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Role Description

Our mission at HubSpot is to help millions of organizations grow better. The GTM Value Strategy & Operations team, part of the Customer Success Strategy & Operations (CSSO) organization, builds the systems that connect product outcomes to business impact.

We’re designing the HubSpot Value Engine—a unified, cross-functional infrastructure that quantifies and proves the ROI our customers achieve with HubSpot. By aligning Marketing, Sales, and Customer Success around a single value framework, this team turns customer data into verified, repeatable, and scalable proof points that drive retention, expansion, and trust.

As a Lead Data Analyst, you will architect the data models, benchmarks, and value frameworks that power this system. You’ll collaborate across RevOps, Product, and Data Engineering to define how customer outcomes are measured, quantified, and communicated across the entire GTM motion. This role combines deep analytical rigor with business storytelling—ensuring HubSpot’s value is not just delivered, but demonstrably proven.

What You’ll Do

• Build and scale HubSpot’s Value Analytics infrastructure, translating customer usage and outcomes data into verified business value benchmarks that guide our GTM strategy.
• Develop and maintain ROI, TCO, and outcome models that quantify measurable impact across the customer lifecycle—from acquisition through renewal.
• Design and operationalize the HubSpot Value Methodology, standardizing how Marketing, Sales, and Customer Success define, measure, and prove customer outcomes.
• Partner with Data Engineering and Product Analytics to establish a single source of truth for value data, creating reproducible and auditable pipelines that tie product usage to business results.
• Lead analytical investigations into customer performance trends, uncovering the drivers of retention, adoption, and expansion.
• Create frameworks and dashboards that enable executives to see how HubSpot products deliver quantifiable time savings, conversion lift, and revenue acceleration.
• Act as a thought leader and mentor within the Operations Analytics community—setting analytical standards, advocating for data governance improvements, and scaling AI-driven insights.
• Collaborate cross-functionally with Marketing, Sales, Product, and Customer Success to ensure value metrics are consistently applied across the GTM flywheel.

Qualifications

• Academic or professional experience with a heavy quantitative, analytical focus.
• 5+ years of experience using data to drive measurable business outcomes, ideally within SaaS or GTM Strategy/RevOps functions.
• Proven track record influencing senior and cross-functional stakeholders, including executive (C-level) audiences.
• Deep expertise in SQL, data modeling, and ETL design; experience managing enterprise-scale data environments.
• Proficiency with R or Python for advanced analytics, forecasting, and statistical modeling.
• Familiarity with BI platforms such as Looker or Hex.
• Exceptional communication and data storytelling skills—able to translate complex analysis into clear narratives and business impact.
• A proactive, ownership-oriented mindset with curiosity for uncovering insights and shaping strategic decisions.

Requirements

• Experience building ROI or TCO models, value benchmarking frameworks, or verified outcomes programs.
• Experience integrating AI/ML to automate analytics workflows and elevate insight generation.
• Knowledge of customer lifecycle metrics (activation, usage, retention).
• Prior work with GTM, Value Engineering, or Customer Success Strategy teams.
• Startup experience is highly valued.

Benefits

• Annual Cash Compensation Range: $136,000 — $204,000 USD.
• Equity plan to receive restricted stock units (RSUs) for eligible roles.
• Flexible work environment with options for remote work.
• Comprehensive benefits package to support employee growth.