Principal Enablement Partner

Our GTM Enablement team is dedicated to supporting over 2600+ sales and customer success professionals who drive revenue and growth for one of the fastest-growing publicly traded companies in the SaaS industry. As a consistent, real-time, and reliable resource, we empower Sales and CS teams to excel in their roles, grow their skill sets, and advance HubSpot's long-term strategy.

We are seeking a Principal Enablement Partner to support our global Sales Specialist organization. This role is embedded with HubSpot's Sales Specialist team—a global, quota-carrying sales organization that provides specialized expertise across different parts of the HubSpot business, including our new and evolving AI products. Sales Specialists operate as co-sellers and, in some segments, full-cycle sellers who work across SMB/MM/Corp segments, bringing deep product and use-case expertise to accelerate deal cycles, increase ASPs and win rates, and drive multi-hub expansion in upmarket accounts.

As a strategic partner aligned to Sales Specialist leadership, you will build and run the enablement engine for this global, revenue generating, organization—balancing global program delivery with specialist-specific needs, translating GTM strategy into focused enablement that lands effectively with product specialists and drives adoption and behavior change. Your mission is to create an equitable and impactful learning experience that drives performance, growth, and results for Sales Specialists globally across AMER, EMEA, and JAPAC.

Business-aligned to VP Sales Specialization & Innovation (Dave Teplinsky); functionally reporting into GTM Enablement.

Role Responsibilities

• Strategic Alignment & Stakeholder Management: Partner closely with Sales Specialist leadership (VP, Director, and regional managers) to align and prioritize key enablement objectives that directly impact specialist performance, co-sell effectiveness, and multi-hub expansion. Manage diverse stakeholders through effective expectation-setting, communication, and collaboration across project lifecycles. Align enablement to specialist KPIs including win rates, ASP growth, multi-hub penetration, and deal-support effectiveness.
• Learning Journey Development & Field Integration: Design, iterate, and manage a comprehensive learning roadmap for Sales Specialists and their managers that includes product specialization, co-selling methodology, deal-support workflows, multi-hub sales motions, and ongoing skill development. Embed enablement programs into the Sales Specialist operating system and cadences, ensuring global priorities land effectively while accounting for competing initiatives and field capacity. Equip managers to own team learning, coaching, and reinforcement through toolkits, prep sessions, and clear expectations.
• Cross-Functional Collaboration: Collaborate with Global Programs, other Enablement Partners, Instructional Design, PreSales leadership, Product, and Product Marketing to deliver an inclusive, globally aligned enablement experience. 
• Needs Analysis: Conduct in-depth needs and gap analyses with Sales Specialists and their managers globally to inform program development and identify performance opportunities. 
• Executive Reporting: Present executive summaries and insights from enablement efforts during quarterly business reviews, showcasing impact and alignment with specialist business objectives including upmarket win rates, ASP growth, and multi-hub penetration.
• Data-Driven Insights: Leverage metrics and analytics to measure enablement success, identify improvement opportunities, and optimize Sales Specialist productivity and co-sell effectiveness across segments and regions.
• Project Management & Communication: Develop and communicate project plans, strategy, and updates to Sales Specialist leadership and stakeholders. Reinforce relevance of global initiatives for the product specialist context and maintain specialist-specific communication channels.
• SME Network Development: Build and maintain a robust network of subject matter experts across Sales Specialists, PreSales (SE/SA/ISE), Product, Product Marketing, and Partner teams to enhance the effectiveness and relevance of enablement learning programs.

Key Characteristics & Skills

• Experience: 5+ years in sales, specialist sales, or sales enablement; enablement experience is strongly preferred. Principal-level EP experience or readiness required.
• Product Specialist & Co-Sell Acumen: General understanding of product specialization and overlay sales dynamics including end to end sales, co-selling, deal-support workflows, and cross-segment collaboration. Ability to diagnose specialist performance challenges, translate product GTM strategy into actionable enablement, and drive behavior change and adoption.
• Global Program Leadership: Proven ability to design and scale global enablement programs that work across regions while allowing for local adaptation. Experience managing global stakeholder groups and driving consistency at scale.
• Adaptability: Skilled at managing ambiguity and thriving in evolving, fast-paced environments.
• Stakeholder Management: Proficient in managing diverse stakeholders across multiple functions (sales, PreSales, Product, PMM, Partner), including expectation-setting, communication across project lifecycles, and navigating complex cross-functional relationships.
• Influential Communicator: Ability to gain buy-in from stakeholders through effective communication, public speaking, executive presence, and strategic influence. Comfort presenting to VP and Director-level leadership.
• Strategic Thinking: Capable of understanding stakeholder needs across regions and functions, translating them into a clear, globally aligned enablement strategy that drives specialist effectiveness and business outcomes.
• Process Improvement & Innovation: Creative thinker skilled in driving operational excellence, scaling what works, and identifying opportunities for continuous improvement.
• Data-Driven Decision Making: Proficient in using analytics to guide strategic planning, measure impact, and advocate for business changes with data and insights from specialist performance metrics (win rates, ASP, multi-hub attach, deal-support effectiveness).
• Self-Motivated: Demonstrates initiative and proactivity, driving projects forward with minimal supervision while maintaining alignment with broader organizational goals.

Global Mindset: The ability to effectively manage time zones and collaborate across regions (AMER, EMEA, JAPAC), working seamlessly with global colleagues while understanding regional market dynamics and adapting global programs for local contexts.