HubSpot is scaling as an AI-first platform, fundamentally evolving how we deliver value through HubSpot Credits and usage-based pricing. As we accelerate this momentum, our Pricing Strategy team is at the heart of this business transformation, architecting the monetization models that will define our future.
This is a high-visibility role influencing C-suite decisions at the intersection of Product, GTM, and Corporate Strategy. We are looking for an analytically-driven leader to architect innovative monetization frameworks and value-capture strategies that align with our product evolution. This role offers a unique opportunity to lead one of the most important strategic shifts in HubSpot’s history on a team that serves as a premier talent engine for leadership across the company.
Prior expertise (or an evident deep interest) in software pricing is essential as we navigate the complexities of AI monetization and usage-based credit models. We are looking for a strategist who excels at synthesizing quantitative and qualitative insights into high-stakes decisions and possesses the urgency to turn data-backed recommendations into rapid, large-scale change.
In this role, you’ll get to:
- Lead pricing for our AI-first platform and the evolution of HubSpot Credits to support scalable, usage-based growth.
- Partner across Product, GTM, Finance, Engineering, and more, to take monetization concepts from research to global launch.
- Define long-term monetization roadmaps and lead the high-impact initiatives required to achieve that vision.
- Direct the end-to-end strategy for migrating customers from legacy to modern models, balancing business risk with a seamless customer experience.
- Design and run primary pricing research (e.g., Conjoint, Van Westendorp) to ensure all packaging initiatives solve for the customer.
- Use product usage, retention, and financial data to forecast the impact of pricing changes on the total business.
- Define global pricing guidelines and embed AI-driven tools into workflows to accelerate research and decision-making.
We are looking for people who have:
- 4+ years of strategic experience in Pricing Strategy, Monetization, or Management Consulting.
- Excellent verbal and written communication skills. The ability to communicate effectively with and influence the decisions of stakeholders from individual contributors up to executive leadership.
- Deep expertise in monetization, specifically usage-based or credit models, to navigate high-complexity strategic shifts.
- Proficiency in interpreting complex data sets such as usage, retention, and adoption to make high-stakes, timely decisions.
- A proven ability to lead cross-functional teams and gain buy-in from senior executives up to the C-suite.
- An ownership mentality and a strong drive to align teams around strict deadlines and lead the execution of large-scale transformation projects.
- The ability to drive clarity and maintain urgency in a fast-paced environment where information is often incomplete.
- A commitment to "solving for the customer" even when designing complex financial or model transitions.
Bonus points if you have:
- Experience in high-growth B2B SaaS or at an AI/Usage-Based pioneer company.
- Experience with quantitative and qualitative pricing research techniques e.g. conjoint, Van Westendorp, monadic pricing surveys, a/b testing of price points.
- Experience specifically in GTM strategy or Product within the tech sector.
- A track record of managing projects with stakeholders more senior than yourself.
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.
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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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