HubSpot

Compensation

Full Description

The HubSpot Go-to-Market Enablement team is looking for an experienced Sr. Manager to lead our Global Programs team. In this role, you will lead a team of six Program Managers who are responsible for critical enablement initiatives including sales methodology optimization, sales play development and implementation, new hire onboarding, and manager enablement across our Sales and Customer Success organizations. As the Sr. Manager of GTM Enablement Global Programs, you will be responsible for building and leading a best-in-class program management function that drives measurable sales excellence. You will establish the operating model, processes, and standards that enable your team to deliver high-impact enablement programs while developing your Program Managers to reach their full potential. In this role, you will partner closely with Sales and CS Directors and VP-level leadership to understand business priorities, translate strategic objectives into enablement solutions, and ensure your team's programs directly impact revenue outcomes. You will be both a strategic leader and a hands-on coach, getting in the weeds with your Program Managers to ensure program quality and team development. We are looking for a seasoned enablement leader with deep sales expertise, proven people management capabilities, strong sales methodology knowledge, and the ability to drive operational excellence across a complex global organization. In this role, you'll get to: Lead and develop a team of six Program Managers, providing coaching, mentorship, and hands-on support to help them deliver exceptional enablement programs and grow in their careers. Establish and optimize a best-in-class program management operating model, including processes, frameworks, governance structures, and success metrics that enable scalable, high-quality program delivery. Partner with Sales and CS Directors and VP-level leadership to understand business priorities, identify enablement needs, align on program strategies, and ensure enablement initiatives drive measurable revenue impact. Provide strategic direction and oversight for critical enablement programs including sales methodology optimization, sales play development and implementation, new hire onboarding, and manager enablement across the GTM organization. Drive sales excellence by ensuring enablement programs are grounded in sales best practices, methodology frameworks, and a deep understanding of what drives seller success in complex B2B environments. Build team capability and capacity by establishing clear expectations, providing ongoing feedback and development opportunities, and creating a culture of continuous improvement and accountability. Establish KPIs and measurement frameworks for the team's programs, tracking effectiveness through metrics such as program adoption, GTM team performance, sales velocity, win rates, revenue impact, and operational efficiency. Manage cross-functional relationships across product, product marketing, sales operations, and other enablement functions to ensure alignment, remove barriers, and secure resources needed for program success. Drive operational excellence by implementing best practices in project management, stakeholder communication, risk mitigation, and program governance across your team. Foster innovation and continuous improvement, staying current on enablement trends, sales methodologies, and emerging technologies (particularly AI) to ensure HubSpot's enablement programs remain cutting-edge. Represent the Global Programs team in leadership forums, consistently communicating program outcomes, business impact, team performance, and strategic recommendations to senior leadership. We are looking for people who have: 5+ years of experience in GTM enablement (Sales or Customer Success), preferably within a SaaS or technology organization 2+ years of people management experience, with proven ability to lead, develop, and coach enablement professionals to high performance Deep sales expertise and methodology knowledge, including experience with sales methodology frameworks (e.g., MEDDIC, Challenger, SPIN, MEDDICC) and proven ability to drive sales effectiveness Prior GTM experience in Sales or Customer Success roles with deep understanding of what drives success in complex B2B selling environments Strong strategic thinking and business acumen, with ability to translate business objectives into enablement strategies and measure impact on revenue outcomes Exceptional stakeholder management skills, with demonstrated ability to influence and partner effectively with Sales and CS Directors, VP-level leadership, and cross-functional teams Proven track record developing and leading high-performing teams, with demonstrated ability to elevate team members through coaching, setting clear expectations, and driving accountability for results AI fluency and proficiency using AI tools (e.g., Claude, ChatGPT, Gemini) to work more efficiently and effectively, and ability to champion AI adoption across your team Outstanding communication and executive presence, with ability to present complex information clearly to senior leadership and drive alignment across diverse stakeholders Strong operational mindset, with experience establishing processes, frameworks, and governance structures that enable scalable program delivery Hands-on leadership style with willingness to get in the details and provide tactical support to your team while maintaining strategic oversight Comfort navigating ambiguity and driving change in fast-paced, dynamic environments while maintaining team morale and momentum Preferred Qualifications: Experience building or optimizing program management operating models, centers of excellence, or enablement functions Background leading enablement for emerging technologies, complex product launches, or transformational change initiatives Experience working in high-growth SaaS companies or scaling enablement functions through rapid growth Demonstrated success developing and implementing sales play frameworks that drive measurable revenue impact Familiarity with enablement platforms, learning management systems, and project management tools (Asana preferred) Experience managing geographically distributed or global teams Pay & Benefits The cash compensation below includes base salary, on-target commission for employees in eligible roles, and annual bonus targets under HubSpot’s bonus plan for eligible roles. In addition to cash compensation, some roles are eligible to participate in HubSpot’s equity plan to receive restricted stock units (RSUs). Some roles may also be eligible for overtime pay. Individual compensation packages are tailored to your skills, experience, qualifications, and other job-related reasons. This resource will help guide how we recommend thinking about the range you see. Learn more about HubSpot’s compensation philosophy. Benefits are also an important piece of your total compensation package. Explore the benefits and perks HubSpot offers to help employees grow better. At HubSpot, fair compensation practices aren’t just about checking off the box for legal compliance. It’s about living out our value of transparency with our employees, candidates, and community. Annual Cash Compensation Range: $154,000—$246,000 USD 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 By submitting your application, you agree that HubSpot may collect your personal data for recruiting, global organization planning, and related purposes. Refer to HubSpot's Recruiting Privacy Notice for details on data processing and your rights.