About the Team
The Prospecting Agent team is reimagining how B2B SMB and mid-market sales teams generate pipeline. Today’s outbound motion is inefficient and outdated: reps spend too much time researching, stitching together tools, and guessing who to contact next. Most products optimize for outreach execution, not for smart sourcing, prioritization, and trust.
This team is building an end-to-end, signal-driven prospecting system aligned with how modern B2B buying actually works: account-led, buying-group-aware, and trust-first. The goal is to combine human judgment with automation to help sales teams generate predictable, high-quality pipeline—without burning their brand or their reps.
About the Role
We’re looking for a Principal Software Engineer to be a technical anchor for Prospecting Agent. This is a deeply hands-on role for a builder who thrives in ambiguous, product-shaping environments.
As a Principal Engineer on this team, you will help define how data, AI, and workflows come together to power intelligent prospecting at scale. You won’t just execute on a roadmap—you’ll help create it, turning fuzzy problems like “who should I contact next and with what message?” into reliable, explainable, production-grade systems used by millions of sellers.
Key Expectations
- Architect signal-driven prospecting systems: Define how intent signals, firmographics, behavioral data, and CRM context combine into actionable prioritization and recommendations.
- Hands-on, high-leverage builder: Write production code, lead complex initiatives end-to-end, and take systems from prototype to scale.
- AI + systems thinking: Shape how ML and GenAI models integrate into deterministic workflows, balancing automation with transparency and user trust.
- Product-shaping technical leadership: Influence what the product should be, not just how it’s built—partnering closely with Product to define surfaces, workflows, and tradeoffs.
- Platform and extensibility mindset: Design systems that work across accounts, buying groups, and regions while remaining extensible and evolvable.
- Cross-team influence: Work horizontally across CRM, data, AI, and GTM teams to align patterns and avoid local optimizations.
- Raise the technical bar: Mentor senior engineers, guide architectural reviews, and turn incidents and failures into better system design.
What You Bring
- Proven experience building and evolving distributed systems at scale, where data quality, latency, and explainability matter.
- Strong architectural instincts and comfort working across data pipelines, APIs, and user-facing workflows.
- Experience applying ML or GenAI in real products, with a healthy skepticism for “magic” and a bias toward trust and control.
- Strong architectural instincts with a bias toward simplicity, consistency, and well-defined boundaries.
- A product mindset: you care deeply about helping sales teams do better work, not just building clever systems.
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.
This resource will help guide how we recommend thinking about the range you see. Learn more about HubSpot’s compensation philosophy.
Benefits are also an important piece of your total compensation package. Explore the benefits and perks HubSpot offers to help employees grow better.
At HubSpot, fair compensation practices aren’t just about checking off the box for legal compliance. It’s about living out our value of transparency with our employees, candidates, and community.
We know the confidence gap and impostor syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you.
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At HubSpot, we value both flexibility and connection. Whether you’re a Remote employee or work from the Office, we want you to start your journey here by building strong connections with your team and peers. If you are joining our Engineering team, you will be required to attend a regional HubSpot office for in-person onboarding. If you join our broader Product team, you’ll also attend other in-person events, such as your Product Group Summit and other gatherings, to continue building on those connections.
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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.
At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer-obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow.
We’re building a company where people can do their best work. We focus on brilliant work, not badge swipes. By combining clarity, ownership, and trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too.
Recognized globally for our award-winning culture by Comparably, Glassdoor, Fortune, and more, HubSpot is headquartered in Cambridge, MA, with employees and offices around the world.
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