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HubSpot · 9 hours ago

Manager, Solutions Engineering

United States

Full-time

Remote

Mid, Senior Level

$250K/yr - $300K/yr

3+ years exp

HubSpot is an AI-powered customer platform that provides software solutions for marketing, sales, and service. They are seeking a Manager of Solutions Engineering to lead a team of Solutions Engineers, driving execution of value-selling strategies and improving customer outcomes through effective leadership and collaboration with cross-functional teams.

AnalyticsCopywritingMarketingSaaSSocial Media

Comp. & Benefits

H1B Sponsor Likely

Responsibilities

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

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

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

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

Qualification

Management experienceSolutions EngineeringSaaS experienceData-driven mindsetSales methodologiesCoaching skillsProcess ownershipCross-functional collaborationCustomer focus

Required

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

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

Preferred

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

Benefits

Equity plan to receive restricted stock units (RSUs)

Overtime pay

Company

HubSpot

Glassdoor4.0

HubSpot develops cloud-based, inbound marketing software that allows businesses to transform the way that they market online.

Founded in 2006

Cambridge, Massachusetts, USA

5001-10000 employees

http://www.hubspot.com

H1B Sponsorship

HubSpot has a track record of offering H1B sponsorships. Please note that this does not guarantee sponsorship for this specific role. Below presents additional info for your reference. (Data Powered by US Department of Labor)

Distribution of Different Job Fields Receiving Sponsorship

Represents job field similar to this job

Trends of Total Sponsorships

2025 (116)

2024 (125)

2023 (101)

2022 (107)

2021 (43)

2020 (33)

Funding

Current Stage

Public Company

Total Funding

$100.5M

Key Investors

Scale Venture PartnersMatrixGeneral Catalyst

2014-10-10IPO

2012-11-05Series E· $35M

2011-03-08Series D· $32M

Leadership Team

Yamini Rangan

Chief Executive Officer

Dharmesh Shah

Founder and CTO

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