POS-28273

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.

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.

If you require an accommodation due to travel limitations or other reasons, please inform your recruiter during the hiring process. We are committed to supporting candidates who may need alternative arrangements

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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HubSpot may use AI to help screen or assess candidates, but all hiring decisions are always human. More information can be found here. By submitting your application, you agree that HubSpot may collect your personal data for recruiting, global organization planning, and related purposes. We may use CLEAR ID Verification during the hiring process to confirm your identity and help maintain a safe, secure, and trusted experience for all candidates. Refer to HubSpot's Recruiting Privacy Notice for details on data processing and your rights.

Lead Data Analyst

Job Description