Manager, Solutions Engineering at HubSpot

About the RoleWe 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 andmost importantlydrive 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 ResponsibilitiesLeadership & Team ManagementLead 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 SupportPartner 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 ExcellenceLead their pod (sales leaders the managers 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 loopsMonthly and quarterly business reviewsStakeholder communicationsDeal inspection and forecastingIdentify 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 CollaborationWork 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 Were Looking ForRequired Experience35 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 environmentExperience 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 AttributesScientific 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 HaveExperience shaping upmarket motionsExperience 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 & BenefitsThe cash compensation below includes base salary on-target commission for employees in eligible roles and annual bonus targets under HubSpots bonus plan for eligible addition to cash compensation some roles are eligible to participate in HubSpots 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 HubSpots 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 arent just about checking off the box for legal compliance. Its about living out our value of transparency with our employees candidates and community.Annual Cash Compensation Range:$250000$300000 USDWe know the confidence gapand impostor syndrome can get in the way of meeting spectacular candidates so please dont hesitate to apply wed 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 youre 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 youll 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 arrangementsMassachusetts 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 HubSpots Career Diversitypagehere.India Applicants: link to HubSpot Indias equal opportunity policy here.About HubSpotHubSpot (NYSE: HUBS) is an AI-powered customer platform with all the software integrations and resources customers need to connect marketing sales and service. HubSpots 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.Were 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 CareersLife at HubSpot on InstagramBy submitting your application you agree that HubSpot may collect your personal data for recruiting global organization planning and related purposes. Refer to HubSpotsRecruiting Privacy Notice for details on data processing and your rights.Required Experience:Manager Key Skills Organizational Management,Presentation Skills,Agile,SAFe,AWS,Solution Architecture,Conflict Management,Data Management,Scrum,Team Management,Pre-sales,Management Consulting Employment Type : Full Time Experience: years Vacancy: 1