Vice President of Commercial Operations

Role Summary

HubSpot is navigating one of the most significant business model transitions in its history — from a traditional SaaS platform to an agentic customer platform built for the AI era. This isn't incremental evolution. It's a fundamental rethinking of how we go to market, how we price, how we sell, and how we serve customers. We're building a lean, AI-first commercial operations function to match the pace and ambition of that shift.

As VP, Commercial Operations, you will lead the global RevOps function across Sales, Marketing and Customer Success. You’ll shape how we plan, forecast, measure, and execute revenue in the AI era — redesigning systems, workflows, and team structures to power our next phase of growth. This is a strategic leadership role with direct impact on executive decision-making and company-wide performance.

This role reports to the EVP of Operations and offers C-suite exposure.

What You’ll Do

• Lead the full commercial operations function across Sales, Marketing and Customer Success — from revenue planning and forecasting to systems, deal desk, and renewals.
• Own the transition of our RevOps function from a traditional SaaS model to an AI-first, agentic operating model — redesigning tools, processes, and team structure for the next era.
• Develop and lead a high-performing team of ~150, with direct reports spanning planning & insights, strategic programs, systems, deal desk, renewals, and segment operations.
• Partner with GTM leadership and the C-suite on our business model evolution, including the shift to hybrid seats + credits pricing and a segment-first go-to-market strategy.
• Drive our Upmarket growth strategy by rethinking data architecture, enabling a target account model, and supporting vertical and product specialization.
• Build the analytics and visibility layer that powers executive and board-level revenue decision-making.
• Deploy AI and automation across the RevOps workflow to compress cycle times, eliminate low-leverage work, and make the team measurably more impactful.

Revenue Planning & Business Model Transition:

• Scale and mature the revenue planning function as HubSpot transitions to a hybrid pricing model anchored on seats + agentic usage credits.
• Lead planning, forecasting, and goal-setting across the full revenue cycle — Sales, Marketing and CS — with frameworks designed for a consumption-influenced business.
• Develop clear market opportunity models by segment, and tie them to demand capture strategies in close partnership with Marketing leadership.

AI-First Operations:

• Build and continuously evolve an AI-first RevOps function — designing tools, workflows, and team structures that leverage agents to do more with less.
• Identify and deploy automation across forecasting, reporting, deal review, and operational cadences — eliminating work that doesn't require human judgment.
• Serve as a model for how a modern RevOps team operates in the agentic era; bring curiosity, experimentation, and clear thinking to what that looks like in practice.

Segment Strategy & Upmarket Execution:

• Support HubSpot's shift to a segment-first strategy by aligning operations around global Small Business and Upmarket motions.
• Lead a fresh look at our data and systems architecture for the Upmarket segment, enabling a target account model, industry/vertical specialization, and a friction-free rep experience.
• Partner with GTM leadership on how roles evolve in the Flywheel model as we land with the agentic platform and scale use cases.

Data, Insights & Executive Communication:

• Own the data and analytics layer that gives executive and board-level stakeholders clear, timely visibility into revenue performance.
• Create narratives and strategic documents that translate complex, ambiguous business dynamics into crisp recommendations for senior leadership.
• Define and track the metrics that matter in a hybrid business model — not just carrying over legacy SaaS KPIs onto new motions.

Team Leadership & Operational Excellence:

• Lead and develop a globally distributed team, fostering a high-performance, AI-augmented culture focused on outcomes over activity.
• Design and optimize the rhythm of the business — operational reviews, planning cycles, performance cadences — for speed and clarity.
• Build strong cross-functional relationships with Finance (FP&A), Marketing leadership, Sales leadership, CS leadership, and the CCO.

What You’ll Bring

• 10+ years in Revenue Operations, GTM Operations, or Sales Operations at a scaled software or tech company — with meaningful recent experience at a fast-moving, AI-forward organization.
• Demonstrated ability to lead a major GTM or business model transition — segmentation redesign, pricing model change, coverage model evolution — not just optimization of what exists.
• Deep comfort building and operating AI-first workflows; you've experimented with AI tooling in your own work and have real opinions about what works.
• Strong data and analytics foundation — you understand how to structure the data layer, not just consume it, and you can move fluidly between strategic narrative and analytical detail.
• Experience leading large, globally distributed teams (100+) through periods of significant change.
• Outstanding communication skills — you can synthesize complexity and deliver clear, confident narratives to executives and cross-functional partners.
• Background in management consulting, investment banking, or FP&A is a plus; experience at companies like Salesforce, Workday, Atlassian, AWS, Ramp, or Clay is particularly relevant.
• Structured problem-solving skills combined with a strong bias toward action and execution — vision without follow-through is not enough.

What will make you stand out:

• Bias toward action over analysis paralysis — you make good calls with incomplete information and keep moving.
• Genuine excitement about AI as a craft — you experiment before being asked to, and you bring that energy into how you think about building teams and processes.
• Intellectual curiosity beyond your function — you want to deeply understand the agentic business model, not just map old metrics onto new motions.
• High comfort with ambiguity — you see a blank whiteboard and feel energy, not anxiety.
• Low ego, high standards — you can sit in a room with world-class operators, absorb fast, push back when you have conviction, and never let ego get in the way of being right.
• Systems thinking paired with executional follow-through — you design thoughtful frameworks and then actually build them.
• Clarity under complexity — you translate messy, interconnected dynamics into narratives that make people smarter and faster.