Director Legal Strategic Partnerships

POS-31300

Director, Strategic Partnerships Legal

Our mission at HubSpot is to help millions of organizations grow better. As a publicly traded, AI-forward company, we rely on strong governance, thoughtful risk management, and clear disclosure to scale responsibly. The Legal team plays a critical role in protecting trust while enabling innovation—and this role sits at the center of that balance.

Role Summary

HubSpot's ecosystem and strategic partnerships are increasingly central to how we grow, go to market, and deliver value to our customers. We're building a world-class network of technology, marketplace, and strategic alliances, and we need a senior legal partner who can help us do that with speed, precision, and commercial savvy.

As Director, Strategic Partnerships Legal, you'll be the dedicated legal owner for HubSpot's strategic alliances, sitting within our Commercial Legal team. You'll partner directly with the Strategic Alliances team to structure and negotiate complex, bespoke partnership agreements of all kinds, and you'll build the legal infrastructure that enables our partnership business to scale. This is a role for someone who wants to own a function from inception, work on high-stakes deals with major technology partners, and build something that matters.

What You’ll Do

• 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.

What You’ll Bring

Required Qualifications

• 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 regulations.