HubSpot

Role Description The PreSales mission is to sell better to reduce turn rate and to push for value-driven propositions that solve for customers. As a Solutions Engineer, you will partner with the sales organisation seamlessly to drive the execution of prospective and expansive deals. You will utilise your technical knowledge to become a trusted partner with sales and services. What will your day-to-day look like? - Building and maintaining relationships with sales reps, partners, customers and other internal stakeholders - Gaining knowledge of HubSpot products for better-proposed solutions - Understanding customer challenges and how to deliver technical value to meet their business goals and objectives - Participating and directing projects relevant to presales, sales, and the wider business - Coaching and mentoring less experienced team members Qualifications - Presales, technical consultant/sales role or similar (3+ years) - Spoken and written fluency in English and Polish is required; proficiency in an additional language, ideally Spanish or Arabic, is preferred. - Experience working with internal teams and stakeholders and dealing with external customers - You are open to admitting mistakes and believe that actionable feedback is a great way to learn and grow - You enjoy collaborating with different teams and are motivated to develop yourself - You have HEART Benefits - The cash compensation below includes base salary, on-target commission for employees in eligible roles, and annual bonus targets under HubSpot’s bonus plan for eligible roles. - Some roles are eligible to participate in HubSpot’s equity plan to receive restricted stock units (RSUs). - Individual compensation packages are determined using objective, role-related criteria, which may include skills, experience, qualifications, and other job-related factors. - Annual Cash Compensation Range: €73.850 — €105.600 EUR - Explore the benefits and perks HubSpot offers to help employees grow better. Company Description 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! - Deliver with HEART 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.

• Serve as the main point of contact for approximately 30 customers to ensure a successful 1st year on the HubSpot platform. • Define customer success, articulate value, lead Executive Business Reviews (EBRs), and provide consultative guidance that helps customers achieve their goals. • Conduct regular strategic calls to drive product adoption and customer engagement. • Ensure customers complete all required technical setups efficiently and on schedule. • Train and educate customers on how to effectively utilise HubSpot’s tools. • Begin strategising and launching growth-oriented campaigns with customers. • Collaborate internally with Sales, Contract Management and Customer Success Managers to deliver a frictionless customer experience. • Improve and scale the HubSpot software setup process.

• Work with the team on the integration and optimization of AI and new technologies to automate complex accounting processes. • Develop automated processes and workflows to review contracts for non-standard terms and conditions and determine the revenue impact under ASC 606. • Work with the Director of Revenue Accounting and commercial legal team to structure guidelines around acceptable non-standard deal terms. • Perform monthly and quarterly revenue activities in support of the financial close process. • Prepare various quarterly and annual revenue assessments. • Assist in the preparation of revenue related disclosures and metrics for internal and external reporting. • Assist with revenue automation projects, process improvements, and AI efficiencies. • Support external auditors with quarterly revenue testing. • Assist with special projects as needed.

• Manage 150 – 180 customer relationships. Some of your customers will be new while others may have been using HubSpot for several years. • Work with your customers on a regular basis to understand their goals and aligning them with the necessary resources to achieve them. • Partner with different teams at HubSpot to 'solve for the customer' including onboarding, up-sell/x-sell, and renewals. Along the way, you will get to know HubSpot’s software incredibly well and help your customers fully adopt the platform. • Your day-to-day is a mix of proactive and reactive work, and CSMs have a lot of autonomy in managing their “book of business”. The proactive work includes 4-5 scheduled deep-dive meetings per day with customers, where you review their progress, make strategic and tactical recommendations, and keep them up to date on the latest and greatest features from HubSpot. The reactive work runs the gamut from questions about invoices to “how to” questions about the software • Promote the growth of your install base by uncovering, scoping and qualifying opportunities where customers can use more Hubspot products and services to ensure customer retention and growth • Understand technical roadblocks and make recommendations on solution implementation and core integrations using Hubspot to overcome them

