Manager, Strategy & Operations

POS-33807

HubSpot is looking for a Sales Strategy Manager to support HubSpot’s Japan sales teams. The Sales Strategy mission at HubSpot is to enable data-backed decisions that drive growth and productivity. This role works directly with Japan Sales Leadership to define the go-to-market strategy and help build a world-class sales organization.

You will report to the JAPAC Sales Strategy Senior Director (based in Singapore) and be the trusted advisor to Japan leadership on how the business is planned and run. You’ll often start from an open question, turn it into a clear recommendation, and get leaders who don’t report to you aligned behind it. The work spans strategy, operating rhythm, and the analytical foundations that support all Japan sales segments.

In this role you’ll get to:

• Directly manage a Sales Strategy Analyst (based in Japan).
• Act as the business partner to the Japan leadership team, including the Japan Sales Leader and Country Manager.
• Own annual and quarterly go-to-market planning with sales leadership and Finance — targets, territory design, quota setting and sales capacity — and own the trade-offs behind them.
• Lead the definition and execution of key GTM strategies in partnership with the Japan Sales Leader, e.g. Partner / Channel, Upmarket / Enterprise, and Downmarket / SMB.
• Collaborate with CS Leadership to identify opportunities to improve revenue retention and upsell, contributing to overall Japan business growth.
• Own the operating rhythm of the Japan business — weekly forecast and pipeline reviews, monthly and quarterly business reviews 
• Give leadership an independent read of the business — performance, pipeline and productivity — with the risks, the opportunities and a recommended course of action, early enough to act on.
• Land global programs, processes and tools in Japan, and be the region’s voice back to headquarters when something needs to change.
• Leverage BI software (Looker) to analyze data, build models and interpret results to drive decisions.
• Build and maintain complex data models for staffing, productivity and forecasting.
• Support front-line sales managers on lead rules and operational pillars, and become fluent in our CRM system and data flow.

We are looking for people who:

• Are highly analytical and can turn raw, unorganized data into actionable insight — and know which three numbers a leader needs to see.
• Can take ambiguous, open-ended problems and turn them into options, a recommendation and a decision.
• Have the presence and judgement to work with senior sales leaders, including the confidence to give an unwelcome recommendation, and a record of getting decisions made across teams they don’t manage.
• Have owned planning, territory design, quota setting or business reviews for a sales team.
• Have expert-level Excel with some Database / SQL knowledge.
• Can use BI applications (Looker / Tableau / Qlik etc.) to build data models, reports and dashboards, and can clean and link complicated data sets from various sources.
• Can adapt quickly to the evolving needs of a high-growth SaaS business and build pragmatic solutions to complex problems — building the process while running it.
• Are comfortable working autonomously and at pace, interacting with senior stakeholders across functions.
• Have people management experience, direct or indirect.
• Have 6+ years of professional experience.
• Have experience with MS Office, Google Workspace, Salesforce and HubSpot CRM.
• Have a B.A. or B.S. degree (an M.B.A. is a plus).
• Professional proficiency in Japanese alongside English is strongly preferred.

Note: This is a bonus, please don’t discount yourself from the process if you don’t come from a highly technical background - We’re interested in candidates with a mix of technical and general skills sets

Role

HubSpot judges candidates on potential, not a list of skills. Folks that we’ve hired in the past include the following profiles:

• Operations and Finance professionals
• Management / Strategy Consultants who are highly analytical
• Technical folks with a passion for solving business problems