Manager, Solutions Engineering

About the Role We are seeking a Manager, Solutions Engineering to lead a high-performing team of SEs. This manager will play a critical role in driving execution of our value-selling motion. They will ensure consistent achievement of the Technical Win motion to drive increased win rates and strong MRR target attainment, strengthen the pre-sales partnership with Sales, and—most importantly—drive the right outcomes for our customers. The ideal candidate is an experienced SE manager who brings strong process rigor, a scientific and data-driven mindset, and a passion for coaching and developing teams. They are equally comfortable rolling up their sleeves to support complex customer situations, inspecting the quality and impact of SE work, and building scalable inspection processes that elevate the entire segment. Key Responsibilities Leadership & Team Management Lead, coach, and develop a team of ~8 Solutions Engineers to achieve MRR attainment, improve win rates, and deliver exceptional customer value. Drive proactive inspection of SE impact, execution quality, and alignment to the value-selling methodology. Conduct regular growth conversations, performance reviews, and career development planning. Run weekly team meetings, facilitate onboarding, and maintain a strong culture of accountability, excellence, and collaboration. Deal Strategy & Hands-On Support Partner directly with SEs as a strategic deal advisor, jumping into complex customer situations as a technical sponsor. Coach SEs in delivering value-based storytelling, positioning value throughout the sales cycle, and driving toward the Technical Win. Guide SEs on competitive differentiation, discovery rigor, and tailored demonstration strategies. Ensure consistent, repeatable execution of our pre-sales motions across all team members. Process Ownership & Operational Excellence

Lead their pod (sales leaders the manager’s SEs support)with a GM mindset, owning the full book of business, influencing revenue strategy, and operating key SE processes, including:

SE hiring and interview loops Monthly and quarterly business reviews Stakeholder communications Deal inspection and forecasting

• Identify, diagnose, and communicate segment-wide trends in customer needs, product gaps, or sales execution issues.
• Work with Sales leadership to establish rules of engagement that improve seller-SE collaboration, capitalize on emerging opportunities, and amplify the impact of our value-selling motion.
• Cross-Functional Collaboration
• Work closely with Sales as the primary stakeholder, aligning on segment strategy, forecasting, and execution.
• Collaborate with Product Marketing, Customer Success, Enablement, and the Partner team to drive better customer outcomes.
• Serve as the voice of the segment, sharing insights upward to leadership and horizontally across organizations.
• What We’re Looking For

Required Experience 3–5 years of management experience, with demonstrated success leading teams to measurable results.

• Prior SE experience in a pre-sales Solutions Engineering role.
• Sustained track record of elevating team performance within an established SE environment
• Experience working with SaaS, APIs, AI concepts, or security at a high level.
• Demonstrated ability to operate in complex, cross-functional environments within the upmarket segments.
• Leadership Attributes
• Scientific mindset: data-driven, hypothesis-oriented, curious, and experimental in approach.
• Explorer mentality: naturally curious, dives deep into problems, and brings the team along to uncover insights and craft compelling customer narratives.

Strong process operator: exceptional rigor in pipeline inspection, coaching frameworks, forecasting, and repeatable execution. Enterprise-grade storyteller: able to coach SEs to elevate discovery, value articulation, and business-case alignment. High ownership & accountability: sets clear expectations, inspects frequently, and follows through. Growth mindset & change leadership: embraces ambiguity, navigates evolving priorities, and champions continuous improvement. “We” before “me” orientation: prioritizes customer and company outcomes without ego.

Nice to Have Experience shaping upmarket motions Experience in positioning and selling complex, multi-object systems (e.g., CRMs, ERPs, ATSs) in a pre-sales or technical sales capacity. Familiarity with sales methodologies such as ValueSelling, MEDDIC, Challenger, or similar. Pay & Benefits The cash compensation below includes base salary, on-target commission for employees in eligible roles, and annual bonus targets under HubSpot’s bonus plan for eligible roles. In addition to cash compensation, some roles are eligible to participate in HubSpot’s equity plan to receive restricted stock units (RSUs). Some roles may also be eligible for overtime pay. Individual compensation packages are tailored to your skills, experience, qualifications, and other job-related reasons. This resource will help guide how we recommend thinking about the range you see. Learn more about HubSpot’s compensation philosophy. Benefits are also an important piece of your total compensation package. Explore the benefits and perks HubSpot offers to help employees grow better. At HubSpot, fair compensation practices aren’t just about checking off the box for legal compliance. It’s about living out our value of transparency with our employees, candidates, and community.

Annual Cash Compensation Range:

$250,000—$300,000 USD

• We know the confidence gap and impostor syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you.
• If you need accommodations or assistance due to a disability, please reach out to us using this form.

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 Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

• Germany Applicants: (m/f/d) - link to HubSpot's Career Diversity page here.
• India Applicants: link to HubSpot India's equal opportunity policy here.

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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