Note: The job is a remote job and is open to candidates in USA. HubSpot is an AI-powered customer platform focused on helping organizations grow better. They are seeking a Director of Strategic Partnerships Legal to serve as the primary legal partner for strategic alliances, structuring and negotiating complex partnership agreements while building the legal infrastructure to support the partnership business.
Responsibilities
- Serve as the primary legal partner for the Strategic Alliances team, structuring, negotiating, and closing complex strategic partnership agreements end-to-end, from term sheet through execution
- Advise on complex commercial constructs and help the business understand how to structure deals that are both commercially effective and legally sound
- Partner closely with other teams within the Legal department to systematize partnership legal work into reusable templates and repeatable workflows, reducing time-per-deal and enabling the business team to self-serve on standard questions
- Collaborate with other teams within the Legal department on deals that cross team boundaries, and establish a clear DRI model that reduces duplicative lawyer involvement
- Build GTM legal materials for strategic partnerships, e.g., playbooks, FAQs, standard positions and communication templates that enable partner marketing, and business teams to move quickly with clear guardrails
- Monitor legal and regulatory developments relevant to the partner ecosystem (data sharing, marketplace compliance, international partnership regulations) and proactively advise the business
Skills
- 8+ years of relevant legal experience in-house, at a law firm, or both, with significant experience structuring and negotiating complex commercial partnership and alliance agreements
- Demonstrated experience as the primary legal partner for a strategic alliances and business development team, including standing up the legal function from inception
- Deep understanding of technology partnership deal structures
- Ability to work end-to-end on complex deals independently, from structuring and term sheet through negotiation and execution, without requiring constant escalation
- Experience advising business teams that are building out a new function and need execution support and proactive deal advice
- Strong commercial orientation: you understand how deals create value and structure legal positions that enable commercial outcomes
- Proven track record of integrating AI tools into day-to-day legal practice to drive efficiency, increase team capacity, and deliver faster, higher-quality legal support to business stakeholders
- Working knowledge of the evolving AI and privacy regulatory landscape, including applicable data protection frameworks and emerging AI governance requirements, with the ability to translate legal risk into practical business guidance
- Licensed to practice law in at least one U.S. jurisdiction
- Experience working with marketplace, app store, or developer ecosystem programs
- Familiarity with data sharing, API usage, and integration issues in technology partnerships
- Experience working alongside product, privacy, or security legal teams on partnership agreements with significant technical components
- Comfort building scalable legal infrastructure as part of your core mandate
- Experience at a SaaS or technology company operating a large-scale partner or ecosystem business
Benefits
- On-target commission for employees in eligible roles
- Annual bonus targets under HubSpot’s bonus plan for eligible roles
- Eligible to participate in HubSpot’s equity plan to receive restricted stock units (RSUs)
- Some roles may also be eligible for overtime pay
- Explore the benefits and perks HubSpot offers to help employees grow better
- If you need accommodations or assistance due to a disability, please reach out to us using this form
- At HubSpot, we value both flexibility and connection. Whether you’re a Remote employee or work from the Office, we want you to start your journey here by building strong connections with your team and peers
- If you are joining our Engineering team, you will be required to attend a regional HubSpot office for in-person onboarding
- If you join our broader Product team, you’ll also attend other in-person events, such as your Product Group Summit and other gatherings, to continue building on those connections
- If you require an accommodation due to travel limitations or other reasons, please inform your recruiter during the hiring process. We are committed to supporting candidates who may need alternative arrangements
Company Overview
HubSpot develops cloud-based, inbound marketing software that allows businesses to transform the way that they market online. It was founded in 2006, and is headquartered in Cambridge, Massachusetts, USA, with a workforce of 5001-10000 employees. Its website is http://www.hubspot.com.Company H1B Sponsorship
HubSpot has a track record of offering H1B sponsorships, with 40 in 2026, 148 in 2025, 125 in 2024, 101 in 2023, 107 in 2022, 43 in 2021, 33 in 2020. Please note that this does not guarantee sponsorship for this specific role.