HubSpot: Manager, Solutions Engineering

Headquarters: Remote - USA URL: http://hubspot.com 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: $230,000—$280,000 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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To apply: https://weworkremotely.com/remote-jobs/hubspot-manager-solutions-engineering