Director Legal Strategic Partnerships

About the role

In this role, you will lead the legal strategy for HubSpot's global ecosystem of alliances and collaborations, ensuring that every partnership advances the company's long-term vision while protecting its legal and financial interests. You will serve as the primary legal advisor to sales, product, and business development teams, translating complex business objectives into clear, enforceable legal frameworks. Your work will directly influence the structure and scalability of HubSpot's go-to-market partnerships, enabling sustainable growth in new and existing markets. You will design standardized processes and documentation that enhance efficiency without compromising legal rigor or strategic flexibility. Through proactive risk assessment, you will identify potential issues before they escalate, safeguarding the company's reputation and assets. You will collaborate cross-functionally to align partnership initiatives with HubSpot's broader corporate strategy and compliance obligations. Your expertise will be instrumental in fostering trusted relationships with external partners, ensuring mutual success and alignment with HubSpot's values. You will contribute to the continuous improvement of legal playbooks, templates, and best practices that support scalable partnership models.

Key facts

What you'll do

• Lead the end-to-end legal lifecycle for strategic partnerships, from initial scoping through execution and post-signature governance.
• Draft, review, and negotiate complex partnership agreements, ensuring terms reflect business priorities and mitigate exposure to legal or financial risk.
• Conduct in-depth risk assessments and develop mitigation strategies for high-stakes collaborations involving integrated technologies, revenue sharing, and joint go-to-market efforts.
• Advise internal stakeholders on the legal implications of partnership structures, ensuring alignment with HubSpot's policies, sales targets, and customer success metrics.
• Interpret evolving regulatory landscapes and translate requirements into actionable guidance for cross-functional teams across regions.
• Partner with product and finance leaders to shape deal terms that balance innovation in partnership models with sound legal and commercial discipline.
• Build and maintain a centralized repository of partnership documentation, playbooks, and insights to support repeatable execution and organizational learning.
• Liaise with external counsel and vendors when necessary, coordinating efficient resolution of specialized legal or compliance matters.
• Track key performance indicators for partnership legal workflows, identifying bottlenecks and proposing data-driven improvements to speed and clarity.
• Serve as a subject matter expert in internal and external forums, elevating the visibility and understanding of strategic legal work across the organization.
• Develop training materials and workshops for sales and business teams to ensure consistent application of partnership standards and compliance practices.
• Collaborate with finance to model the legal implications of deal structures, including liability caps, termination clauses, and audit rights.
• Support the evaluation and onboarding of new partnership channels, ensuring all legal prerequisites and approvals are satisfied prior to launch.
• Contribute to thought leadership in partnership law, representing HubSpot in industry discussions and shaping best practices for SaaS and technology alliances.

Requirements

• Hold a Juris Doctor (JD) degree from an accredited law school recognized in the United States.
• Possess a current license to practice law in at least one U.S. jurisdiction, with the ability to obtain additional state licenses as business needs require.
• Bring a minimum of eight years of progressive legal experience, with a substantial portion focused on corporate, commercial, or technology transactions.
• Demonstrate a proven history of negotiating and managing complex agreements, including multi-party arrangements and high-value commercial contracts.
• Show strong analytical capabilities, with the ability to dissect intricate legal concepts and present clear, actionable recommendations to non-legal audiences.
• Exhibit meticulous attention to detail, ensuring accuracy in contract language, exhibit references, and implementation instructions.
• Communicate effectively in both written and verbal formats, adapting style and substance for executives, legal peers, and external advisors.
• Work productively in a decentralized, remote-first environment, managing time and deliverables without direct supervision.
• Manage multiple high-priority initiatives concurrently, maintaining quality and meeting firm deadlines across time zones.
• Demonstrate integrity and judgment in handling confidential information, aligning with HubSpot's strict standards for ethics and compliance.
• Familiarity with technology sector deal structures, including SaaS, subscription, and cloud-based arrangements, is mandatory for success in this function.
• Experience with data privacy and security regulations, such as GDPR, CCPA, and other relevant frameworks, is essential when assessing partnership risks.
• Understanding of corporate governance, risk management frameworks, and internal control processes is required to ensure alignment with HubSpot's policies.
• Willingness to engage in continuous learning, keeping pace with changes in technology, regulation, and partnership practices globally.

Nice to have

• Hands-on experience drafting and negotiating SaaS agreements, service-level agreements, and master service agreements common in technology partnerships.
• Knowledge of data privacy laws and regulations as they apply to cross-border data transfers and third-party risk management.
• Background working in fast-paced, high-growth technology companies where agility and legal-business collaboration are essential.
• Exposure to revenue-sharing models, co-marketing arrangements, and integration-related legal considerations in partnership transactions.
• Experience supporting global initiatives that require coordination across multiple jurisdictions and legal systems.

Practical notes

• This position requires U.S. eligibility for employment, and candidates must be able to perform essential job functions remotely from within the United States.
• HubSpot provides sponsorship for roles that require work authorization where legally permitted.
• The selected candidate is expected to align with HubSpot's culture of transparency, accountability, and continuous improvement.
• This role operates on a full-time basis, with standard expectations for availability during core business hours to support cross-functional collaboration.
• Travel is not required for this position, though occasional virtual attendance at company or partner events may be considered.
• Applications will be accepted until the position is filled, and hiring timelines may vary based on candidate volume and business needs.
• Compensation and benefits information will be provided in discussions with the hiring team after initial screening.