HubSpot

• Oversee the optimization of indirect tax data management, analytics, and reporting tools. • Lead the selection, implementation, enhancement, and maintenance of indirect tax technology solutions supporting compliance, reporting, determination, and operational scalability. • Establish and maintain indirect tax data governance standards, ensuring data quality, integrity, and consistency across systems and reporting processes. • Act as a bridge between Indirect Tax, Engineering, Finance Systems, GTM, and external consultants, ensuring effective technology adoption and scalable process design. • Serve as a key indirect tax stakeholder for new GTM motions, product launches, billing changes, and strategic business initiatives by assessing indirect tax implications and defining required system and process changes. • Partner with Finance Systems, Engineering, and Enterprise Architecture teams to ensure indirect tax requirements are incorporated into ERP, billing, procurement, and quote-to-cash workflows. • Review and document key indirect tax processes, identify automation opportunities, and define scalable technology solutions to improve operational efficiency. • Monitor global indirect tax regulatory developments including e-invoicing, CTC, SAF-T, and digital reporting requirements, ensuring systems and processes remain compliant and scalable. • Ensure proper configuration, governance, and ongoing optimization of indirect tax determination engines and related reporting systems. • Ensure proper configuration and maintenance of e-invoicing, digital reporting, and indirect tax data exchange solutions. • Streamline and automate indirect tax return preparation, reconciliation, validation, and submission processes. • Develop scalable controls and monitoring processes to proactively identify indirect tax risks, data anomalies, and compliance gaps. • Evaluate and leverage AI-enabled tax technologies and intelligent automation opportunities to improve scalability, accuracy, and operational efficiency. • Partner with stakeholders to optimize indirect tax workflows, minimizing indirect tax team manual effort and mitigating compliance risks • Provide training and guidance to internal teams on indirect tax technology tools and automation best practices. • Stay informed on emerging indirect tax technology trends, regulatory developments, and innovation opportunities. • Support indirect tax compliance, audit readiness, and controversy management through scalable technology, data, and process improvements. • Support with special tax projects as they arise.

Role Description Our mission at HubSpot is to help millions of organizations grow better. The Inbound Success Coach (ISC) plays a critical role at the beginning of that journey—engaging with prospective customers, addressing their questions, and identifying potential sales opportunities. You’ll work with a high volume of inbound demand across chat, phone, and web channels, helping businesses understand how HubSpot can support their goals. This is an entry-level role designed to build foundational sales skills, including customer conversations, qualification, and pipeline creation, with a clear path for growth within the Sales organization. You are the first human interaction in the sales process, helping prospects navigate their initial experience with HubSpot while identifying and qualifying potential opportunities for the sales team. What You’ll Do: - Manage a high volume of inbound inquiries from prospects via chat, phone, and web channels - Engage prospects in conversations to understand their goals, challenges, resolve their queries, and guide them toward relevant next steps - Identify, prioritize, and route high-quality sales opportunities to Account Executives - Operate consistently in a fast-paced, high-activity environment while maintaining quality across every interaction - Achieve booked meetings rate and meetings to deal rate metrics (targets based on region) Qualifications - Fluency in English and Portuguese - Strong communication skills, with the ability to engage prospects, guide conversations, and build rapport quickly - A clear motivation to start and grow a career in sales, with energy for working toward goals and measurable outcomes - Curiosity and a problem-solving mindset when understanding customer needs and business challenges - Comfort handling a high volume of daily interactions while staying organized and consistent - Resilience and adaptability to thrive in fast-paced, performance-driven environments - Coachability and a willingness to learn, apply feedback, and continuously improve Requirements - You perform in a competitive, target-driven, high volume environment. - Motivation to go above and beyond to achieve goals and metrics. - Be proactive and take ownership to drive results - Stay consistent and resilient while managing a high number of daily interactions, maintaining focus and energy throughout the day - Be coachable and continuously improve how you qualify and convert opportunities based on feedback and experience Benefits - Location: Colombia (remote, or in-office/hybrid in Bogotá, Colombia office) - Schedule: Monday to Friday. Schedules may shift depending on the market and business needs to support inbound demand.

