POS-34026

HubSpot is hiring a Senior Sales Strategy Analyst to shape how we grow in Australia and New Zealand. You will sit in the JAPAC Strategy and Operations team, with your time focused on ANZ across both Upmarket and Downmarket. You will be the strategic and operational partner to our ANZ sales leaders: setting strategy, owning the operating rhythm, and bringing them insight before they ask for it.

ANZ Downmarket sits within HubSpot's Global SMB organisation. You will stay connected to the global team's strategy, tools and best practice and bring them into ANZ.

You will also work on JAPAC projects and initiatives with regional reach. This role reports to the JAPAC Strategy and Operations Manager.

What you'll do

Set the strategy. Define the go-to-market strategy for ANZ Upmarket and Downmarket with the ANZ Executive and Sales Leadership teams.
Deliver proactive insights. Spot risks and opportunities in the data and bring them to leaders before they ask.
Build models leaders can use. Go deep in the data, build robust models, and turn them into simple outputs leaders can use to explore scenarios.
Own the operating rhythm. Run weekly forecasting, monthly and quarterly business reviews, and annual planning.
Build with AI. Turn HubSpot data into tools leaders use every week, using Breeze and other AI tools alongside Hex and Looker.
Design the system. Shape territories, coverage models, capacity and quota inputs with Sales Ops, Finance and Comp, and run programs that lift pipeline and rep productivity.
Join up the demand engine. Work with Marketing, Sales, Partner, BDR and Enablement teams to turn insights into actions.
Drive decisions across teams. Share recommendations to executives based on analysis and an outside-in perspective, and align cross-functional teams on the recommendations without formal authority.
Connect ANZ to the wider business. Bring Global SMB playbooks into ANZ Downmarket, and contribute to JAPAC projects with regional and global reach.

Problems you'll work on

Examples of the questions this role answers:

How should new rep books balance customers and new business?
Which verticals justify a dedicated sales play, and how big is the opportunity?
How can we build sufficient pipeline coverage for the next quarter?
What does the right operating cadence look like as ANZ scales?
Which playbooks from other markets should we bring to ANZ, and what needs to change to make them work here?
How do we lift productivity per rep across the business, and does the approach need to differ by tenure?
How do we build tools that scale globally, so leaders get to insight faster and we deliver insights before they ask?
How do we successfully navigate the shift from the SaaS curve to the AI curve?

Who you are

A deeply curious self-starter. You find the problem, scope it, and drive it to an answer without waiting to be asked.
A strong modeller. You go from raw data to a working model yourself, then turn it into a simple tool leaders use to test scenarios and make the call.
Hands-on with data and tools. You extract data from HubSpot or a comparable CRM, and build in Hex, Looker or similar BI tools.
A builder with AI. You use Breeze and other AI models to create scalable tools, not just to answer one-off questions.
Highly analytical. You know which metrics matter and keep asking why until the answer is useful.
A strong storyteller. You own the narrative behind the numbers, sell a recommendation to senior leaders, and defend a view under challenge. You bring strong opinions, loosely held, and know when to disagree and commit.
Comfortable with ambiguity and pace in a high-growth SaaS business.
Typically 8+ years of professional experience.

Backgrounds we've hired from

HubSpot hires for potential, not a checklist. People who have thrived in this role include:

Sales Ops, Sales Strategy, Customer Ops and FP&A professionals
Highly analytical management and strategy consultants
Data scientists
Senior commercial and financial analysts, ideally with experience supporting a sales organisation