tradeoffs.
• Platform and extensibility mindset: Design systems that work across accounts, buying groups, and regions while remaining extensible and evolvable.
• Cross-team influence: Work horizontally across CRM, data, AI, and GTM teams to align patterns and avoid local optimizations.
• Raise the technical bar: Mentor senior engineers, guide architectural reviews, and turn incidents and failures into better system design.

What This Job Offers

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