Partner Development Team Manager, Japan

Location: Tokyo, Japan

Department: Sales

About the Role

HubSpot, the leading CRM platform powering inbound marketing, sales, and customer service, is seeking a Partner Development Team Manager, Japan to spearhead our partner ecosystem in one of our fastest-growing markets. In this pivotal leadership role within our Sales organization, you will build and scale strategic partnerships with agencies, resellers, technology providers, and consultancies to drive HubSpot adoption among Japanese businesses. Embracing HubSpot's HEART culture (Humble, Empathetic, Adaptable, Remarkable, Transparent), you will foster a high-growth environment that aligns partners with our mission to help companies grow better by leveraging inbound methodologies and world-class CRM tools. As Team Manager, you will recruit, enable, and motivate a high-performing partner development team while crafting go-to-market strategies tailored to Japan's unique market dynamics. Your days will involve cultivating C-level relationships, co-developing marketing campaigns, and measuring partner success against revenue goals. You'll collaborate closely with global Sales, Marketing, and Product teams to ensure seamless integration of HubSpot's suite of tools—from Marketing Hub to Service Hub—into partner offerings, accelerating customer acquisition and retention in sectors like e-commerce, manufacturing, and tech services. This role demands a blend of strategic vision and hands-on execution in a culture that celebrates innovation and results. If you thrive in scaling ecosystems, have deep Japan market expertise, and are passionate about empowering partners to deliver remarkable growth with HubSpot, join us to shape the future of CRM in Japan. We offer a dynamic, inclusive workplace with unlimited PTO, stock options, and endless opportunities for professional development in our vibrant Tokyo office or remotely.

Key Responsibilities

• Lead and manage the Partner Development team in Japan, driving recruitment, onboarding, and growth of strategic partners
• Develop and execute partner strategies aligned with HubSpot's inbound marketing and CRM growth objectives
• Build relationships with key partners including agencies, resellers, technology integrators, and consultancies
• Achieve quarterly and annual partner-sourced revenue targets while fostering mutual growth
• Collaborate with Sales, Marketing, and Customer Success teams to co-create enablement programs and joint go-to-market initiatives
• Monitor partner performance, provide coaching, and optimize programs for maximum impact
• Represent HubSpot at industry events, partner summits, and customer conferences in Japan
• Analyze market trends and partner data to identify expansion opportunities in the Japanese CRM and inbound marketing space
• Ensure compliance with HubSpot's partner program standards and Japanese business practices
• Mentor team members, conduct performance reviews, and drive a high-growth culture within the team
• Innovate partner engagement models to accelerate HubSpot adoption among Japanese businesses

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 Japan market
• Deep understanding of the Japanese business culture, market dynamics, and regulatory environment
• Strong experience with CRM systems, particularly HubSpot, and inbound marketing methodologies
• Fluency in Japanese and English (business level or higher)
• Demonstrated ability to achieve revenue targets through partner channels
• Experience managing cross-functional teams in a fast-paced, growth-oriented environment

Preferred Qualifications

• MBA or advanced degree in a relevant field
• Prior experience working at a SaaS company focused on inbound marketing or CRM
• Existing network of technology partners, agencies, and resellers in Japan
• Experience with HubSpot certifications or deep product knowledge
• Background in scaling partner programs in APAC regions
• Familiarity with Japanese SaaS market trends and competitors

Required Skills

• Partner ecosystem building and management
• Strategic sales planning and execution
• Japanese business etiquette and relationship management
• HubSpot CRM proficiency
• Inbound marketing expertise
• Revenue forecasting and pipeline management
• Cross-functional collaboration
• Data-driven decision making
• Team leadership and coaching
• Negotiation and deal closing
• Market analysis and competitive intelligence
• Public speaking and presentation skills
• Project management
• Customer-centric mindset
• Adaptability in a growth-stage environment
• Fluency in Japanese and English

Benefits

• Competitive salary and performance-based incentives
• Comprehensive health, dental, and vision insurance
• Unlimited PTO and flexible work arrangements
• HubSpot stock options and employee stock purchase plan
• Professional development stipend and access to HubSpot Academy
• Parental leave and family-friendly policies
• Wellness programs including mental health support
• Company-sponsored social events and team offsites
• Home office setup allowance and modern tech equipment

HubSpot is an equal opportunity employer.