Partner Development Team Manager, India

Location: Office - Bengaluru, India

Department: Sales

About the Role

HubSpot, the world's leading CRM platform powering inbound marketing, sales, and customer service, is seeking a Partner Development Team Manager to lead our India team. In this pivotal role, you'll spearhead the growth of our partner ecosystem in one of the fastest-growing markets, recruiting and enabling agencies, resellers, and tech partners to deliver remarkable results for customers using HubSpot's all-in-one platform. As a manager, you'll embody our growth culture by coaching a high-performing team, hitting ambitious revenue targets, and innovating programs that align with HubSpot's mission to help businesses grow better. Your days will be filled with strategic partnership building, joint business planning, and leveraging HubSpot's inbound methodologies to drive mutual success. You'll collaborate closely with global Sales, Marketing, and Product teams to ensure partners are equipped with the tools, training, and co-marketing support needed to accelerate customer adoption of our CRM solutions. With a focus on the Indian market's unique dynamics—from booming startups to enterprise digital transformations—you'll analyze performance data, optimize enablement strategies, and host impactful events to position HubSpot as the partner of choice. At HubSpot, we thrive on our HEART values and flywheel culture of continuous improvement. This role offers the chance to scale a world-class partner program while growing your career in a transparent, empathetic environment that celebrates remarkable achievements. If you're passionate about SaaS, inbound growth, and leading teams to exceed expectations in India, join us to help millions of customers love what they do.

Key Responsibilities

• Lead and mentor a team of Partner Development Representatives in India to drive partner recruitment, onboarding, and growth
• Develop and execute strategies to expand HubSpot's partner ecosystem, focusing on agencies, resellers, and technology integrators
• Build relationships with key partners in the Indian market to co-sell HubSpot's CRM and inbound marketing solutions
• Achieve quarterly and annual partner revenue targets through joint business planning and enablement
• Collaborate with global sales, marketing, and product teams to align partner initiatives with HubSpot's growth goals
• Analyze partner performance metrics and optimize programs using data-driven insights from HubSpot's analytics tools
• Host partner events, webinars, and training sessions to promote inbound marketing best practices
• Identify and onboard strategic partners that accelerate customer acquisition in high-growth sectors like e-commerce and fintech
• Monitor competitive landscape and innovate partner programs to maintain HubSpot's market leadership
• Foster a high-energy, results-oriented team culture aligned with HubSpot's HEART values (Humble, Empathetic, Adaptable, Remarkable, Transparent)

Required Qualifications

• Bachelor's degree in Business, Marketing, Sales, or a related field
• 5+ years of experience in partner development, channel sales, or alliance management, with at least 2 years in a leadership role
• Proven track record of building and scaling partner ecosystems in the India market
• Deep understanding of SaaS sales cycles, CRM platforms, and inbound marketing strategies
• Experience managing high-performing sales teams in a fast-paced, growth-oriented environment
• Strong knowledge of the Indian tech and startup ecosystem
• Fluency in English and Hindi, with excellent communication skills
• Ability to travel up to 30% within India and occasionally internationally

Preferred Qualifications

• MBA or advanced degree in Business Administration
• Prior experience working with HubSpot or similar CRM/inbound marketing platforms
• Experience in scaling partner programs for enterprise SaaS companies
• Familiarity with APAC partner ecosystems and regulatory landscapes
• Demonstrated success in achieving partner revenue targets exceeding $5M ARR
• Certifications in HubSpot Academy or inbound marketing methodologies

Required Skills

• Partner ecosystem development
• Team leadership and coaching
• SaaS sales methodologies
• CRM expertise (HubSpot preferred)
• Inbound marketing knowledge
• Strategic relationship building
• Data analysis and CRM reporting
• Pipeline management
• Cross-functional collaboration
• Public speaking and presentation skills
• Market analysis in India
• Negotiation and deal closing
• Project management
• Customer-centric mindset
• Adaptability in fast-paced environments
• Fluency in sales enablement tools

Benefits

• Competitive base salary plus uncapped commission and equity in a public company
• Comprehensive health, dental, and vision insurance with family coverage
• Unlimited PTO and flexible work-from-home policies
• HubSpot Academy certification and ongoing professional development stipend
• Employee stock purchase plan and 401(k) matching
• Quarterly stipends for home office setup and wellness programs
• Global team offsites, volunteer days, and company-wide HEART recognition awards
• Parental leave, fertility benefits, and childcare support
• Access to HubSpot's cutting-edge CRM tools and inbound marketing resources

HubSpot is an equal opportunity employer.