Lead PDM UKI, Core

Core partner development manager, UKI 

Why this role matters now

HubSpot is moving from selling hubs to selling seats with credits. Customers get the whole platform from day one, and what they pay increasingly depends on how much they use it. That changes what a partner is for. Under the old model, value meant a configured product, and a partner’s work often ended at go-live. Now value means an outcome that is activated and kept working, because credits only get used when someone keeps workflows, agents and data running.

For partners, this is a chance to earn more. Continuous activation and optimisation, sold as a sequence of outcomes, is worth far more than a one-off implementation. Each follow-on outcome is also a chance to source more consumption for HubSpot.

You are how this reaches partners. Many of them feel unsure who they are in the new model. You will help them see where they fit, shape repeatable outcome offers and retainers, and get ready to step in at any point in a customer’s journey, including when our customer success teams spot an unmet outcome. We want partners to get excited about this and build with us. You’ll also carry what you hear on the ground back to the teams shaping our programme, tooling and enablement.

What you’ll do

• Manage a book of partners, and drive partner-sourced revenue and retention across it.
• Build mutual action plans with each partner, tying their priorities and growth goals to ours.
• Coach partners to build their own sourcing plans, from sales hires and BDRs to marketing, and to sharpen how they sell HubSpot.
• Help partners move from implementation to activation and optimisation, including packaging repeatable outcome offers and retainers.
• Work deals alongside HubSpot sales reps, bring partners in where they add most value, and solve escalations with Sales and Customer Success.
• Run a steady operating rhythm: MAP check-ins, KPI reviews, accurate forecasting, early risk flags and ownership of business reviews.
• Use AI in your day-to-day work, from partner planning and outreach to reporting, and help partners do the same.
• Be the voice of the partner inside HubSpot, and report feedback that improves the partner and customer experience.
• Adapt quickly as our programme, products and playbooks change.

What we’re looking for

• Experience in sales, partner channel development, business development or alliance management in technology, ideally SaaS.
• Strong fluency in CRM and software platforms, and a clear understanding of how agencies and consultancies make money, from services and retainers to pricing and margin.
• A coaching mindset. You enjoy teaching others and can lift the sales and delivery capability of a partner team.
• Credibility with senior decision-makers at partners, and with sales reps who need to trust you in a live deal.
• Comfort with data and forecasting, and the discipline to follow through on commitments.
• Curiosity about AI and a habit of testing new ways of working.
• Ease with change. You can take an ambiguous problem, make sense of it and propose a path forward.
• A real interest in customers and in HubSpot’s mission of helping millions of organisations grow better.