Role Summary
Our mission at HubSpot is to help millions of organizations grow better. As Lead Marketer, BDR Revenue Marketing — Upmarket, you will design the unified prospecting motion used across North America and EMEA. You will build the sequences, targeting standards, competitions, reporting, attribution, and enablement that help BDR teams create high-quality pipeline at scale. Working with BDR leadership, regional teams, and analytics partners, you will turn shared priorities and regional requirements into one measurable, adaptable system.
What You’ll Do
- Design and own the master BDR prospecting motion across North America and EMEA, including global themes, competitive plays, industry campaigns, reactive programs, and target-account priorities.
- Build scalable sequence and cadence standards that use automation, intent signals, enrichment, and AI-assisted personalization to improve prospecting activity, engagement, and meeting conversion.
- Define the fit, intent, segmentation, and data-quality criteria that determine which accounts and contacts are prioritized for BDR outreach.
- Create global competition structures, prize mechanics, leaderboards, and performance views that motivate adoption and give BDR teams accurate, timely insights.
- Establish campaign tagging and attribution standards that capture BDR activity, pipeline, MRR, and deal-quality signals at the point of work.
- Build centralized enablement resources—including dashboards, presentations, videos, and self-service guidance—that help regional teams deploy the motion consistently.
- Partner with BDR leaders and regional stakeholders to translate shared requirements into one global standard while incorporating necessary language, compliance, and market adaptations.
- Report on adoption, prospecting activity, deals created, pipeline, MRR, and deal quality across regions, using insights to continuously strengthen the motion.
What You’ll Bring
Required Qualifications
- 7+ years of experience in high-tech sales or marketing, including hands-on responsibility for a BDR or SDR outbound motion.
- Experience personally designing prospecting sequences, outbound plays, competitions, enablement resources, and reporting views.
- Applied expertise in sequence and cadence design, audience segmentation, prospecting data, enrichment, intent signals, attribution, and reporting tools.
- Experience using automation and AI tools to improve targeting, personalization, and scalable campaign execution.
- A record of owning complex programs from strategy through execution with limited oversight.
- Strong project management and written communication skills in English.
- A clear understanding of B2B SaaS sales processes, outbound prospecting, sales enablement, and multi-threaded upmarket deals.
- The ability to build trust with senior stakeholders, synthesize competing requirements, and turn them into clear operating standards.
Nice-to-Have Qualifications
- Experience standardizing a revenue or prospecting motion across multiple regions or markets.
- Experience designing programs for enterprise or upmarket buyers with long, complex sales cycles.
- Experience partnering with analytics, operations, or data teams to develop live dashboards, attribution models, and account-prioritization systems.
Where You’ll Work
- Location: US, East Coast strongly preferred for timezone compatibility with partners in the UK and Ireland
- Work type: Remote
- Regional scope: North America and EMEA
- Travel requirements: Occasional travel to support cross-regional planning, BDR leadership meetings, and key prospecting events.
Pay & Benefits
The cash compensation below 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 tailored to your skills, experience, qualifications, and other job-related reasons.
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About HubSpot
HubSpot (NYSE: HUBS) is an AI-powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot's connected platform enables businesses to grow faster by focusing on what matters most: customers.
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