Partner Development Manager

Job description

Who We Are

HubSpot is a leading customer relationship management (CRM) platform trusted by scaling companies around the globe. Our marketing, sales, and customer service software is designed to help businesses grow – and grow better.

At HubSpot, our values live in our hearts, not just our hallways. We’re passionate about creating an environment where people can do their best work – wherever they are. While our ANZ office is located in Sydney’s CBD, this role is open to candidates located anywhere in Australia. We’re committed to flexible, hybrid, and remote work options.

💼 About the Role

As a Core Partner Development Manager (PDM), you’ll play a vital role in building and nurturing relationships with marketing agencies, consultants, and systems integrators across Australia and New Zealand.

This strategic role involves:

• Partnering with executive teams to explore market opportunities and drive mutual growth.
• Managing a portfolio of high-potential partners and helping them grow their business through tailored go-to-market strategies.
• Collaborating across HubSpot’s teams to scale partnership programs, co-create initiatives, and share best practices.
• Expanding HubSpot’s partner ecosystem in ANZ with a strong focus on long-term value and shared success.

Whether you’re based in the city, the coast, or the outback, we’re looking for someone who brings a proactive mindset, collaborative spirit, and a passion for partnerships.

🔧 In This Role, You’ll:

• Lead a portfolio of 20–50 high-potential partners and co-develop strategies to exceed shared sales targets.
• Cultivate executive-level relationships to position HubSpot as a trusted partner in your portfolio’s business model.
• Co-create and execute comprehensive partner strategies to grow revenue, expand market presence, and deepen customer impact.
• Introduce and implement scalable initiatives, toolkits, and playbooks that enable partners to thrive.
• Champion HubSpot’s solutions by driving enablement, co-marketing, joint selling, and more.
• Act as a bridge between partners and our internal teams – providing feedback, sharing insights, and driving innovation.
• Be a partner advocate and internal ambassador, ensuring the voice of the partner is heard at every level.

🙌 What We’re Looking For

We know that talent comes in many forms, and we’re committed to building a diverse team. Even if you don’t tick every box below, we’d love to hear from you.

• 5+ years’ experience in partner development, channel sales, business development, or alliances – ideally in tech
• 3+ years’ exposure to technology platforms with a good level of technical proficiency
• Experience in SaaS or cloud-based solutions is a strong plus
• Proven ability to build and scale partnership strategies in cross-functional environments
• Strong relationship-building and communication skills – especially when engaging senior stakeholders
• Self-motivated and resourceful – able to thrive in a fast-paced, ever-evolving environment
• Comfortable navigating ambiguity and translating vision into action
• Deep care for customer success and belief in HubSpot’s mission to help millions grow better

🎁 Why You’ll Love Working at HubSpot

• Generous compensation and stock units
• Work your way – home, office, or hybrid
• World-class onboarding and continuous learning – including USD $5,000 annual education allowance
• Flexible leave – including our Unlimited Time Off policy
• Health and wellbeing – private health insurance allowance and annual fitness reimbursement
• Inclusive leave policies – including 16 weeks for primary caregivers and 6 weeks for secondary caregivers
• A culture rooted in HEART – Humble, Empathetic, Adaptable, Remarkable, and Transparent

🧡 Learn more about our benefits, values, and culture on the HubSpot Careers Page.

We know the confidence gap and impostor syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you.

If you need accommodations or assistance due to a disability, please reach out to us using this form.

At HubSpot, we value both flexibility and connection. Whether you’re a Remote employee or work from the Office, we want you to start your journey here by building strong connections with your team and peers. If you are joining our Engineering team, you will be required to attend a regional HubSpot office for in-person onboarding. If you join our broader Product team, you’ll also attend other in-person events such as your Product Group Summit and other gatherings to continue building on those connections.

If you require an accommodation due to travel limitations or other reasons, please inform your recruiter during the hiring process. We are committed to supporting candidates who may need alternative arrangements

Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Germany Applicants: (m/f/d) - link to HubSpot’s Career Diversity page here.

India Applicants: link to HubSpot India’s equal opportunity policy here.

About HubSpot

HubSpot (NYSE: HUBS) is an AI-powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot’s connected platform enables businesses to grow faster by focusing on what matters most: customers.

At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer-obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow.

We’re building a company where people can do their best work. We focus on brilliant work, not badge swipes. By combining clarity, ownership, and trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too.

Recognized globally for our award-winning culture by Comparably, Glassdoor, Fortune, and more, HubSpot is headquartered in Cambridge, MA, with employees and offices around the world.

Explore more:

• HubSpot Careers
• Life at HubSpot on Instagram

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