POS-16578

At HubSpot, our customers are at the core of everything we do. Their success stories are more than just testimonials about our products; they embody HubSpot’s mission to empower millions of organizations to grow better. As our products and offerings continue to evolve, we have a tremendous opportunity to connect with our customers and tell their stories with more breadth, depth, and empathy than ever before.

HubSpot is looking for a Senior Customer Reference Program Manager to reinvent our customer reference strategy and program. This role sits on our Customer Proof Team, which manages a broad range of critical programs that attract, engage and delight HubSpot’s prospects and customers. 

In this exciting role, you’ll leverage AI, automation, customer marketing and program management best practices to develop the program and identify opportunities for the increased growth of HubSpot’s customer reference program.

The ideal candidate for this role has experience in customer marketing & marketing programs, exudes a passion for AI and experimenting with cutting-edge technologies, and can organize and drive large cross-functional programs forward in a fast-paced environment. Here, you will blend high level, critical-thinking skills with more tactical operational activities to build the next generation of HubSpot’s customer reference program. 

In this role, you’ll get to:

• Lead and reinvent our customer reference program, from strategy to processes to systems, in partnership with Customer Success & Advocacy, Product Marketing, Sales, and executive leadership

• Develop and execute long-term strategies based on analyzing reference revenue, usage, and engagement data, identifying opportunities to grow revenue and overall program adoption 

• Oversee the strategic direction and day-to-day implementation of our customer reference program, serving as a key internal contact for customer reference program

• Lead cross-functional teams to define, build and acquire ideal customer reference profiles & contacts to support deals across all sales and CS segments 

• Develop and implement strategies to delight and grow references through customer reference onboarding and ongoing engagement, ensuring long-term reference retention

• Strategically conceptualize, build and execute customer marketing programs to make it simple, easy, fun and rewarding for our customers to engage in the program, while ensuring diversity of our base is represented 

• Drive innovation by experimenting with new data and technologies (like automation and AI) to enhance our systems, reference engagement and scale our reference program 

• Lead collaboration with cross-functional stakeholders across all go-to-market functions to create a seamless customer reference experience for both buyers and sellers

• Serve as an internal and external thought leader on reference programs and strategy, including developing enablement resources, defining engagement metrics to drive success, and improving program adoption and feedback mechanisms

We’re looking for people who:

• Are excited about and motivated by solving tough problems

• Are using AI today / are passionate about incorporating AI into their work

• Look for opportunities to experiment and drive results 

• Are highly adaptable

• Have a strong analytical background with proven ability to draw key insights from both quantitative and qualitative data to inform strategic decisions

• Have a proven track record of success developing, executing and most importantly scaling customer marketing / reference programs

• Have experience enabling revenue-driving teams like Sales and CS at a senior level 

• Have exceptional relationship-building, problem-solving and communication skills

• Demonstrated ability to lead cross-functional teams and influence senior stakeholders

• Have experience in the software, cybersecurity, or B2B technology industries

Cash compensation range: 92000-138000 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. At HubSpot, fair compensation practices isn’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.