Title: Business Development Representative - Italy Job Description: Location: Remote in Ireland or flexible office in Dublin As a Business Development Representative, your role is to seek out and engage “good fit” companies through strategic prospecting. To do this you will leverage HubSpot’s existing leads and generate new interest through calls, emails and social media messaging. When connecting with a prospect you will learn about their business challenges to determine whether HubSpot will serve as a solution. When you have identified a qualified prospect, your goal is to concisely communicate the value of HubSpot and gain interest in a deeper conversation with an Account Executive. You will have a working relationship with 2-3 Account Executives. Each day you will collaborate with the Account Executives you support and your fellow BDRs to develop innovative strategies for uncovering new opportunities. What are the responsibilities of a Business Development Representative? In this role, you will need to: - Conduct high volume prospecting for qualified leads (new users and potential customers) - Work closely and collaboratively with Account Executives to develop and implement appropriate prospect strategies and plans - Schedule online product demonstrations for a qualified lead whilst ensuring you meet your monthly goals - Understand the customers’ needs and challenges using sales methodologies, i.e. BANT - Carry out market research to broaden the customer base of HubSpot What are the role requirements? - The desire and commitment to be in Tech Sales - Sales/ prospecting experience and experience working in a high-growth, "scale-up" environment are not required but is a plus - Fluency in Italian and English - A sharp focus on your goals and a strong approach for achieving them - The ability to deal and address objections, open to being coached - Strong organizational and time management skills - Passion for helping businesses grow and curiosity about the tech industry What's in it for you? - Hybrid working policy that suits your working preferences - Amazing colleagues to learn from and having a mentor you can turn to - Interactive employee training and a month long onboarding experience to help you get started - A clear career path with regular promotion tracks - An education allowance up to €4,250 per year and a free books program so you can keep on learning - Mental health coaching and sessions (Modern Health app) and other health benefits, ie Life Assurance, long term illness cover, fitness reimbursement of up to €250 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. Explore more: - HubSpot Careers - Life at HubSpot on Instagram HubSpot may use AI to help screen or assess candidates, but all hiring decisions are always human. More information can be found here. By submitting your application, you agree that HubSpot may collect your personal data for recruiting, global organization planning, and related purposes. We may use CLEAR ID Verification during the hiring process to confirm your identity and help maintain a safe, secure, and trusted experience for all candidates. Refer to HubSpot's Recruiting Privacy Notice for details on data processing and your rights.

• Act as a trusted advisor to the People Team and senior business stakeholders on employment law matters including hiring, termination, employee relations, performance management, compensation, working time, leaves, and investigations. • Manage employment litigation and pre-litigation matters, including outside counsel oversight and legal strategy. • Lead employment legal support for cross-border workforce restructurings, including redundancy processes and collective consultation. • Advise on works council and employee representative body obligations across key EMEA jurisdictions, including Germany, France, and Spain. • Develop and maintain policies, templates, and playbooks that enable scalable, consistent legal guidance. • Deliver targeted training and enablement programs for People Team partners and business stakeholders. • Partner on HubSpot’s international expansion and footprint strategy across EMEA and JAPAC. • Monitor legislative and regulatory developments across the region and lead implementation of compliance initiatives. • Lead and develop a high-performing, inclusive team of employment lawyers grounded in trust, accountability, and curiosity. • Leverage AI and scalable self-service tools to deliver faster, clearer, and more consistent legal support.

• Act as a trusted advisor to the People Team and senior business stakeholders on employment law matters including hiring, termination, employee relations, performance management, compensation, working time, leaves, and investigations. • Manage employment litigation and pre-litigation matters, including outside counsel oversight and legal strategy. • Lead employment legal support for cross-border workforce restructurings, including redundancy processes and collective consultation. • Advise on works council and employee representative body obligations across key EMEA jurisdictions, including Germany, France, and Spain. • Develop and maintain policies, templates, and playbooks that enable scalable, consistent legal guidance. • Deliver targeted training and enablement programs for People Team partners and business stakeholders. • Partner on HubSpot’s international expansion and footprint strategy across EMEA and JAPAC. • Monitor legislative and regulatory developments across the region and lead implementation of compliance initiatives. • Lead and develop a high-performing, inclusive team of employment lawyers grounded in trust, accountability, and curiosity. • Leverage AI and scalable self-service tools to deliver faster, clearer, and more consistent legal support.

