Team Overview

The Upmarket Strategy team designs and executes marketing campaigns that drive pipeline growth across Mid-Market and Corporate segments. Partnering closely with Sales, Product Marketing, Customer Marketing, and Revenue Operations, the team brings go-to-market strategies to life through field events, executive programs and digital experiences. Using customer insights, data, AI-enablement, and operational excellence, the team creates experiences that deepen customer relationships, influence buying decisions, and drive revenue.

Role Summary

This role is deeply cross-functional, you will create end-to-end, multi-channel, field and integrated marketing campaigns of high-impact aligned to regional priorities.

Success in this role requires balancing strategic planning with hands-on execution, using customer insights, AI, and data to turn complex initiatives into measurable business outcomes while influencing cross-functional partners. You are passionate and have an entrepreneurial mindset with a drive to test, learn, and scale.

What You'll Do

• Build and execute integrated marketing campaigns across digital, field, executive, ABM, and sales channels that drive pipeline and revenue.
• Own end-to-end campaign execution, including audience strategy, landing pages, invitations, nurture programs, sales enablement, and performance optimization.
• Develop channel strategies across paid, earned, and owned media aligned to audience, industry, competitive, and customer lifecycle priorities.
• Recruit and manage executive speakers, customer advocates, and industry experts to elevate program impact.
• Create AI-enabled campaign playbooks and identify opportunities to improve reach, experimentation, and answer-engine visibility.
• Lead field program execution, including venue selection, vendors, contracts, production, logistics, staffing, and onsite delivery.
• Manage program budgets, evaluate trade-offs, and optimize investment based on business performance.
• Partner with Sales, Product Marketing, Revenue Marketing, and Data teams to define targeting, align execution, and accelerate pipeline.
• Present campaign performance, risks, and recommendations to senior stakeholders and influence business decisions.
• Build strong cross-functional relationships while effectively prioritizing, challenging, and navigating competing requests.
• Accountable for Net New business (NN) and Install-Base (IB) pipeline targets and iMRR contribution from field and integrated programs.

What You'll Bring

Required Qualifications

• Experience leading end-to-end marketing programs in a fast-paced B2B SaaS environment.
• Proven success building integrated marketing programs that combine digital and field marketing to generate pipeline and revenue.
• Strong understanding of B2B sales processes, go-to-market strategies, and SLA-driven operating models.
• Experience using data, AI, and automation to improve audience targeting, campaign performance, and marketing effectiveness.
• Strong analytical skills with the ability to translate performance data into business recommendations.
• Experience managing budgets, vendors, contracts, event production, and multiple concurrent initiatives.
• Ability to influence senior stakeholders, align cross-functional teams, and drive execution through ambiguity.
• Commitment to demonstrating HubSpot's HEART values.

Nice-to-Have Qualifications

• Experience using HubSpot or working within the HubSpot ecosystem.
• Experience marketing to Mid-Market or Corporate buyers.
• Experience managing executive speakers, customer advocates, or industry experts.
• Familiarity with answer engine optimization (AEO), content syndication, or intent-based marketing.
• Experience building reusable AI-powered marketing playbooks or campaign frameworks.

Where You'll Work

Location: United States
Work Type: Remote
Travel: Approximately 25% for customer events, executive programs, and industry conferences.