About The Position
The Salesforce Competitive Expert is a senior, customer-facing specialist who owns HubSpot’s competitive strategy against Salesforce in our most complex, upmarket CRM evaluations and rip-and-replace motions. You’ll operate as a highly autonomous, intrapreneurial leader within PreSales, managing your own book of strategic deals while building the playbooks, assets, and enablement that help HubSpot systematically win more Salesforce competes and drive NNARR.
Requirements
- Deep Salesforce expertise (must-have): Extensive, hands-on Salesforce experience (e.g., Admin / Sales Cloud configuration, implementation, or architecture) with certified-level depth and the ability to “speak admin to admin.”
- HubSpot & operator credibility: Strong HubSpot CRM fluency plus real-world operator experience using HubSpot to drive business outcomes, enabling you to translate between both ecosystems with empathy and authority.
- Autonomy & business ownership: Proven track record of working independently, managing your own portfolio of complex deals, and building new processes/playbooks from scratch in ambiguous, high-stakes environments.
- Competitive, strategic mindset: You think several moves ahead, love deconstructing competitor strategies, and can reframe “Salesforce as the safe choice” into a compelling case for HubSpot through narrative, TCO, and technical validation.
- Executive presence & communication: Comfort engaging technical stakeholders and C‑level executives, simplifying complex concepts, and driving clear, confident decisions in the room.
- Innovative, system-builder orientation: You’re passionate about helping HubSpot win upmarket and naturally turn one-off deal work into reusable assets, frameworks, and enablement that scale across regions and specialties.
Responsibilities
- Act as the lead Salesforce competitive expert on qualified strategic deals—joining discovery, technical validation, and executive meetings to de-risk decisions and secure tech wins against Salesforce.
- Own and continuously evolve the Salesforce Competitive Playbook, codifying winning narratives, talk tracks, demo strategies, and “assertive selling” motions for Salesforce rip-and-replace and net-new CRM evaluations.
- Partner with Account Executives, core SEs, and implementation partners to design solution blueprints, migration paths, and TCO/ROI cases that build unshakable confidence in choosing HubSpot over Salesforce.
- Deliver scalable enablement for Sales, PreSales, and partners (training, battlecards, assets) that elevates our collective ability to compete and increases win rates on Salesforce deals.
- Serve as the central feedback loop from the field to Competitive Intelligence, Product, and Marketing, surfacing patterns from wins/losses and informing roadmap and GTM strategy.
- Proactively analyze pipelines to prioritize high-impact opportunities, manage your own bandwidth, and protect capacity in line with Expert Program guardrails.
Benefits
- Annual Cash Compensation Range: $160,000—$256,000 USD
- Equity plan to receive restricted stock units (RSUs)
- Overtime pay
- Benefits and perks
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What This Job Offers
Job Type
Full-time
Career Level
Senior
Education Level
No Education Listed
Number of Employees
1,001-5,000 employees
