Lead Program Manager - Pricing Operations

About the Role

At HubSpot, pricing is how we create value for customers while building a sustainable, growing business. Our monetization philosophy is simple: solve for the customer first, scale price with the value customers get, and keep pricing intuitive and transparent.

We are looking for a Lead Program Manager to partner with HubSpot’s Pricing Strategy team and Fintech product line to transform how HubSpot makes and operationalizes strategic pricing decisions that impact more than 200,000 customers worldwide.

This role offers strategic impact at scale: every decision you shepherd directly shapes customer experience and revenue outcomes. You will work with cross-functional senior leaders across Pricing Strategy, Product, Finance, and GTM under a VP-sponsored mandate to reimagine our pricing operations. This role reports into the Technical Program Management (TPM) team, giving you a unique vantage point to bridge pricing strategy with the Fintech systems that bring those strategies to life. You will also be embedded in the Pricing Strategy Team’s operating system, providing both strategic and technical lenses to operationalizing HubSpot’s pricing and business models.

You will focus on strategic operational transformation, stakeholder alignment, and ensuring that pricing decisions translate into measurable business impact. You'll be the owner of our pricing governance framework, designing systems that scale with our growth while maintaining the agility to respond to market dynamics. This opportunity is ideal for someone who can think strategically across the largest cross-functional projects at the company, thrives in complexity, builds alignment across stakeholders, and designs governance systems that both scale with growth and adapt quickly to market change.

What You’ll Do

Transform and own Pricing Governance

• Scale the pricing governance framework from proposal intake through implementation, balancing rigor with speed

• Lead Pricing Committee operations by setting strategic agendas, facilitating critical decisions, and ensuring organizational alignment on pricing philosophy

• Partner with Pricing leadership to shape executive conversations at the Pricing Governance Board (C-Suite), influencing decisions that impact company strategy

• Build transparency mechanisms that connect pricing decisions to business outcomes, creating visibility from C-suite to individual contributors

Drive Strategic Execution

• Own the operating model that links pricing strategy to execution across Fintech, Finance, Product, and GTM teams

• Ensure accountability by defining ownership, setting measurable outcomes, and tracking value delivered

• Guide the prioritization and sequencing of pricing initiatives, ensuring they align with company-wide priorities and are integrated into HubSpot’s corporate planning processes.

• Build and own processes and workflows to increase efficiency and alignment across our pricing operations.

Embed Pricing Strategy Across HubSpot

• Capture execution insights from product and engineering to continuously refine pricing strategy

• Build enablement programs and communications that help product and GTM teams understand the “why” behind our pricing philosophy

• Champion customer value in every pricing discussion, balancing growth objectives with customer success

Lead Through Influence

• Navigate organizational dynamics to accelerate decision velocity and alignment

• Model operational excellence that raises the bar for program management across HubSpot

What You Will Bring

• Proven experience in program management, pricing strategy, revenue operations, or product operations, ideally within SaaS or usage-based business models

• Background partnering with Finance, Sales Operations, Deal Desk, Revenue Operations, and technical teams to align business decisions with execution

• Strong leadership presence with the ability to influence without authority, build consensus across senior stakeholders, and bring structure and clarity to ambiguous, cross-functional environments.

• Systems thinking that connects pricing decisions to downstream impacts across people, process, and technology

• Excellence in strategic communication, translating complexity into clear insights for executives and diverse stakeholders

• Data fluency and a customer-first mindset, using evidence-based recommendations to ensure pricing decisions deliver customer and business value

Pay & Benefits

The cash compensation below 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 tailored to your skills, experience, qualifications, and other job-related reasons.

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

Benefits are also an important piece of your total compensation package. Explore the benefits and perks HubSpot offers to help employees grow better.

At HubSpot, fair compensation practices aren’t just about checking off the box for legal compliance. It’s about living out our value of transparency with our employees, candidates, and community.

Annual Cash Compensation Range:

$118,500—$189,600 USD