Lead Solutions Engineer, CRM Strategy & Competitive Intelligence

About the role

The Lead Solutions Engineer, CRM Strategy & Competitive Intelligence is a senior, customer-facing advisor who leads HubSpot’s most complex upmarket CRM evaluations — including platform displacements, rip-and-replace motions, and net-new enterprise decisions where Salesforce is on the table. You’ll bring deep, hands-on CRM ecosystem experience to help prospects navigate high-stakes decisions with confidence, and you’ll build the playbooks, assets, and enablement that help HubSpot systematically win at the enterprise tier.

This role carries significant internal visibility. You’ll work directly with Sales VPs, the CCO org, Competitive Intelligence, and Product — and your field signal will shape how HubSpot competes upmarket. You’ll operate with a high degree of autonomy, managing your own portfolio of strategic deals while building the infrastructure that scales your impact across regions and specialties.

What you’ll do

• Act as the lead CRM strategy advisor on qualified strategic deals — joining discovery, technical validation, and executive meetings to de-risk decisions and secure tech wins in competitive CRM evaluations.
• Own and continuously evolve the Salesforce Competitive Playbook, codifying winning narratives, talk tracks, demo strategies, and assertive selling motions for Salesforce rip-and-replace and net-new CRM evaluations.
• Partner with Account Executives, core SEs, and implementation partners to design solution blueprints, migration paths, and TCO/ROI cases that build unshakable confidence in choosing HubSpot.
• Deliver scalable enablement for Sales, PreSales, and partners — training, battlecards, and assets — that elevates collective ability to compete and increases win rates on CRM displacement deals.
• Serve as the central feedback loop from the field to Competitive Intelligence, Product, and Marketing, surfacing patterns from wins/losses and informing roadmap and GTM strategy.
• Proactively analyze pipelines to prioritize high-impact opportunities, manage your own bandwidth, and protect capacity in line with Expert Program guardrails.

What you’ll bring

Consultative authority & discovery depth. You ask more than you tell. You probe beneath stated requirements to uncover the real pain, map true decision-making dynamics (not just org charts), and naturally connect technical questions to business outcomes. You demonstrate curiosity over pitch mentality in every customer interaction.

Deep CRM ecosystem fluency (must-have). Extensive, hands-on Salesforce experience — Admin / Advanced Admin certified, 5+ years architecture depth in a sales, consulting or implementation role — with the ability to speak admin-to-admin on objects, flows, validation rules, selective sync, and person accounts. Strong HubSpot CRM fluency and real-world operator experience, enabling you to translate between both ecosystems with empathy and authority.

Pattern recognition from complex evaluations. You’ve seen enough CRM displacements and competitive evaluations to recognize deal stalls, political dynamics, and hidden objections quickly. You use frameworks and analogies naturally to simplify complexity, and you’re comfortable saying “I don’t know, but here’s how we’ll find out” without losing credibility.

Executive presence & code-switching. You can shift from a technical deep-dive with a Salesforce admin to a strategic business outcome conversation with a CFO within the same meeting. You use business metrics — revenue, efficiency, cost — naturally in technical discussions.