Business Development Manager

HubSpot for Startups is a global program with a mission to help millions of startups grow better — and one of the fastest-growing pillars of HubSpot's customer acquisition strategy. Our ecosystem spans 3,500+ startup partners worldwide (accelerators, incubators, and VCs) and over 35,000 startup customers. 2026 is a pivotal year as we make significant investments to scale the program globally.

About the Role

This is a high-impact individual contributor role with full ownership of the HubSpot for Startups program across JAPAC. You will be the primary relationship holder for the region's top-tier partner network - working with leading accelerators, incubators, and VCs across markets including Singapore, Australia, Southeast Asia, and beyond.

You'll own both the strategic and the tactical: building and deepening Tier 1 partner relationships, driving portfolio penetration, and shaping how the JAPAC startup ecosystem engages with HubSpot. You will have a direct line to JAPAC sales leadership and work closely with the Global Director of GTM Partnerships to translate regional market dynamics into program strategy.

What You'll Do

• Own the JAPAC partner ecosystem end-to-end - identifying and managing relationships with Tier 1 accelerators, incubators, and VCs across the region, including senior stakeholder management at the partner level.
• Drive program performance against clear monthly KPIs - you own the numbers for JAPAC, including qualified leads and new customer acquisition.
• Become the go-to face of HubSpot for Startups in the JAPAC ecosystem - actively present at key industry events, conferences, and community spaces, and known by name across the region's top VCs, accelerators, and founder communities.
• Design and execute your own in-region activation formats: founder workshops, in-person networking events, webinars, hackathons, and other program-led experiences that drive program KPIs.
• Drive deep portfolio penetration: activate partners to champion HubSpot among their portfolio companies, building structured partner engagement plans that hold stakeholders accountable and document progress.
• Own the JAPAC program budget - planning and executing partner campaigns with defined KPIs, tracking spend against outcomes, and iterating based on performance.
• Educate startup founders and operators on growth strategy - running your own sessions covering sales, marketing, fundraising, and AI-powered GTM approaches, as well as curating external speakers and experts to bring to your audience.
• Leverage AI tools to enhance partner outreach, relationship management, pipeline organisation, and programme reporting.
• Collaborate with JAPAC sales, marketing, and CSM teams to ensure seamless experiences for partners and portfolio startups.

What We're Looking For

• 5+ years in business development, partnerships, or a strategic sales role — ideally with exposure to the startup or venture ecosystem in JAPAC.
• Deep regional knowledge: familiarity with the JAPAC accelerator, incubator, and VC landscape, and an ability to navigate cultural nuances across markets.
• A track record of building and managing high-value external relationships — from first contact to long-term partnership.
• Comfortable using AI tools (e.g. HubSpot AI, ChatGPT, Claude, or similar) to improve productivity, partner communication, and data organisation.
• Data-driven mindset: can translate partner activity into pipeline metrics and make decisions based on performance signals.
• Strong executive presence and communication skills — you're as comfortable in a boardroom with a VC partner as you are running a founder workshop.
• Experience working in a global, cross-functional team environment, with the ability to influence without direct authority.
• Proactive, curious, and highly organised — able to manage a large and complex partner portfolio.
• Fluency in CRM tools for relationship tracking and pipeline management; HubSpot experience is a plus.
• A genuine enthusiasm for startups, entrepreneurship, and the people building the next generation of technology companies.