Sr. Manager, Sales Strategy & Ops

Senior Manager of Demo Strategy

As the Senior Manager of Demo Strategy, you will be responsible for setting and executing against a vision for the future of demoing at HubSpot. In this capacity, you’ll lead a cross-functional team to build a demo strategy and environment that enables sales to effectively meet buyers where they are through a range of self-serve and assisted approaches. As a member of HubSpot’s Guided Selling team, you will be playing a large role in making Deal management more efficient and effective for our sellers.

What you’ll do:

• Act as the DRI for Demo Strategy at HubSpot. You will set the vision, execute against it, and drive results.
• Create a comprehensive multi-year demo strategy. Provide segment, role, regional, and use-case-specific guidance for what and how to demo effectively.
• Work with the Product team to develop a purpose-built demo environment. Balance access, features, content, governance, and personalization.
• Manage the creation of consistent & reliable demo content. Provide sellers with clean and curated, out-of-the-box, use-case, and industry-specific content.
• Oversee the development of simulated data solutions and self-serve demos. Meet buyers where they are across the spectrum of complexity of needs.
• Partner closely with Product Marketing, Enablement and Partner teams. Ensure demos address the most impactful customer opportunities and are relevant for all sellers.
• Build and lead a world-class team. Lead, develop, and nurture top-tier analysts. 

Who you are:

• 7+ years in Pre-Sales or Demo Strategy roles, preferably with 5+ years in B2B SaaS.
• Experience developing or maintaining a successful Demo environment at a SaaS company.
• Strong ability to collaborate and influence up, down, and across the business. This means influencing without authority, building alliances, and bringing a sense of calm to complex and time-sensitive situations.
• Clear thinker and compelling communicator – both verbal and written. 
• Comfortable pivoting from high-level strategy to granular execution; one minute, you might be presenting to the entire executive staff; the next, you’re writing FAQs for a new sales initiative; the next, you’re deep in an Excel workbook tracing through formulas to understand a key insight better. 
• Ability to operate independently with minimal supervision (i.e., self-starter). 
• Proven leadership capabilities, with experience leading through influence, as well as managing and developing high-performing teams.
• Sense of humor, team-oriented, and quick to help a colleague. 

Cash compensation range: 154000-246000 USD Annually

This resource will help guide how we recommend thinking about the range you see. Learn more about HubSpot’s compensation philosophy.

The cash compensation above 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 based on a few different factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons.

We know that benefits are also an important piece of your total compensation package. To learn more about what’s included in total compensation, check out some of the benefits and perks HubSpot offers to help employees grow better.

At HubSpot, fair compensation practices isn’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.

 Senior Manager of Demo Strategy

As the Senior Manager of Demo Strategy, you will be responsible for setting and executing against a vision for the future of demoing at HubSpot. In this capacity, you’ll lead a cross-functional team to build a demo strategy and environment that enables sales to effectively meet buyers where they are through a range of self-serve and assisted approaches. As a member of HubSpot’s Guided Selling team, you will be playing a large role in making Deal management more efficient and effective for our sellers.

What you’ll do:

• Act as the DRI for Demo Strategy at HubSpot. You will set the vision, execute against it, and drive results.
• Create a comprehensive multi-year demo strategy. Provide segment, role, regional, and use-case-specific guidance for what and how to demo effectively.
• Work with the Product team to develop a purpose-built demo environment. Balance access, features, content, governance, and personalization.
• Manage the creation of consistent & reliable demo content. Provide sellers with clean and curated, out-of-the-box, use-case, and industry-specific content.
• Oversee the development of simulated data solutions and self-serve demos. Meet buyers where they are across the spectrum of complexity of needs.
• Partner closely with Product Marketing, Enablement and Partner teams. Ensure demos address the most impactful customer opportunities and are relevant for all sellers.
• Build and lead a world-class team. Lead, develop, and nurture top-tier analysts. 

Who you are:

• 7+ years in Pre-Sales or Demo Strategy roles, preferably with 5+ years in B2B SaaS.
• Experience developing or maintaining a successful Demo environment at a SaaS company.
• Strong ability to collaborate and influence up, down, and across the business. This means influencing without authority, building alliances, and bringing a sense of calm to complex and time-sensitive situations.
• Clear thinker and compelling communicator – both verbal and written. 
• Comfortable pivoting from high-level strategy to granular execution; one minute, you might be presenting to the entire executive staff; the next, you’re writing FAQs for a new sales initiative; the next, you’re deep in an Excel workbook tracing through formulas to understand a key insight better. 
• Ability to operate independently with minimal supervision (i.e., self-starter). 
• Proven leadership capabilities, with experience leading through influence, as well as managing and developing high-performing teams.
• Sense of humor, team-oriented, and quick to help a colleague. 

Cash compensation range: 154000-246000 USD Annually

This resource will help guide how we recommend thinking about the range you see. Learn more about HubSpot’s compensation philosophy.

The cash compensation above 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 based on a few different factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons.

We know that benefits are also an important piece of your total compensation package. To learn more about what’s included in total compensation, check out some of the benefits and perks HubSpot offers to help employees grow better.

At HubSpot, fair compensation practices isn’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.