Role Summary

The Senior Customer Onboarding Specialist (Senior COS) is an autonomous, experienced consultant responsible for the successful, accelerated implementation of HubSpot solutions for complex, multi-stakeholder customers across diverse industries. Building upon the foundational work of the Professional COS, this role requires translating high-level business goals into measurable onboarding objectives, designing scalable, multi-Hub solutions, and independently managing complex timelines to ensure rapid time-to-value (TTV) and sustained product adoption. The Senior COS acts as a subject-matter expert on specific HubSpot Hubs and inbound best practices.

What you'll do:

• Independently manage a portfolio of complex implementations with competing priorities, re-planning as needed to ensure successful and timely delivery.
• Connect delivery activities to tangible business impact (e.g., TTV reduction, adoption KPIs, ROI proxies).
• Oversee product setup, training, and initial campaign execution for customers, focusing on accelerating time-to-value.
• Own smooth handoff to post-onboarding success teams with clear outcomes and documented risks.
• Design scalable, multi-Hub solutions aligned to complex business processes and data models.
• Advise customers on technical elements, including integrations and APIs, and integrate apps/tools within the HubSpot ecosystem, managing permissions and governance.
• Serve as a go-to resource on specific Hub expertise, troubleshooting and optimizing configurations to improve target outcomes (e.g., activation).
• Guide customers through product configurations, solution integrations, and reporting to promote user adoption and expansion into new features and functionality.
• Adapt and lead discovery sessions for complex or multi-stakeholder contexts, including regional or language nuances, to define the implementation roadmap.
• Facilitate cross-functional collaboration with Sales, Success, Implementation, and Product teams to ensure a seamless customer experience.
• Tailor messaging for executive, technical, and regional audiences; resolve conflicts constructively and manage escalations to resolution.
• Identify process gaps within customer onboarding; propose and pilot improvements with measurable gains.
• Proactively utilize AI solutions and other internal resources to address customer issues and grow individual knowledge independently.
• Translate customer goals into measurable onboarding/consulting objectives tied to activation or adoption KPIs.
• Provide consultative value positioning with existing customers, leading to net-new sales opportunities for Services and Product.

What You’ll Bring

Required Qualifications

• 3–5 years of experience consulting customers through SaaS implementations and/or ongoing platform adoption.
• Proven ability to manage multiple complex implementations or service engagements simultaneously.
• Experience advising on both technical solutions (integrations, APIs) and strategic growth considerations.
• Strong communication and presentation skills, with the ability to tailor messaging for technical and executive audiences.
• Comfort using AI-powered tools to improve efficiency, insight, or delivery quality.

Nice-to-Have Qualifications

• Experience supporting enterprise or multi-regional customers.
• Familiarity with data modelling, reporting frameworks, or CRM governance at scale.
• Experience identifying or supporting expansion opportunities for additional products or services.
• Experience consulting on HubSpot / CRMs.

Pay & Benefits

The cash compensation below includes base salary, on-target commission for employees in eligible roles, and annual bonus targets under HubSpot’s bonus plan for eligible roles. In addition to cash compensation, some roles are eligible to participate in HubSpot’s equity plan to receive restricted stock units (RSUs). Some roles may also be eligible for overtime pay. Individual compensation packages are tailored to your skills, experience, qualifications, and other job-related reasons.

This resource will help guide how we recommend thinking about the range you see. Learn more about HubSpot’s compensation philosophy.

Benefits are also an important piece of your total compensation package. Explore the benefits and perks HubSpot offers to help employees grow better.

At HubSpot, fair compensation practices aren’t just about checking off the box for legal compliance. It’s about living out our value of transparency with our employees, candidates, and community.

Annual Cash Compensation Range:

$82,800—$124,200 USD

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.

About HubSpot

HubSpot (NYSE: HUBS) is an AI-powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot's connected platform enables businesses to grow faster by focusing on what matters most: customers.

At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer-obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow.

We’re building a company where people can do their best work. We focus on brilliant work, not badge swipes. By combining clarity, ownership, and trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too.

Recognized globally for our award-winning culture by Comparably, Glassdoor, Fortune, and more, HubSpot is headquartered in Cambridge, MA, with employees and offices around the world.

Explore more:

• HubSpot Careers
• Life at HubSpot on Instagram

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Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Germany Applicants: (m/f/d) - link to HubSpot's Career Diversity page here.

India Applicants: link to HubSpot India's equal opportunity policy here.

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