POS-32758

DIRECTOR, SOLUTION ENGINEERING – US CORPORATE

ROLE SUMMARY

Our mission at HubSpot is to help millions of organizations grow better. As the Director of Solution Engineering for our US Corporate segment, you'll lead and scale a high-performing PreSales organization of four SE Managers and 30+ Solutions Engineers, driving impact across one of HubSpot's fastest-growing and most technically sophisticated customer segments.

You'll translate PreSales strategy into operational execution, build a culture of technical excellence and customer obsession, and lead the transformation of how the SE role operates in an AI-native GTM world. The ideal candidate is a battle-tested second-line leader who knows what great PreSales motion looks like at scale and brings the organizational muscle to direct a multi-team function through change and complexity.

WHAT YOU'LL DO

1. Lead and develop four SE Managers and their teams — totaling 30+ Solutions Engineers — supporting HubSpot's Corporate segment across NAM, fostering a high-performance culture grounded in accountability, growth, and inclusion.
2. Translate top-down PreSales functional objectives into clear operational plans, directing work through your managers and holding them accountable to outcomes.
3. Design and execute go-to-market strategies that improve technical win rates, pipeline velocity, and deal quality across the Corporate segment in partnership with Sales leadership.
4. Define and continuously evolve the SE playbook for Corporate — including discovery frameworks, technical evaluation strategy, demo excellence, POC/POV execution, and SE-to-AE coverage models.
5. Champion AI fluency across the organization: model AI use personally, embed AI tools and workflows into how the team operates, and lead the ongoing reimagination of what the SE role looks like in an AI-native GTM motion — not just doing existing work faster, but rethinking where SEs create irreplaceable value.
6. Partner cross-functionally with Sales, Customer Success, Product, Marketing, and Finance to align on growth priorities, influence roadmap decisions, and deliver a unified experience for prospects and customers.
7. Leverage data, KPIs, and performance metrics to identify trends, optimize team structure and capacity, and drive continuous improvement across the organization.
8. Hire and develop diverse, high-caliber talent — building a scalable, future-ready PreSales organization with a clear succession pipeline at every level of the team.

WHAT YOU'LL BRING

EXPERIENCE & EXPERTISE

• 4+ years of second-line management experience leading PreSales or Solutions Engineering teams in a high-growth SaaS or platform environment, with deep expertise in Corporate and/or Enterprise B2B segments.
• Demonstrated track record of driving AI adoption across a PreSales or Sales organization: using AI tools in your own work, equipping your team to do the same, and evolving how SEs approach the craft itself.
• Experience building and optimizing go-to-market strategies in complex, fast-paced environments.
• Strong data-driven mindset with a track record of using metrics to inform strategy and drive outcomes.

LEADERSHIP CAPABILITIES

• Inspire & Influence: Leads through influence, co-creates meaning and purpose with direct reports and across matrix organizations. Inspires others to demonstrate HubSpot's values and works together to create a passionate, diverse, high-performing culture.
• Build Talent & Teams: Proven playbook for hiring, coaching, and mentoring technical go-to-market teams. Ability to motivate, guide, grow, and lead a second-line org toward successful outcomes — with a track record of developing SE Managers into future leaders and promoting from within.
• Shape Strategy: Anticipates and interprets market changes and envisions the future. Can synthesize vast information to decide strategic priorities, make sound decisions based on customer behaviors and business context, and translate company objectives into executable team plans.
• Drive Results: Drives execution and builds the necessary capability to succeed. Initiates action and commits to achieving business outcomes by taking accountability for goals. A proven ability to think strategically with a customer-first mindset and collaborate with leadership to define and implement successful PreSales programs.
• Lead Innovation: Experiments, collaborates, and drives innovation — including AI transformation — with a passion for delivering remarkable experiences for Corporate customers. Doesn't just execute existing playbooks; actively reimagines how the SE function operates in an evolving GTM landscape.
  
  

CULTURE ADD & IMPACT

• Integrity: Upholds and acts with the highest standards of honesty and ethical behavior. Communicates with transparency and authenticity regardless of personal ramifications.
• Diversity & Inclusion: Advocates for and promotes diversity and inclusion in all that they do. Creates an inclusive, psychologically safe environment that embraces and champions belonging at every level of the team.
• Commitment to Customers: Strives to deliver best results for customers. Deeply understands customer needs and motivations and ensures the team is oriented around customer value throughout the sales cycle.
• Growth Mindset & Accountability: Demonstrates resilience, initiative, and a positive attitude toward professional development. Proactively seeks feedback, learns from mistakes, and holds themselves and others accountable.

NICE-TO-HAVE QUALIFICATIONS

• Direct experience with HubSpot's CRM platform or in a HubSpot PreSales role.
• Experience reducing SE-to-AE ratios while maintaining or improving pipeline and conversion performance.
• Track record of building PreSales playbooks from the ground up in evolving or ambiguous environments.
• Background managing geographically distributed or remote-first teams.