Role Description We are seeking a Security Engineer with expertise in implementing and troubleshooting security tools to enhance and support our security infrastructure. This role focuses on evaluating, deploying, and maintaining a suite of security technologies that protect our organization’s assets. The ideal candidate will have extensive experience in security engineering, hands-on tool deployment, and troubleshooting complex issues within various security solutions. Key Responsibilities - Security Tool Implementation: Lead the planning, deployment, and configuration of security tools, ensuring they meet organizational needs and integrate seamlessly with existing systems. Experience with SASE tools such as (Netskope/Zscaler), EDR tools such as (Crowdstrike/SentinelOne), Endpoint Privilege Management, Application Allowlisting, Email Security, SIEM Management and Detection Engineering. - Troubleshooting and Support: Diagnose and resolve issues with security tools in real-time to maintain their effectiveness, reduce downtime, and ensure optimal performance. - Tool Evaluation and Testing: Research, test, and recommend new security technologies based on the latest threat landscape and organizational needs. Lead proof-of-concept (POC) projects to assess potential new tools. - System Integration: Work closely with IT and other teams to ensure security tools are effectively integrated with various systems, including cloud and on-premises environments. - Automation and Optimization: Develop scripts and automation processes to improve the efficiency and reliability of security tools, minimizing repetitive tasks and reducing time-to-response. - Documentation and Knowledge Sharing: Create and maintain detailed documentation of security tool configurations, troubleshooting procedures, and best practices to ensure consistent processes and knowledge transfer. - Collaboration: Collaborate with other security teams, such as incident response and vulnerability management, to identify tool requirements, share insights, and improve overall security capabilities. - Training and Mentorship: Act as a subject matter expert on security tools, providing training and guidance to junior team members and stakeholders. Qualifications - Experience: 3+ years of experience in cybersecurity, with a focus on security engineering, tool deployment, and troubleshooting. - Education: Bachelor’s degree in Computer Science, Information Security, or related field (or equivalent experience). - Certifications: Relevant certifications, such as CISSP, GIAC, CEH, or vendor-specific certifications for security tools (e.g., CrowdStrike, Netskope, Tenable, or similar). - Technical Skills: - Strong hands-on experience with a variety of security tools, such as endpoint protection, SIEM, vulnerability management, EDR, DLP, and network security tools. - Deep troubleshooting skills across both hardware and software security solutions. - Familiarity with scripting languages (Python, PowerShell, Bash) for automation of tasks related to tool deployment and management. - Understanding of network protocols, cloud environments, and security frameworks (MITRE ATT&CK, NIST, CIS). - Experience with configuring and managing tools in cloud environments (AWS, Azure, or GCP). - Soft Skills: - Strong analytical and problem-solving abilities with attention to detail. - Excellent communication skills to collaborate across teams and convey technical information effectively. - Ability to work independently and manage multiple projects in a fast-paced environment. Benefits - Flexible work environment. - In-person onboarding for remote employees. - Support for candidates needing accommodations.

• Develop and be responsible for your own annual, quarterly and monthly territory business plan • Find new prospects from both inbound and self-sourced leads • Run qualification calls with C- level executives and department leaders • Close both new business and install base at or above quota on a monthly cadence • Sell through internal champions to multiple stakeholders, as well as directly to C -level • Work collaboratively with HubSpot's marketing and technology departments to evolve our sales strategy when new features and products are introduced • Run online and occasionally in person product demonstrations • Answer Legal, Security and Procurement questionnaires and RFP • Sell the full growth platform, heavily weighted towards the Enterprise license • Liaise with internal HubSpot stakeholders such as Legal, Finance and Security to solve for the more complex contract requirements of our Corporate customers

