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Lead Solutions Engineer, CRM Strategy & Competitive Intelligence
Sales
Remote - USA
POS-32567
Application deadline: 5pm ET Monday 6/12
Team: PreSales (Solutions Engineering)
Location: Remote — North America
About the role
The Lead Solutions Engineer, CRM Strategy & Competitive Intelligence is a senior, customer-facing advisor who leads HubSpot’s most complex upmarket CRM evaluations — including platform displacements, rip-and-replace motions, and net-new enterprise decisions where Salesforce is on the table. You’ll bring deep, hands-on CRM ecosystem experience to help prospects navigate high-stakes decisions with confidence, and you’ll build the playbooks, assets, and enablement that help HubSpot systematically win at the enterprise tier.
This role carries significant internal visibility. You’ll work directly with Sales VPs, the CCO org, Competitive Intelligence, and Product — and your field signal will shape how HubSpot competes upmarket. You’ll operate with a high degree of autonomy, managing your own portfolio of strategic deals while building the infrastructure that scales your impact across regions and specialties.
What you’ll do
- Act as the lead CRM strategy advisor on qualified strategic deals — joining discovery, technical validation, and executive meetings to de-risk decisions and secure tech wins in competitive CRM evaluations.
- Own and continuously evolve the Salesforce Competitive Playbook, codifying winning narratives, talk tracks, demo strategies, and assertive selling motions for Salesforce rip-and-replace and net-new CRM evaluations.
- Partner with Account Executives, core SEs, and implementation partners to design solution blueprints, migration paths, and TCO/ROI cases that build unshakable confidence in choosing HubSpot.
- Deliver scalable enablement for Sales, PreSales, and partners — training, battlecards, and assets — that elevates collective ability to compete and increases win rates on CRM displacement deals.
- Serve as the central feedback loop from the field to Competitive Intelligence, Product, and Marketing, surfacing patterns from wins/losses and informing roadmap and GTM strategy.
- Proactively analyze pipelines to prioritize high-impact opportunities, manage your own bandwidth, and protect capacity in line with Expert Program guardrails.
What you’ll bring
Consultative authority & discovery depth. You ask more than you tell. You probe beneath stated requirements to uncover the real pain, map true decision-making dynamics (not just org charts), and naturally connect technical questions to business outcomes. You demonstrate curiosity over pitch mentality in every customer interaction.
Deep CRM ecosystem fluency (must-have). Extensive, hands-on Salesforce experience — Admin / Advanced Admin certified, 5+ years architecture depth in a sales, consulting or implementation role — with the ability to speak admin-to-admin on objects, flows, validation rules, selective sync, and person accounts. Strong HubSpot CRM fluency and real-world operator experience, enabling you to translate between both ecosystems with empathy and authority.
Pattern recognition from complex evaluations. You’ve seen enough CRM displacements and competitive evaluations to recognize deal stalls, political dynamics, and hidden objections quickly. You use frameworks and analogies naturally to simplify complexity, and you’re comfortable saying “I don’t know, but here’s how we’ll find out” without losing credibility.
Executive presence & code-switching. You can shift from a technical deep-dive with a Salesforce admin to a strategic business outcome conversation with a CFO within the same meeting. You use business metrics — revenue, efficiency, cost — naturally in technical discussions, and you build trust through transparency rather than polish.
Autonomy & system-builder orientation. Proven track record of managing your own portfolio of complex deals and building playbooks, assets, and frameworks from scratch in ambiguous, high-stakes environments. You naturally turn one-off deal work into reusable enablement that scales across regions and specialties.
Competitive, strategic mindset. You think several moves ahead, love deconstructing competitor strategies, and can reframe “Salesforce as the safe choice” into a compelling case for HubSpot through narrative, TCO, and technical validation.
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.
Benefits are also an important piece of your total compensation package.
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.
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.
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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.
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.
Explore more:
- HubSpot Careers
- Life at HubSpot on Instagram
HubSpot may use AI to help screen or assess candidates, but all hiring decisions are always human. More information can be found here. By submitting your application, you agree that HubSpot may collect your personal data for recruiting, global organization planning, and related purposes. We may use CLEAR ID Verification during the hiring process to confirm your identity and help maintain a safe, secure, and trusted experience for all candidates. Refer to HubSpot's Recruiting Privacy Notice for details on data processing and your rights.
