Our GTM Enablement team supports over 2,600 sales and customer success professionals who drive revenue and growth at one of the fastest-growing publicly traded companies in the SaaS industry. As a consistent, real-time, and reliable resource, we empower teams to excel in their roles, develop critical skills, and advance HubSpot's long-term strategy.

We're seeking a Lead Enablement Partner to support our global Upmarket Contract Management team within Customer Success. This is the first dedicated enablement role for this team — 90+ Contract Managers across Strategic Accounts and high-value customer segments globally — and it comes at a pivotal moment. Contract Management is evolving from transactional renewal processing to strategic commercial partnership, positioning CMs as consultative experts who drive customer value and business outcomes.

Your mission is to build and run the enablement engine for this organization — developing capabilities in consultative renewal conversations, commercial negotiation, consumption-based selling, and strategic customer engagement, while establishing the frameworks and standards that will scale as the team grows.

The Strategic Context

HubSpot's Contract Management organization operates at the intersection of customer success and revenue operations, managing complex renewals for our highest-value customers across four global regions. As we evolve our renewal motion to include AI-powered capabilities, consumption-based models, and enhanced self-service options, our Contract Managers need to move from transactional execution to strategic commercial partnership.

This role will be instrumental in building the learning infrastructure that makes this evolution possible — developing capabilities around value-based negotiation, credit analytics interpretation, consultative selling methodologies, and sophisticated customer engagement strategies.

What You'll Do

Strategic Partnership & Planning

• Partner with global Contract Management leadership to identify, prioritize, and execute enablement initiatives that directly impact business performance
• Translate organizational priorities into comprehensive, globally aligned learning roadmaps that address both immediate skill gaps and long-term capability development
• Serve as a trusted advisor on enablement strategy, offering insights on learning design, change management, and performance improvement

Learning Experience Design & Delivery

Design and manage the end-to-end learning journey for Contract Managers and their managers, covering:

• Value-based negotiation and commercial acumen
• Consultative customer engagement and call excellence
• Product knowledge and technical fluency
• Credit analytics, consumption models, and ROI demonstration
• Productivity tools, systems, and role-specific workflows
• Create regionally relevant, segment-appropriate content that respects local market dynamics while maintaining global consistency
• Utilize diverse learning formats — live training, asynchronous modules, job aids, coaching frameworks, and peer learning experiences

Cross-Functional Collaboration

• Collaborate with Program Managers, fellow Enablement Partners, Instructional Designers, and subject matter experts to deliver inclusive, effective learning experiences
• Partner with Operations, Product, and Customer Success teams to ensure enablement aligns with system changes, process updates, and strategic initiatives
• Build and maintain a network of internal SMEs to enhance program effectiveness and ensure content accuracy

Data-Driven Optimization

• Establish metrics and analytics frameworks to measure enablement impact on performance, productivity, and business outcomes
• Conduct needs assessments and gap analyses with Contract Managers and leaders across regions to inform program priorities
• Leverage qualitative and quantitative insights to continuously improve learning experiences and demonstrate ROI

Executive Communication & Influence

• Present enablement strategy, progress updates, and impact analysis during quarterly business reviews and