POS-31301

Our GTM Enablement team supports over 2,600 sales and customer success professionals who drive revenue and growth at one of the fastest-growing publicly traded companies in the SaaS industry. As a consistent, real-time, and reliable resource, we empower teams to excel in their roles, develop critical skills, and advance Hub Spot's long-term strategy.

We're seeking our first dedicated Enablement Partner for Upmarket Contract Management—a strategic role supporting a global organization of 90+ Contract Managers across Strategic Accounts and high-value customer segments. This role comes at a pivotal moment: Contract Management is transforming from transactional renewal processing to strategic commercial partnership, positioning CMs as consultative experts who drive customer value and business outcomes.

Your mission is to architect and deliver an equitable, high-impact learning experience that accelerates this transformation—enabling Contract Managers globally to master consultative renewal conversations, commercial negotiation, consumption-based selling, and strategic customer engagement.

The Strategic Context

Hub Spot's Contract Management organization operates at the intersection of customer success and revenue operations, managing complex renewals for our highest-value customers across four global regions. As we evolve our renewal motion to include AI-powered capabilities, consumption-based models, and enhanced self-service options, our Contract Managers need to elevate from transactional execution to strategic commercial partnership.

This role will be instrumental in building the learning infrastructure that makes this evolution possible—developing capabilities around value-based negotiation, credit analytics interpretation, consultative selling methodologies, and sophisticated customer engagement strategies.

What You'll Do

Strategic Partnership & Planning

• Partner with global Contract Management leadership to identify, prioritize, and execute enablement initiatives that directly impact business performance and strategic goals

• Translate organizational priorities into comprehensive, globally aligned learning roadmaps that address both immediate skill gaps and long-term capability development

• Serve as a trusted advisor on enablement strategy, offering insights on learning design, change management, and performance improvement

Learning Experience Design & Delivery

• Design and manage the end-to-end learning journey for Contract Managers and their managers, covering:

• Value-based negotiation and commercial acumen

• Consultative customer engagement and call excellence

• Product knowledge and technical fluency

• Credit analytics, consumption models, and ROI demonstration

• Productivity tools, systems, and role-specific workflows

• Create regionally relevant, segment-appropriate content that respects local market dynamics while maintaining global consistency

• Utilize diverse learning formats—live training, asynchronous modules, job aids, coaching frameworks, and peer learning experiences

Cross-Functional Collaboration

• Collaborate with Program Managers, fellow Enablement Partners, Instructional Designers, and subject matter experts to deliver inclusive, effective learning experiences

• Partner with Operations, Product, and Customer Success teams to ensure enablement aligns with system changes, process updates, and strategic initiatives

• Build and maintain a network of internal SMEs to enhance program effectiveness and ensure content accuracy

Data-Driven Optimization

• Establish metrics and analytics frameworks to measure enablement impact on performance, productivity, and business outcomes

• Conduct needs assessments and gap analyses with Contract Managers and leaders across regions to inform program priorities

• Leverage qualitative and quantitative insights to continuously improve learning experiences and demonstrate ROI

Executive Communication & Influence

• Present enablement strategy, progress updates, and impact analysis during quarterly business reviews and leadership forums

• Develop and communicate project plans that clearly articulate objectives, timelines, stakeholder responsibilities, and success criteria

• Build credibility and gain buy-in for enablement initiatives through data-backed recommendations and stakeholder-specific messaging

Required Experience & Skills

• 4+ years in Contract Management, Customer Success, or Sales roles—you understand the work firsthand and can design enablement that resonates with practitioners

• Business & industry acumen: Strong understanding of SaaS business models, customer industries, and commercial dynamics that affect renewal negotiations

• Product understanding: Comfort with Hub Spot's product ecosystem and value proposition—you don't need to be a technical expert, but should be able to help CMs understand how product capabilities connect to customer value and commercial strategy

• Enablement experience (preferred but not required): Background in learning & development, training design, or enablement roles is a plus

Core Competencies

• Adaptability & comfort with ambiguity: You thrive in fast-changing environments, building the plane while flying it when necessary

• Stakeholder management excellence: You skillfully manage diverse stakeholders, set clear expectations, and maintain strong relationships across project lifecycles

• Strategic thinking: You can zoom out to understand organizational needs and translate them into coherent, actionable enablement strategies

• Influential communication: You gain buy-in through compelling storytelling, public speaking, and strategic influence—not positional authority

• Process improvement mindset: You're naturally curious about how things work and continuously look for opportunities to drive operational excellence

• Data-driven decision making: You use analytics to guide planning, measure success, and advocate for business changes with confidence

• Self-direction & initiative: You proactively identify opportunities, drive projects forward with minimal supervision, and take ownership of outcomes

• Global perspective: You can effectively navigate time zones, cultural nuances, and regional differences while creating cohesive global programs

Why This Role Matters

This is Hub Spot's first dedicated enablement resource for Upmarket Contract Management—you'll have the opportunity to build the function from the ground up, establishing frameworks and standards that will scale as the organization grows. You'll directly influence how Contract Managers develop their capabilities, advance their careers, and contribute to Hub Spot's revenue success.

Your work will help shape the future of customer renewals at Hub Spot, ensuring our teams have the skills, knowledge, and confidence to deliver exceptional customer experiences while driving business performance. This role offers a unique blend of strategic impact, creative problem-solving, and direct connection to business outcomes.

Pay & Benefits

The cash compensation below includes base salary, on-target commission for employees in eligible roles, and annual bonus targets under Hub Spot’s bonus plan for eligible roles. In addition to cash compensation, some roles are eligible to participate in Hub Spot’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 Hub Spot’s compensation philosophy.

Benefits are also an important piece of your total compensation package. Explore the benefits and perks Hub Spot offers to help employees grow better.

At Hub Spot, 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:$118,500—$189,600 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 Hub Spot, 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 Hub Spot 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 Hub Spot's Career Diversity page here.

India Applicants: link to Hub Spot India's equal opportunity policy here.

About Hub Spot

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

At Hub Spot, 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, Hub Spot is headquartered in Cambridge, MA, with employees and offices around the world.

Explore more:

• Hub Spot Careers

• Life at Hub Spot on Instagram

Hub Spot may use AI to help screen or assess candidates, but all hiring decisions are always human. More information can be found here. By submitting your application, you agree that Hub Spot may collect your personal data for recruiting, global organization planning, and related purposes. We may use CLEAR ID Verification during the hiring process to confirm your identity and help maintain a safe, secure, and trusted experience for all candidates. Refer to Hub Spot's Recruiting Privacy Notice for details on data processing and your rights.