• Partner with cross-functional pricing stakeholders to ensure customer value, positioning, and GTM impact shape pricing and packaging decisions. • Lead go-to-market strategy and execution for pricing and packaging in key markets. • Build messaging frameworks, enablement materials, and customer-facing assets that help sellers confidently communicate usage-based pricing and credits. • Synthesize customer feedback, seller insights, market signals, and competitive intelligence to identify positioning gaps and adoption friction. • Collaborate with Product teams to improve how pricing value and credit consumption are communicated within the product experience. • Develop scalable frameworks and tools that help reps scope deals, articulate ROI, and navigate commercial conversations. • Partner with GTM Enablement to deliver field readiness programs that improve seller confidence and reduce escalation volume. • Use AI-powered workflows and insights to scale messaging analysis, streamline content development, and improve operational efficiency across pricing communications.

Role Description As a Sales Manager of our Italy Mid-Market Account Executive team, you will execute our world-class sales methodology, hire exceptional talent, deliver sales quota each month, uncover strategies to coach and develop your team and build a sales environment and culture we can be proud of. In this role, you will need to: - Lead and manage a sales team to meet monthly goals: activity metrics, forecasted opportunities and revenue targets - Build confidence & trust with direct reports as well as provide developmental feedback for continuous improvement - Coach team members to develop their professional sales skills - Collaborate well with other sales managers, directors & executives to aid the growth of the business - Supervise & conduct training on skills improvement, inbound sales, product & marketing topics - Strong sales skills & ability to teach sourcing and sales strategies to new team members - Maintain headcount via recruiting, selecting and training new Account Executives - Maintain professional and technical knowledge of inbound marketing and the HubSpot platform - Understand your country market(s) and build and execute plans to grow them - Demonstrate HubSpot core values and leadership traits - Understand leadership training styles and apply to interactions with direct reports Qualifications - Professional fluency in both English and Italian language is required - Experience leading a consultative sales process, with an ability to segment and manage territories effectively - Superior coaching skills - ability to observe, evaluate & use various techniques to improve results - Detail oriented and the ability to manage multiple objectives - Good prospecting skills - demonstrate effectiveness on first part of the HubSpot sales methodology (Research & Connect, Explore & Strategise, Demo & Close Call) - Strong analytic skills to identify trends and gaps in activities and results in order to drive changes in team behaviours and build growth plans - Ability to work cross functionally to drive business results through collaboration - Strong individual & team motivation skills, with high self awareness and good interpersonal and EQ skills - Personal responsibility to hit monthly team goal & positive attitude Benefits - Generous remuneration and stock units - Interactive employee training and onboarding - An education allowance up to €4,250 per annum - Life Assurance - Long term illness cover - 25 days holidays - Fitness reimbursement - Amazing colleagues to learn from and enjoy company social outings, parties, and events

Role Description As the Business Development Representative (BDR) Manager, you will be responsible for managing the BDR team as well as growing demand through support of the HubSpot sales organisation. This person will also play a critical role in the alignment between sales and marketing. The BDR organisation is responsible for building the pipeline required to drive ~20% of HubSpot’s new business. You will be responsible for the training, coaching, and managing of new and established BDRs in a very dynamic and rapidly changing environment. In this role, you will be working closely with sales and marketing leadership to execute our inbound sales process, properly forecast your SLAs around prospect response and engagement, help better optimize our pipeline generation methodologies, improve the prospect experience, uncover strategies to coach and develop, and create scalable ways to drive team success. You will work closely with the executive management team, sales teams, sales training team, recruiting team, marketing team, and product team on tasks that help move larger company initiatives forward and drive overall business success. This will likely include cross collaboration and feedback on items each group is working on. As a data-driven organisation, you will be required to use a variety of measurement tools including HubSpot dashboards and reports, scorecards, and surveys to gauge the effectiveness of your work within your team. In this role you will: - Lead by example by demonstrating HubSpot’s core values (HEART) and inspiring a culture of top performing team players - Manage day to day leads, activities and tasks for BDRs - Manage the entire pipeline generation process for BDRs - Display an ability to build confidence and trust with direct reports as well as provide developmental feedback for continuous improvement - Develop the sales skill set strategy and map out promotional path planning for BDR program - Maintain headcount via recruiting, selecting, and training new talent for your team as needed - Conduct effective one on one coaching sessions - Maintain a high level of team morale and motivation - Collaborate cross-functionally within the organisation to move projects forward - Foster open and effective communication between the multiple roles within your team structure - Work to develop additional sales and inbound marketing training and learning programs that address the needs of the entire sales organisation - Maintain professional and technical knowledge of the Inbound process and HubSpot Qualifications - 3+ years of experience of quota carrying experience, previous management experience a plus but not required, SaaS environment preferred - Prior experience in a high volume prospecting role comparable to HubSpot's BDR position - Experience coaching, leading and running a consultative sales process - Superior coaching skills around sales opportunities - Detail oriented and possess the ability to manage multiple objectives simultaneously - Strong analytic skills to identify team, sales, and program trends and results - You are versed in sales training and coaching methodologies - You are versed in inbound marketing methodologies - You have experience with and/or have coached to a variety of sales models/methodologies/processes - You have a good understanding of how technology works from a conceptual standpoint and can effectively and succinctly teach technical information to a non-technical audience - You love training and coaching. You are excited to make your team more successful and effective. - You can adapt easily to a rapidly-changing environment - You have the ability to build relationships and command credibility with internal stakeholders Benefits - Flexible work environment - Opportunities for professional growth and development - Supportive company culture

