POS-28276
Job Summary
The Lead Data Analyst, Sales Strategy & Operations will serve as a strategic analytical leader for the AMER Upmarket segment, owning the end-to-end analytical lifecycle from problem framing through to measurable business impact. This role goes beyond reporting and analysis — it's about influencing the most critical upmarket decisions at HubSpot, setting the measurement strategy for the AMER Upmarket pillar, and partnering directly with senior sales leadership and C-suite stakeholders to accelerate scalable, data-driven growth. The Lead Analyst will define analytical standards, mentor other analysts, and ensure HubSpot's upmarket sales motion is built on a rigorous, scalable intelligence infrastructure.
Key Responsibilities
Lead the definition of success metrics, KPIs, and measurement strategy for AMER Upmarket sales initiatives, setting the long-term direction for how the pillar tracks and evaluates performance.
Own the end-to-end problem-solving lifecycle — from leading framing discussions with senior sales leadership to translating complex upmarket business needs into scoped analytical solutions and driving execution through to measurable outcomes.
Influence pillar-level strategic decisions by delivering compelling, data-driven narratives to VP+ and C-suite stakeholders, independently and without manager support.
Design analyses that intentionally optimize HubSpot's holistic upmarket strategy, accounting for cross-pillar dependencies, customer value, long-range impacts, and trade-offs across KPIs.
Lead prioritization for the AMER Upmarket analytical domain, partnering with stakeholders to define a roadmap that directly supports pillar-level objectives and measurable business impact.
Independently model highly complex upmarket scenarios — including coverage models, territory design, capacity planning, and GTM motion analysis — using the best tools and methods for the job.
Establish and uphold analytical best practices across the team; mentor other analysts, create reusable and extensible deliverables, and elevate the quality bar for the broader Sales Strategy function.
Proactively identify gaps in analytical infrastructure and lead cross-functional efforts with Analytics Engineering and BI to build scalable, reliable solutions.
Develop advanced AI workflows that improve team productivity and establish team standards for AI-assisted analysis, ensuring quality and reproducibility.
Navigate the broader organization, looping in new stakeholders and contributors to make analytical projects more effective across the AMER Upmarket pillar.
Qualifications
A minimum of 4 years of experience in a sales strategy, sales operations, or equivalent analytical role.
Proven ability to independently influence VP+ and C-suite stakeholders through compelling, data-driven narratives — without relying on manager support.
Proven expertise as a Business Analyst with a track record of independently modeling highly complex scenarios and answering ambiguous strategic questions with rigor.
Deep expertise in upmarket or enterprise GTM strategy, including experience partnering with senior sales leadership on territory design, capacity planning, coverage models, or sales motion analysis.
Demonstrated ability to lead the end-to-end analytical lifecycle — from problem framing and hypothesis development through execution, stakeholder communication, and driving measurable business outcomes.
Expert command of analytical tools (Looker, Hex, Tableau, Google Suite) ; proficient in SQL and comfortable with large datasets preferred
Track record of setting team-level analytical standards, creating reusable deliverables, and mentoring other analysts to elevate overall team quality.
Strong capability to lead prioritization discussions and manage complex cross-functional analytical roadmaps with competing stakeholder demands.
Demonstrated AI fluency: ability to develop advanced AI workflows and analytical prompts using tools such as Claude, Gemini,…