Business Development Manager

HubSpot for Startups is a global program with a mission to help millions of startups grow better — and one of the fastest-growing pillars of HubSpot's customer acquisition strategy. Our ecosystem spans 3,500+ startup partners worldwide (accelerators, incubators, and VCs) and over 35,000 startup customers. 2026 is a pivotal year as we make significant investments to scale the program globally.

About the Role

This is a high-impact individual contributor role with full ownership of the HubSpot for Startups program across JAPAC. You will be the primary relationship holder for the region's top-tier partner network - working with leading accelerators, incubators, and VCs across markets including Singapore, Australia, Southeast Asia, and beyond.

You'll own both the strategic and the tactical: building and deepening Tier 1 partner relationships, driving portfolio penetration, and shaping how the JAPAC startup ecosystem engages with HubSpot. You will have a direct line to JAPAC sales leadership and work closely with the Global Director of GTM Partnerships to translate regional market dynamics into program strategy.

What You'll Do

Own the JAPAC partner ecosystem end-to-end - identifying and managing relationships with Tier 1 accelerators, incubators, and VCs across the region, including senior stakeholder management at the partner level.

Drive program performance against clear monthly KPIs - you own the numbers for JAPAC, including qualified leads and new customer acquisition.

Become the go-to face of HubSpot for Startups in the JAPAC ecosystem - actively present at key industry events, conferences, and community spaces, and known by name across the region's top VCs, accelerators, and founder communities.

Design and execute your own in-region activation formats: founder workshops, in-person networking events, webinars, hackathons, and other program-led experiences that drive program KPIs.

Drive deep portfolio penetration: activate partners to champion HubSpot among their portfolio companies, building structured partner engagement plans that hold stakeholders accountable and document progress.

Own the JAPAC program budget - planning and executing partner campaigns with defined KPIs, tracking spend against outcomes, and iterating based on performance.

Educate startup founders and operators on growth strategy - running your own sessions covering sales, marketing, fundraising, and AI-powered GTM approaches, as well as curating external speakers and experts to bring to your audience.

Leverage AI tools to enhance partner outreach, relationship management, pipeline organisation, and programme reporting.

Collaborate with JAPAC sales, marketing, and CSM teams to ensure seamless experiences for partners and portfolio startups.

What We're Looking For

5+ years in business development, partnerships, or a strategic sales role — ideally with exposure to the startup or venture ecosystem in JAPAC.

Deep regional knowledge: familiarity with the JAPAC accelerator, incubator, and VC landscape, and an ability to navigate cultural nuances across markets.

A track record of building and managing high-value external relationships — from first contact to long-term partnership.

Comfortable using AI tools (e.g. HubSpot AI, ChatGPT, Claude, or similar) to improve productivity, partner communication, and data organisation.

Data-driven mindset: can translate partner activity into pipeline metrics and make decisions based on performance signals.

Strong executive presence and communication skills — you're as comfortable in a boardroom with a VC partner as you are running a founder workshop.

Experience working in a global, cross-functional team environment, with the ability to influence without direct authority.

Proactive, curious, and highly organised — able to manage a large and complex partner portfolio.

Fluency in CRM tools for relationship tracking and pipeline management; HubSpot experience is a plus.

A genuine enthusiasm for startups, entrepreneurship, and the people building the next generation of technology companies.

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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