HubSpot for Startups is a global program with a mission to help millions of startups grow better. It's a fast-growing and important piece of HubSpot's larger customer acquisition strategy. 2025 is a key year for the program as we make significant investments to scale our program. Our ecosystem consists of 5000+ global startup partners (accelerators, incubators, and VC's) and over 25,000 startup customers. You can learn more here: www.hubspot.com/startups

Our team is passionate and entrepreneurial. To drive the next phase of growth, we’re looking for an accomplished Business Development Manager (BDM) to drive the adoption of HubSpot Products among startups.

As a BDM, your responsibilities will include working with accelerators, incubators, and VC to drive business and technical relationships, educate startups in a scalable approach to drive new customer acquisition and enable the sales team to drive effective and frictionless interactions with startups. You will have the exciting opportunity to help drive the growth and shape the GTM strategy of HubSpot in your geographic region..

Your responsibilities will include working very closely with the regional sales leadership team, focusing on driving revenue, product adoption, and market penetration within the various customer segments including startups, scaleups, and entrepreneurs. We’re looking for people who possess a business development/sales background and can lead tactical and strategic initiatives to help drive revenue growth and adoption of HubSpot.

In the Business Development Manager role, you’ll get to:

• Explore new partnership opportunities with VC, Accelerators, and Incubators, and onboarding them as approved partners.
• Manage existing startup partners to help them enable their portfolio companies to grow better, driving deeper portfolio penetration
• Build trust, establish credibility, and hold partners accountable.
• Educate startups on growth strategy (sales, marketing, AI, and fundraising) and HubSpot's platform.
• Work with HubSpot’s sales and marketing teams to make sure the partner and startup experiences are frictionless.
• Work closely with your manager and Global Director of HubSpot for Startups to share market research, partnership development, and startup development.
• Travel rarely (5%), both international and in-country events 

We’re looking for people who:

• Have a minimum of 5+ years in business development/sales 
• Are proactive, genuinely curious, and detail-oriented
• Have healthy negotiation skills and business acumen
• Enjoy working in a global team & working with cross-functional departments
• Have experience working with or within startups
• Have an understanding of the accelerators, incubators, and venture capital industries
• Are comfortable and capable of giving public presentations
• Can make data-driven decisions
• Have the desire to meet and exceed measurable performance goals such as Qualified leads, new customers and MRR
• Enjoy the fast-paced environment of sales and want to apply that determination to a more strategic role
• Strong planning & organizational skills - can balance a lot of priorities and conversations
• Fluent in using CRM for communication and sales conversations
• Have compassion and empathy for others
• Have strong communication skills