Business Development Manager
HubSpot for Startups is a global program with a mission to help millions of startups grow better — and one of the fastest-growing pillars of HubSpot's customer acquisition strategy. Our ecosystem spans 3,500+ startup partners worldwide (accelerators, incubators, and VCs) and over 35,000 startup customers. 2026 is a pivotal year as we make significant investments to scale the program globally.
About the Role
This is a high-impact individual contributor role with full ownership of the HubSpot for Startups program across JAPAC. You will be the primary relationship holder for the region's top-tier partner network - working with leading accelerators, incubators, and VCs across markets including Singapore, Australia, Southeast Asia, and beyond.
You'll own both the strategic and the tactical: building and deepening Tier 1 partner relationships, driving portfolio penetration, and shaping how the JAPAC startup ecosystem engages with HubSpot. You will have a direct line to JAPAC sales leadership and work closely with the Global Director of GTM Partnerships to translate regional market dynamics into program strategy.
What You'll Do
Own the JAPAC partner ecosystem end-to-end - identifying and managing relationships with Tier 1 accelerators, incubators, and VCs across the region, including senior stakeholder management at the partner level.
Drive program performance against clear monthly KPIs - you own the numbers for JAPAC, including qualified leads and new customer acquisition.
Become the go-to face of HubSpot for Startups in the JAPAC ecosystem - actively present at key industry events, conferences, and community spaces, and known by name across the region's top VCs, accelerators, and founder communities.
Design and execute your own in-region activation formats: founder workshops, in-person networking events, webinars, hackathons, and other program-led experiences that drive program KPIs.
Drive deep portfolio penetration: activate partners to champion HubSpot among their portfolio companies, building structured partner engagement plans that hold stakeholders accountable and document progress.
Own the JAPAC program budget - planning and executing partner campaigns with defined KPIs, tracking spend against outcomes, and iterating based on performance.
Educate startup founders and operators on growth strategy - running your own sessions covering sales, marketing, fundraising, and AI-powered GTM approaches, as well as curating external speakers and experts to bring to your audience.
Leverage AI tools to enhance partner outreach, relationship management, pipeline organisation, and programme reporting.
Collaborate with JAPAC sales, marketing, and CSM teams to ensure seamless experiences for partners and portfolio startups.
What We're Looking For
5+ years in business development, partnerships, or a strategic sales role — ideally with exposure to the startup or venture ecosystem in JAPAC.
Deep regional knowledge: familiarity with the JAPAC accelerator, incubator, and VC landscape, and an ability to navigate cultural nuances across markets.
A track record of building and managing high-value external relationships — from first contact to long-term partnership.
Comfortable using AI tools (e.g. HubSpot AI, ChatGPT, Claude, or similar) to improve productivity, partner communication, and data organisation.
Data-driven mindset: can translate partner activity into pipeline metrics and make decisions based on performance signals.
Strong executive presence and communication skills — you're as comfortable in a boardroom with a VC partner as you are running a founder workshop.
Experience working in a global, cross-functional team environment, with the ability to influence without direct authority.
Proactive, curious, and highly organised — able to manage a large and complex partner portfolio.
Fluency in CRM tools for relationship tracking and pipeline management; HubSpot experience is a plus.
A genuine enthusiasm for startups, entrepreneurship, and the people building the next generation of technology companies.