Senior Product Manager, Fintech Channel Sales

HubSpot

About The Position

As a Senior Product Manager on HubSpot’s Fintech Channel Sales team, you will play a critical role in building the scalable infrastructure that enables HubSpot to grow through external sales channels, including AWS Marketplace, resellers, partners, and emerging ecosystems. This channel-driven motion is central to HubSpot’s strategy to unlock non-linear revenue growth, diversify where we sell, and meet customers where they already transact. This is a highly cross-functional, platform-oriented role operating at the intersection of billing, quoting, marketplace integrations, financial operations, and partner enablement. You’ll own major product initiatives that position HubSpot to expand globally, accelerate channel-driven revenue, and reduce operational friction for internal teams and external partners. You’ll work in a dedicated triad with Engineering and UX, supported by cross-functional stakeholders across Strategic Partnerships, Finance, Partners/Flywheel, Legal and Accounting. In this role you’ll get to: Build AWS Marketplace as a scalable revenue channel Lead initiatives that expand HubSpot’s ability to sell, renew, upgrade, and migrate customers through AWS Marketplace. Drive support for globalized AWS MP sales, additional use cases, and customer lifecycle management within the marketplace. Implement integrations like the AWS Metering API to support usage-based billing and improve accounting workflows. Enable scalable reseller and external quoting motions Deliver an MVP external quoting experience with clear guardrails (e.g., no discounting or approvals). Develop frameworks for modular, channel-friendly pricing and quoting structures. Reduce manual work for Sales, Partners, and internal operational teams by building tools aligned to channel needs. Modernize channel billing & financial operations Build portfolio dashboards and external billing views that provide partners and internal teams with real-time visibility. Support the shift from manual reconciliation to automated invoice object generation. Improve billing flexibility and pricing models for channel ecosystems. Modularize Fintech infrastructure for long-term scale Lead the creation of reusable Fintech components e.g. billing, quoting, pricing, financial reporting, and more, that can be adopted across HubSpot’s platform. Define criteria for which capabilities remain owned within Fintech Channel Sales vs. transition to domain teams. What success would look like: AWS Marketplace becomes a reliable, scalable, and globally supported revenue channel. Partners and resellers gain a unified external quoting and billing experience with significantly reduced operational overhead. Internal financial and revenue operations enjoy increased automation, transparency, and consistency across workflows. Fintech infrastructure becomes modular and extensible, accelerating development for multiple product teams. HubSpot unlocks new revenue through improved channel capabilities.

Requirements

Deep understanding of strategic partnerships and what drives them
Strong understanding of how channel partners, marketplaces, and resellers evaluate opportunities, build business cases, and shape go-to-market motions.
Ability to design products and workflows that align with partner incentives, including revenue share models, co-selling motions, compliance requirements, contract structures, procurement processes, and ease of doing business.
Experience collaborating directly with strategic partner teams to identify mutual value, remove operational friction, and create durable long-term channel growth.
Insight into what partners need to effectively onboard, quote, bill, and support customers, especially in high-scale or regulated environments.
Strategic, systems-level product thinking
Experience building complex, cross-functional platforms, ideally spanning CPQ systems, billing ecosystems, or multi-channel sales infrastructure.
Ability to simplify complex technical domains, create clarity, and translate ambiguity into actionable roadmaps.
Deep cross-functional leadership skills
Proven ability to influence without authority and align Engineering, Sales, RevOps, Legal, Finance, Partners, UX, and other stakeholders around a shared strategy.
Experience owning workflows or products that serve both internal and external customers.
Strong execution and communication skills
Ability to drive alignment, set clear goals, articulate product direction, and motivate cross-functional teams.
Excellent communication, stakeholder management, and problem-solving skills.

Nice To Haves

Expertise in fintech, integrations, or large-scale systems
Familiarity with billing systems, quoting platforms, channel ecosystems, usage-based billing, or marketplace integrations is highly desirable.
Comfort navigating highly technical domains and complex financial or operational dependencies.

Responsibilities

Build AWS Marketplace as a scalable revenue channel
Lead initiatives that expand HubSpot’s ability to sell, renew, upgrade, and migrate customers through AWS Marketplace.
Drive support for globalized AWS MP sales, additional use cases, and customer lifecycle management within the marketplace.
Implement integrations like the AWS Metering API to support usage-based billing and improve accounting workflows.
Enable scalable reseller and external quoting motions
Deliver an MVP external quoting experience with clear guardrails (e.g., no discounting or approvals).
Develop frameworks for modular, channel-friendly pricing and quoting structures.
Reduce manual work for Sales, Partners, and internal operational teams by building tools aligned to channel needs.
Modernize channel billing & financial operations
Build portfolio dashboards and external billing views that provide partners and internal teams with real-time visibility.
Support the shift from manual reconciliation to automated invoice object generation.
Improve billing flexibility and pricing models for channel ecosystems.
Modularize Fintech infrastructure for long-term scale
Lead the creation of reusable Fintech components e.g. billing, quoting, pricing, financial reporting, and more, that can be adopted across HubSpot’s platform.
Define criteria for which capabilities remain owned within Fintech Channel Sales vs. transition to domain teams.