We are seeking a highly skilled Senior Strategy and Operations Analyst to join our Customer Success Strategy & Operations (CSSO) team. Reporting directly to the Manager of Customer Success Headcount, Capacity & Incentives, this pivotal role will focus on building operational processes, identifying efficiencies, automating workflows, and offering actionable insights into global business trends related to Customer Success Incentives.

In this dynamic role, you will be responsible for weekly and monthly reporting and will utilize BI software (e.g. Looker) to analyze data, provide valuable insights, and support critical decision-making. You will collaborate closely with internal executives, global Customer Success teams, and Operations to enhance visibility into our Incentive Programs, which encompass variable plans, promotions, SPIF programs, and regular compensation reporting. Additionally, you will own Headcount Planning and Forecasting Models, diving into deep analysis when required and ensuring the delivery of comprehensive reporting for stakeholders across the Go-To-Market (GTM) organization.

In This Role You'll Get To

Support internal executives, the global Customer Success teams, and Customer Success Strategy & Operations with detailed visibility into Customer Success Incentives and Headcount data. Leverage BI tools like Looker to analyze data, extract meaningful insights, and drive decision-making. Deliver timely, accurate reports on promotions, performance plans, variable programs, SPIF programs, and regular compensation. Track key incentive KPIs and understand the performance levers that drive optimal behaviors and align with business objectives. Drive Annual Planning for Headcount and Incentives in Customer Success, collaborating with HR and Finance to forecast hiring needs based on data trends. Work closely with HR, Finance, and Customer Success leadership to ensure alignment in headcount planning and the successful execution of incentive programs.

We Are Looking For People with

A Customer-First mindset and passion for supporting customer-facing teams 4+ years of experience in strategy and operations, preferably in Customer Success, Sales Operations, or Financial Planning & Analysis (FP&A). Proficiency in BI tools (e.g. Looker, PowerBI, Tableau), with the analytical ability to perform in-depth data analysis and provide actionable insights. Excellent communication and presentation skills, with the ability to translate complex data into clear, actionable recommendations. Proficiency in SQL and experience working with data warehousing platforms such as Snowflake or similar. Experience with MS Office Suite, Google Apps, Salesforce.com, HubSpot CRM with expert level proficiency in Excel and/or G-sheets. Ability to clean and link complicated data sets from various sources Adaptability to the evolving needs of a high-growth, fast-pace SaaS business B.A. or B.S. degree

Cash compensation range: 118500-189600 USD Annually

This resource will help guide how we recommend thinking about the range you see. Learn more about HubSpot’s compensation philosophy.

The cash compensation above includes base salary, on-target commission for employees in eligible roles, and annual bonus targets under HubSpot’s bonus plan for eligible roles. In addition to cash compensation, some roles are eligible to participate in HubSpot’s equity plan to receive restricted stock units (RSUs). Some roles may also be eligible for overtime pay. Individual compensation packages are based on a few different factors unique to each candidate, including their skills, experience, qualifications and other job-related reasons.

We know that benefits are also an important piece of your total compensation package. To learn more about what’s included in total compensation, check out some of the benefits and perks HubSpot offers to help employees grow better.

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We know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you.

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At HubSpot, we value both flexibility and connection. Whether you’re a Remote employee, or work from the Office, we want you to start your journey here by building strong connections with your team and peers. 

If you are joining our Engineering team in a full-time role, you will be required to attend a regional HubSpot office for in-person onboarding. If you join our broader Product team, you’ll also attend other in-person events such as HubSpot’s annual PEER week, your Product Group Summit, and other in-person gatherings to continue building on those connections.

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Germany Applicants: (m/f/d) - link to HubSpot's Career Diversity page here.

India Applicants: link to HubSpot India's equal opportunity policy here.

About HubSpot

HubSpot (NYSE: HUBS) is a leading customer relationship management (CRM) platform that provides software and support to help businesses grow better. We build marketing, sales, service, and website management products that start free and scale to meet our customers’ needs at any stage of growth. We’re also building a company culture that empowers people to do their best work. If that sounds like something you’d like to be part of, we’d love to hear from you.

You can find out more about our company culture in the HubSpot Culture Code, which has more than 5M views, and learn about our commitment to creating a diverse and inclusive workplace, too. Thanks to the work of every employee globally, HubSpot was named the #2 Best Place to Work on Glassdoor in 2022 and has been recognized for its award-winning culture by Great Place to Work, Comparably, Fortune, Entrepreneur, Inc., and more.

Headquartered in Cambridge, Massachusetts, HubSpot was founded in 2006. Today, thousands of employees across the globe work remotely and in HubSpot offices. Visit our careers website to learn more about the culture and opportunities at HubSpot. 

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