Our GTM Enablement team supports over 2,600 sales and customer success professionals who drive revenue and growth at one of the fastest-growing publicly traded companies in the SaaS industry. As a consistent, real-time, and reliable resource, we empower teams to excel in their roles, develop critical skills, and advance HubSpot's long-term strategy.

We're seeking a Lead Enablement Partner to support our global Upmarket Contract Management team within Customer Success. This is the first dedicated enablement role for this team — 90+ Contract Managers across Strategic Accounts and high-value customer segments globally — and it comes at a pivotal moment. Contract Management is evolving from transactional renewal processing to strategic commercial partnership, positioning CMs as consultative experts who drive customer value and business outcomes.

Your mission is to build and run the enablement engine for this organization — developing capabilities in consultative renewal conversations, commercial negotiation, consumption-based selling, and strategic customer engagement, while establishing the frameworks and standards that will scale as the team grows.

The Strategic Context

HubSpot's Contract Management organization operates at the intersection of customer success and revenue operations, managing complex renewals for our highest-value customers across four global regions. As we evolve our renewal motion to include AI-powered capabilities, consumption-based models, and enhanced self-service options, our Contract Managers need to move from transactional execution to strategic commercial partnership.

This role will be instrumental in building the learning infrastructure that makes this evolution possible — developing capabilities around value-based negotiation, credit analytics interpretation, consultative selling methodologies, and sophisticated customer engagement strategies.

What You'll Do

Strategic Partnership & Planning

• Partner with global Contract Management leadership to identify, prioritize, and execute enablement initiatives that directly impact business performance
• Translate organizational priorities into comprehensive, globally aligned learning roadmaps that address both immediate skill gaps and long-term capability development
• Serve as a trusted advisor on enablement strategy, offering insights on learning design, change management, and performance improvement

Learning Experience Design & Delivery

Design and manage the end-to-end learning journey for Contract Managers and their managers, covering:

• Value-based negotiation and commercial acumen
• Consultative customer engagement and call excellence
• Product knowledge and technical fluency
• Credit analytics, consumption models, and ROI demonstration
• Productivity tools, systems, and role-specific workflows
• Create regionally relevant, segment-appropriate content that respects local market dynamics while maintaining global consistency
• Utilize diverse learning formats — live training, asynchronous modules, job aids, coaching frameworks, and peer learning experiences

Cross-Functional Collaboration

• Collaborate with Program Managers, fellow Enablement Partners, Instructional Designers, and subject matter experts to deliver inclusive, effective learning experiences
• Partner with Operations, Product, and Customer Success teams to ensure enablement aligns with system changes, process updates, and strategic initiatives
• Build and maintain a network of internal SMEs to enhance program effectiveness and ensure content accuracy

Data-Driven Optimization

• Establish metrics and analytics frameworks to measure enablement impact on performance, productivity, and business outcomes
• Conduct needs assessments and gap analyses with Contract Managers and leaders across regions to inform program priorities
• Leverage qualitative and quantitative insights to continuously improve learning experiences and demonstrate ROI

Executive Communication & Influence

• Present enablement strategy, progress updates, and impact analysis during quarterly business reviews and leadership forums
• Develop and communicate project plans that clearly articulate objectives, timelines, stakeholder responsibilities, and success criteria
• Build credibility and gain buy-in for enablement initiatives through data-backed recommendations and stakeholder-specific messaging

Required Experience & Skills

• 5+ years in sales enablement, customer success enablement, or GTM enablement roles, with a track record of building or scaling enablement in a complex, global organization. Experience supporting CS, post-sale, or renewal-focused teams is a plus but not required — what matters is that you can learn a new domain quickly and design enablement that resonates with practitioners
• Business & industry acumen: strong understanding of SaaS business models, customer industries, and commercial dynamics that affect renewal negotiations
• Product understanding: comfort with HubSpot's product ecosystem and value proposition — you don't need to be a technical expert, but should be able to help CMs connect product capabilities to customer value and commercial strategy

Core Competencies

• Adaptability: you thrive in fast-changing environments, building the plane while flying it when necessary
• Stakeholder management: you skillfully manage diverse stakeholders, set clear expectations, and maintain strong relationships across project lifecycles
• Strategic thinking: you can zoom out to understand organizational needs and translate them into coherent, actionable enablement strategies
• Influential communication: you gain buy-in through compelling storytelling, public speaking, and strategic influence — not positional authority
• Process improvement: you're naturally curious about how things work and continuously look for opportunities to drive operational excellence
• Data-driven decision making: you use analytics to guide planning, measure success, and advocate for business changes with confidence
• Self-direction: you proactively identify opportunities, drive projects forward with minimal supervision, and take ownership of outcomes
• Global perspective: you can effectively navigate time zones, cultural nuances, and regional differences while creating cohesive global programs

Why This Role Matters

This is HubSpot's first dedicated enablement resource for Upmarket Contract Management. You'll have the opportunity to build the function from the ground up, establishing frameworks and standards that will scale as the organization grows. You'll directly influence how Contract Managers develop their capabilities, advance their careers, and contribute to HubSpot's revenue success.

Your work will help shape the future of customer renewals at HubSpot, ensuring our teams have the skills, knowledge, and confidence to deliver exceptional customer experiences while driving business performance. This role offers a unique blend of strategic impact, creative problem-solving, and direct connection to business outcomes.