Role Description HubSpot is seeking a Senior Third Party Risk & Integration Security Engineer to join our expanding IAM, Third Party Risk Management, and Enterprise Application Management team. This role is based on the idea of “external party security” and combines technical security assessment expertise in vendor risk management, focusing on evaluating third-party applications, emerging AI technologies, and integration security. The ideal candidate will conduct technical assessments of vendor security controls while also supporting broader software management and identity and access management initiatives across the organization. This role is remote; candidates must be based in the Eastern Time Zone (ET). What you’ll do - Third-Party Risk Assessment (Primary Focus - 60%) - Conduct technical security assessments of third-party applications, vendors, and service providers beyond traditional questionnaire-based reviews. - Evaluate API security, authentication mechanisms, data flows, and integration architectures for vendor solutions. - Assess generative AI vulnerabilities in third-party applications, including model security, data privacy, and information disclosure risks. - Perform security reviews of Model Context Protocol (MCP) servers and implementations. - Review vendor security documentation, architecture diagrams, and technical controls. - Identify security gaps and provide risk-based recommendations and guardrails to stakeholders. - Collaborate with procurement, legal, and business teams on vendor onboarding and ongoing monitoring requirements. - IAM & Enterprise Application Management (40%) - Support Shadow IT discovery and risk assessment initiatives using enterprise tooling. - Evaluate security risks associated with unsanctioned applications and browser extensions. - Assist with managing and reducing risk relating to non-human identity (NHI) including service accounts and API keys. - Assess access control implementations across enterprise applications and also members of HubSpot’s global contractor base. - Review OAuth grants, SAML configurations, and application integrations for security risks. - Support identity governance initiatives and access certification processes. - Collaborate and support the enterprise application management team on shared security initiatives. Qualifications - 5+ years of experience in application security, vendor risk management, cloud security, and/or related field. - Experience with security frameworks (NIST CSF, ISO 27001, SOC 2, etc.). - Strong understanding of API security (REST, GraphQL, authentication/authorization). - Strong understanding of IAM principles (RBAC, ABAC, least privilege) and modern authentication protocols (OAuth 2.0, SAML). - Experience with non-human identity management (service accounts, API tokens, certificates). - Understanding of SaaS architectures, access controls, and integration security. - Excellent prioritization, organization, and time management skills to suit a high-volume environment. - Understanding of LLM and generative AI security challenges and the emerging threat landscape. - Strong project management and communication skills to support a highly cross-functional work environment. - Working knowledge of privacy and compliance standards (GDPR, CCPA, HIPAA). - Background in technical due diligence or managing large-scale supplier security programs (preferred). - Certifications such as CISSP, CCSP, CISM, or CRISC are a plus. Benefits - Annual Cash Compensation Range: $95,600 — $143,400 USD. - Base salary, on-target commission for employees in eligible roles, and annual bonus targets under HubSpot’s bonus plan for eligible roles. - Participation in HubSpot’s equity plan to receive restricted stock units (RSUs) for some roles. - Potential eligibility for overtime pay. - Tailored individual compensation packages based on skills, experience, qualifications, and other job-related reasons.

• Lead, coach, and develop a team of Competitive Intelligence Analysts, fostering a culture of curiosity, accountability, and continuous learning. • Set team priorities, allocate resources, and manage the competitive intelligence roadmap to align with business objectives. • Develop and maintain scalable processes for monitoring competitors, market dynamics, emerging technologies, and customer trends. • Deliver actionable competitive insights that inform product strategy, market positioning, go-to-market planning, and executive decision-making. • Partner with Product Marketing, Product, Sales, Customer Success, and Strategy teams to identify opportunities, mitigate risks, and strengthen HubSpot’s differentiation. • Create executive briefings, market assessments, battlecards, and enablement resources that help teams compete effectively in the market. • Gather and synthesize intelligence from external research, customer feedback, field teams, and industry sources to identify emerging trends. • Establish quality standards and best practices for competitive research, analysis, and communication across the team. • Leverage AI-powered tools and modern research methodologies to increase the speed, scale, and impact of competitive intelligence efforts. • Measure and communicate the business impact of competitive intelligence programs and continuously improve team effectiveness.

• Define the technical future of release engineering • Shape technical direction for the build, test, and deploy systems • Drive architectural decisions across pipeline design and test infrastructure • Write production code and lead complex initiatives • Rethink testing and delivery infrastructure for new eras

• Complete daily moderation efforts on various communities. • Responsibilities include moderation, support, content updates, management, reporting, and auditing community performance. • Integrate and utilize AI tools and technologies for enhanced community engagement. • Partner with stakeholders for project outcomes. • Identify and nurture external subject matter experts to support the Champions program. • Handle escalations that cannot be supported in the community. • Drive progress on varied initiatives, managing communication and enrollment. • Provide recommendations for continuous improvement.