Company Overview

At HubSpot, we aim to help businesses grow better every day. We strive to have a high-performing team developing sales strategies that align with our mission to empower growth through strategic partnerships with sales leaders.

Team & Segment Overview

The EMEA Upmarket Sales Strategy team acts as trusted, strategic partners to the EMEA Upmarket Sales leaders, enabling them to make data-backed decisions that increase productivity and drive revenue growth.

Job Summary

As a Lead Sales Strategy Analyst for EMEA Upmarket, you will be a primary driver and owner of analytics, models, and business frameworks and processes that guide & facilitate the EMEA Upmarket segment to run its business. You will operate with a high degree of autonomy to define the right questions, build decision-ready insights, and influence Director and VP-level decisions on strategy, capacity, and investment for one of HubSpot’s most important segments.

Key Responsibilities

• Strategic analytics partner - Diagnosing performance, defining KPIs, and translating data into clear "what / so what / now what" narratives for Sales Directors and VPs to support business decisions.
• Reporting - Building and owning core reporting assets (scorecards, pipeline dashboards, capacity views) in Looker, Hex, SQL, and Sheets - ensuring accuracy, scalability, and stakeholder self-serve.
• Processes - Designing and leading core business processes. Defining inputs, building integrated views, and surfacing risk and upside in actionable form - across core areas such as forecasting, headcount, capacity, and territory planning.
• Project Management - Acting as DRI on critical cross-functional projects and coordinating across Sales Strategy, Ops, Finance & other stakeholders. Aligning teams around a shared view of data, problems, and priorities and being prepared to influence without authority.
• Coaching - Supporting the development of other analysts, and creating reusable templates, metric definitions, and documentation that scale the function beyond individual contributions.

Qualifications

• Typically 5+ years of experience in sales strategy, sales operations, business analytics, management consulting, or a related analytical role, with meaningful ownership of a segment, region, or business line.
• Demonstrated ability to define and solve complex business problems, from framing and hypothesis setting through analysis, recommendation, and follow-through.
• Strong analytical toolkit, including:

• • Proficiency with BI and analytics tools (e.g., Looker, Hex, Tableau, or similar).
  • Advanced skills in Google Sheets / Excel for analysis and modeling.
  • Working proficiency querying and transforming large datasets.
• Proven AI fluency: demonstrated ability to use AI tools, such as Gemini, ChatGPT, and Claude, to analyze data and automate processes.
• Proven SQL knowledge and experience.
• Proven experience owning core models and reporting for a business area and using them to drive decisions with senior stakeholders.
• Excellent written and verbal communication skills, with a track record of influencing Director- and VP-level leaders using clear narratives, visuals, and frameworks.
• Ability to thrive in a fast-paced, autonomous working environment.
• Strong capability to identify personal and professional growth opportunities and willingness to expand beyond baseline responsibilities.