The Lead Data Analyst, Sales Strategy & Operations will serve as a strategic analytical leader for the AMER Upmarket segment, owning the end-to-end analytical lifecycle from problem framing through to measurable business impact. This role goes beyond reporting and analysis — it's about influencing the most critical upmarket decisions at HubSpot, setting the measurement strategy for the AMER Upmarket pillar, and partnering directly with senior sales leadership and C-suite stakeholders to accelerate scalable, data-driven growth. The Lead Analyst will define analytical standards, mentor other analysts, and ensure HubSpot's upmarket sales motion is built on a rigorous, scalable intelligence infrastructure.
Key Responsibilities
- Lead the definition of success metrics, KPIs, and measurement strategy for AMER Upmarket sales initiatives, setting the long-term direction for how the pillar tracks and evaluates performance.
- Own the end-to-end problem-solving lifecycle — from leading framing discussions with senior sales leadership to translating complex upmarket business needs into scoped analytical solutions and driving execution through to measurable outcomes.
- Influence pillar-level strategic decisions by delivering compelling, data-driven narratives to VP+ and C-suite stakeholders, independently and without manager support.
- Design analyses that intentionally optimize HubSpot's holistic upmarket strategy, accounting for cross-pillar dependencies, customer value, long-range impacts, and trade-offs across KPIs.
- Lead prioritization for the AMER Upmarket analytical domain, partnering with stakeholders to define a roadmap that directly supports pillar-level objectives and measurable business impact.
- Independently model highly complex upmarket scenarios — including coverage models, territory design, capacity planning, and GTM motion analysis — using the best tools and methods for the job.
- Establish and uphold analytical best practices across the team; mentor other analysts, create reusable and extensible deliverables, and elevate the quality bar for the broader Sales Strategy function.
- Proactively identify gaps in analytical infrastructure and lead cross-functional efforts with Analytics Engineering and BI to build scalable, reliable solutions.
- Develop advanced AI workflows that improve team productivity and establish team standards for AI-assisted analysis, ensuring quality and reproducibility.
- Navigate the broader organization, looping in new stakeholders and contributors to make analytical projects more effective across the AMER Upmarket pillar.
Qualifications
- A minimum of 4 years of experience in a sales strategy, sales operations, or equivalent analytical role.
- Proven ability to independently influence VP+ and C-suite stakeholders through compelling, data-driven narratives — without relying on manager support.
- Proven expertise as a Business Analyst with a track record of independently modeling highly complex scenarios and answering ambiguous strategic questions with rigor.
- Deep expertise in upmarket or enterprise GTM strategy, including experience partnering with senior sales leadership on territory design, capacity planning, coverage models, or sales motion analysis.
- Demonstrated ability to lead the end-to-end analytical lifecycle — from problem framing and hypothesis development through execution, stakeholder communication, and driving measurable business outcomes.
- Expert command of analytical tools (Looker, Hex, Tableau, Google Suite) ; proficient in SQL and comfortable with large datasets preferred
- Track record of setting team-level analytical standards, creating reusable deliverables, and mentoring other analysts to elevate overall team quality.
- Strong capability to lead prioritization discussions and manage complex cross-functional analytical roadmaps with competing stakeholder demands.
- Demonstrated AI fluency: ability to develop advanced AI workflows and analytical prompts using tools such as Claude, Gemini, or ChatGPT to scale analytical capabilities across the team.
- Upmarket or cross-pillar GTM experience is a strong plus.
Equal Opportunity Employment
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Pay & Benefits
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