Director, Head of Paid Media

Location: Remote - USA

Department: Marketing

About the Role

HubSpot, the leading CRM platform powering growth for millions of businesses worldwide, is seeking a Director, Head of Paid Media to lead our paid acquisition efforts in Marketing. In this pivotal role, you'll spearhead a multi-million-dollar paid media portfolio, driving high-quality inbound leads through search, social, and programmatic channels while integrating seamlessly with HubSpot's flywheel methodology. You'll champion data-driven innovation to optimize customer acquisition costs, fuel pipeline growth, and demonstrate clear revenue impact within our customer-obsessed culture. Reporting to the VP of Demand Generation, you'll thrive in a collaborative, transparent environment where HEART values guide every decision. Key to success will be your ability to scale sophisticated campaigns across Google Ads, Meta, LinkedIn, and emerging channels, leveraging advanced attribution models and incrementality testing to prove paid media's role in the inbound flywheel. You'll build and inspire a world-class team, fostering a growth mindset while partnering with content, SEO, ABM, and sales teams to create unified strategies that delight customers from awareness to advocacy. At HubSpot, paid media isn't just about clicks—it's about remarkable experiences that accelerate growth for our 200,000+ customers. If you're a strategic leader passionate about B2B SaaS marketing, with a proven history of transforming paid programs in high-growth environments, join us to shape the future of inbound growth. Embrace HubSpot's culture of humility, empathy, adaptability, remarkability, and transparency as we continue to redefine customer success together.

Key Responsibilities

• Lead and scale HubSpot's global paid media strategy across search, social, display, and video channels to drive inbound leads and accelerate the flywheel
• Own the full paid media budget ($20M+), optimizing for pipeline efficiency, CAC reduction, and revenue attribution within HubSpot CRM
• Build and mentor a high-performing team of paid media specialists, analysts, and managers in HubSpot's growth culture
• Collaborate with inbound marketing, content, product, and sales teams to align paid campaigns with HubSpot's customer-centric flywheel
• Develop and execute incrementality tests, A/B experiments, and attribution models to prove paid media's impact on MQLs, SQLs, and closed-won revenue
• Leverage advanced platforms like Google Ads, Meta Ads Manager, LinkedIn Campaign Manager, and The Trade Desk for omnichannel execution
• Monitor and report on key metrics including ROAS, CPA, CTR, and conversion rates using HubSpot reporting dashboards and BI tools
• Innovate with emerging channels like CTV, audio, and retail media while maintaining compliance with privacy regulations (GDPR, CCPA)
• Foster a data-driven culture by integrating paid media insights into HubSpot's broader marketing analytics and forecasting
• Champion HubSpot's HEART values (Humble, Empathetic, Adaptable, Remarkable, Transparent) in all team interactions and strategies
• Stay ahead of industry trends in AI-driven bidding, privacy-first advertising, and signal loss mitigation

Required Qualifications

• 10+ years of experience in paid media, digital advertising, or performance marketing, with at least 5 years in a leadership role managing large-scale campaigns
• Proven track record of scaling paid media programs at high-growth SaaS or tech companies, ideally with experience in CRM or inbound marketing ecosystems
• Deep expertise in major paid media platforms including Google Ads, Meta Ads, LinkedIn Ads, and programmatic advertising
• Strong understanding of attribution modeling, incrementality testing, and ROI optimization in a multi-channel inbound marketing environment
• Bachelor's degree in Marketing, Business, Statistics, or a related field; MBA or advanced degree preferred
• Experience leading cross-functional teams in a fast-paced, growth-oriented culture like HubSpot's flywheel methodology
• Demonstrated success in managing $10M+ annual paid media budgets with measurable impact on pipeline generation and revenue
• Excellent data-driven decision-making skills with proficiency in analytics tools like Google Analytics, Adobe Analytics, or similar

Preferred Qualifications

• Experience at a HubSpot partner agency or using HubSpot CRM for marketing attribution and lead nurturing
• Familiarity with inbound marketing principles and integrating paid media with content, SEO, and ABM strategies
• Background in B2B SaaS marketing with a focus on customer growth and retention through the flywheel model
• Certification in Google Ads, Meta Blueprint, or LinkedIn Marketing Solutions
• Experience with advanced experimentation frameworks like Bayesian testing or geo-holdout studies
• Prior role scaling paid media in a HEART culture organization emphasizing transparency and customer obsession

Required Skills

• Paid media strategy and campaign management
• Google Ads (Performance Max, DV360)
• Meta Ads and audience segmentation
• LinkedIn Ads for B2B targeting
• Programmatic advertising and DSPs
• Attribution modeling (multi-touch, MTA)
• Incrementality and lift studies
• A/B testing and experimentation
• HubSpot CRM and marketing automation
• Google Analytics 4 and BigQuery
• Data visualization (Looker, Tableau)
• Budget P&L management
• Cross-functional leadership
• Data-driven storytelling
• Inbound marketing alignment
• Privacy compliance (iOS14+, cookies)
• Team building and mentoring
• Agile project management

Benefits

• Competitive salary and equity in a publicly-traded company with unlimited PTO
• Comprehensive health, dental, and vision insurance with 100% premium coverage for employees
• 401(k) matching up to 5% with immediate vesting
• Remote-friendly work environment with all-expenses-paid HubSpot home office setup
• Professional development stipend for courses, conferences, and certifications (e.g., INBOUND attendance)
• Generous parental leave (20 weeks fully paid) and family-forming benefits
• Wellness programs including mental health support, gym memberships, and meditation apps
• Quarterly stipends for learning new skills and company-wide volunteer time off
• HubSpot swag, snacks, and vibrant culture events both virtual and in-person

HubSpot is an equal opportunity employer.