Title: Business Development Representative - CEE region (accepting applications for future opportunities) Location: Remote from Ireland or hybrid in our Dublin office Job Description: As a Business Development Representative, you seek out and engage “good fit” companies through strategic prospecting. To do this, you will generate new interest through calls, emails, and social media messaging. When connecting with a prospect, you will learn about their business challenges to determine whether HubSpot will serve as a solution. When you have identified a qualified prospect, your goal is to concisely communicate the value of HubSpot and gain interest in a deeper conversation with an Account Executive. You will have a working relationship with 2-3 Account Executives. Each day, you will collaborate with the Account Executives you support and your fellow BDRs to develop innovative strategies for uncovering new opportunities. What are the responsibilities of a Business Development Representative? In this full-time role, you will need to: - Conduct high-volume prospecting for qualified leads (new users and potential customers) - Work closely and collaboratively with Account Executives to develop and implement appropriate prospect strategies and plans - Schedule online product demonstrations for a qualified lead whilst ensuring you meet your monthly goals - Understand the customers’ needs and challenges using sales methodologies, i.e. BANT - Carry out market research to broaden the customer base of HubSpot What are the role requirements? - The desire and commitment to be in Tech Sales - Sales/ prospecting experience and experience working in a high-growth, "scale-up" environment are not required, but are a plus - Fluency in English any East or Central European language - A sharp focus on your goals and a strong approach to achieving them - The ability to deal with and address objections, and be open to being coached - Strong organisational and time management skills - Passion for helping businesses grow and curiosity about the tech industry What's in it for you? - Hybrid working policy that suits your working preferences - Amazing colleagues to learn from, and having a mentor you can turn to - Interactive employee training and a month-long onboarding experience to help you get started - A clear career path with regular promotion tracks - An education allowance up to €4,250 per year and a free books program so you can keep on learning - Flexible paid vacation days on top of your annual 25 days paid time off - Mental health coaching and sessions (Modern Health app) and other health benefits, ie Life Assurance, long term illness cover, fitness reimbursement of up to €250 Please note: This is a role that we hire on an ongoing basis throughout the year. If you choose to apply for this role, your information will be reviewed by our recruiting team and we will reach out to you if your background matches an opening at this time or in the future. 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. 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. Explore more: - HubSpot Careers - Life at HubSpot on Instagram HubSpot may use AI to help screen or assess candidates, but all hiring decisions are always human. More information can be found here. By submitting your application, you agree that HubSpot may collect your personal data for recruiting, global organization planning, and related purposes. We may use CLEAR ID Verification during the hiring process to confirm your identity and help maintain a safe, secure, and trusted experience for all candidates. Refer to HubSpot's Recruiting Privacy Notice for details on data processing and your rights.

• Provide first-line client-centric legal support to our Sales teams on privacy, commercial and legal issues. • Review and negotiate commercial agreements, which may include SaaS agreements, data processing agreements, consulting agreements, non-disclosure agreements, master services agreements, and statements of work. • Work with other various business teams on a variety of legal processes as needed. • Partner closely with Sales stakeholders, particularly in DACH, to understand the business objectives and hurdles, and drive strategic improvements. • Collaborate with other legal and compliance practice groups to accelerate and unlock growth for HubSpot with a customer-centric mindset.