Lead Monetization Analyst

Location: Remote - USA

Department: Operations

About the Role

At HubSpot, we're transforming how businesses grow with our powerful CRM platform, inbound marketing tools, and customer platform that powers the entire flywheel. As a Lead Monetization Analyst in our Operations team, you'll play a pivotal role in shaping the revenue strategies that fuel our HEART-driven growth culture (Humble, Empathetic, Adaptable, Remarkable, Transparent). You'll dive deep into HubSpot's vast dataset to optimize pricing, packaging, and monetization models, ensuring we deliver maximum value to our 200,000+ customers while driving sustainable ARR growth in the competitive CRM landscape. Your days will be filled with analyzing customer behavior through HubSpot CRM data, designing sophisticated pricing experiments, and collaborating with Product, Sales, Marketing, and Finance teams to align on strategies that accelerate our inbound flywheel. From uncovering pricing elasticity insights to forecasting expansion revenue and benchmarking against martech competitors, you'll use advanced analytics to inform decisions that scale our business. In this high-impact role, you'll mentor analysts, present to executives, and contribute to HubSpot's mission of helping companies grow better. We're looking for a data-savvy leader who thrives in our transparent, adaptable culture and has a passion for inbound marketing's role in modern business growth. If you excel at turning complex data into actionable revenue strategies and want to join a team that's as invested in your professional growth as you are in ours, apply today. HubSpot is committed to creating an inclusive environment where everyone can bring their best selves to work.

Key Responsibilities

• Lead the development and optimization of HubSpot's pricing models, packaging strategies, and monetization frameworks to maximize revenue and customer value
• Analyze customer usage data from HubSpot CRM to identify upsell opportunities, churn risks, and pricing elasticity
• Design and execute A/B experiments on pricing tiers, discounts, and bundling to drive inbound marketing adoption and growth
• Collaborate with Product, Sales, and Marketing teams to align monetization strategies with HubSpot's inbound methodology and customer flywheel
• Build and maintain advanced forecasting models for revenue attribution, win rates, and expansion metrics using HubSpot data
• Provide actionable insights on competitive pricing benchmarks in the CRM and marketing automation space
• Partner with Finance and Operations to refine deal structures, contract terms, and revenue recognition processes
• Monitor key monetization KPIs such as ARR growth, NRR, LTV:CAC ratio, and present findings to leadership
• Drive cross-functional initiatives to enhance HubSpot's growth culture through data-informed decisions
• Mentor junior analysts and contribute to HubSpot's Operations excellence in a fast-paced environment
• Leverage HubSpot's analytics tools to uncover insights that fuel customer delight and long-term retention

Required Qualifications

• Bachelor's degree in Business, Economics, Finance, Data Science, or a related field
• 5+ years of experience in monetization analysis, pricing strategy, or revenue operations within a SaaS or tech environment
• Proven track record of driving revenue growth through data-driven pricing and packaging optimizations
• Advanced proficiency in SQL, Python, or R for data analysis and modeling
• Strong experience with CRM systems, particularly HubSpot, Salesforce, or similar platforms
• Demonstrated ability to collaborate cross-functionally with product, sales, and marketing teams
• Experience with A/B testing, experimentation frameworks, and statistical analysis
• Excellent communication skills with the ability to present complex data insights to executive stakeholders

Preferred Qualifications

• MBA or advanced degree in a quantitative field
• Experience in inbound marketing or CRM monetization strategies
• Familiarity with HubSpot's product ecosystem and growth flywheel
• Background in scaling SaaS businesses with ARR exceeding $100M
• Certification in HubSpot Analytics or Revenue Operations
• Prior work in a high-growth, HEART-driven culture like HubSpot's

Required Skills

• SQL and data querying expertise
• Python or R for statistical modeling
• Excel/Google Sheets advanced functions and pivot tables
• HubSpot CRM proficiency
• Pricing analytics and revenue modeling
• A/B testing and experimentation design
• Statistical analysis and hypothesis testing
• Data visualization (Tableau, Looker, or Power BI)
• Cross-functional stakeholder management
• Strategic thinking and problem-solving
• Executive presentation and storytelling
• Customer-centric mindset aligned with inbound principles
• Forecasting and financial acumen
• Agile methodologies in high-growth environments
• Attention to detail and analytical rigor
• Adaptability in a dynamic SaaS landscape

Benefits

• Unlimited PTO and flexible work-from-anywhere policy
• Comprehensive health, dental, and vision insurance with 100% premium coverage
• 401(k) matching up to 5% with immediate vesting
• Annual profit sharing and stock options in a public company
• Professional development stipend for courses, certifications, and conferences
• HubSpot Academy access for ongoing learning in inbound marketing and sales
• Generous parental leave (16 weeks fully paid) and family planning benefits
• Wellness programs including gym memberships, mental health support, and HEART culture events
• Fully remote-friendly with optional Cambridge HQ perks like catered lunches

HubSpot is an equal opportunity employer.