The role
POS-15360
Lead Finance Partner: Product FP&A
US - Remote
Role Summary
Our mission at HubSpot is to help millions of organizations grow better. As a Product FP&A Lead Finance Partner, you'll own the financial strategy and forecasting for HubSpot's triple-digit-$M platform cost base, partnering with Engineering, Infrastructure, and Procurement to turn complex cloud and AI economics into clear business decisions. This is an individual contributor role on a lean team with regular, direct exposure to senior Finance leadership. This role blends core FP&A ownership with high-impact strategic projects: you'll run the platform COGS process while leading work across compute demand planning, 9-figure annualized vendor renewals, and feature-level cost attribution in one of the fastest-evolving cost structures in the business. High autonomy, high visibility, and real influence over how HubSpot thinks about AI infrastructure cost.
Key Responsibilities
- Lead Platform COGS planning, forecasting, and business partnership with Eng and TPM as the Finance DRI — driving forecast accuracy and leadership-ready cost insights through recurring business reviews, with process automation where it adds leverage.
- Lead financial modeling and scenario analysis for HubSpot's hyperscaler contract renewal, partnering with Engineering, Infrastructure, Procurement, and Finance leadership to shape contract strategy and monitor commitments.
- Build durable, driver-based forecasting frameworks for LLM/compute demand and platform spend, translating technical metrics — compute, storage, networking, model usage — into workload-level forecasts that scale with HubSpot's AI infrastructure needs.
- Partner with Engineering and Data teams to connect platform usage and infrastructure architecture to feature-level cost attribution and gross-margin analysis, informing pricing, packaging, and architecture decisions.
- Lead complex, cross-functional initiatives from ambiguous questions to decision-ready recommendations, setting the pace and keeping stakeholders aligned.
Minimum qualifications
- Experience in FP&A, strategic finance, infrastructure finance, FinOps, or similar, involving complex cost structures and cross-functional decision-making.
- Solid understanding of COGS, gross margin, and unit economics in a cloud, SaaS, or usage-driven environment, including how cost structures, architecture, and commercial commitments shape them.
- Experience building driver-based models, forecasts, and scenario/sensitivity analyses with imperfect or evolving data.
- Demonstrated ownership of ambiguous, multi-stakeholder projects end-to-end — from analysis through recommendation and execution — with judgment on when to go deep vs. 80/20.
- Demonstrated ability to influence senior stakeholders in Product, Engineering, Infrastructure, Procurement, and/or Strategy & Operations by building credibility and translating complex cloud/AI economics clearly, balancing rigor with speed.
Preferred Qualifications
- Experience at a high-growth, multi-product SaaS, cloud infrastructure, or AI business.
- Experience working with large or complex datasets, with demonstrated ability to navigate SQL workflows, AI tools, or other analytical tools to identify meaningful insights.
- Experience with AWS economics, including Compute Savings Plans, Reserved Instances, commitment attainment, or large cloud vendor renewals.
- Experience supporting AI or LLM infrastructure planning, including GPU demand, model usage, model routing, or related cost drivers.
- Experience developing product-, feature-, or workload-level cost attribution and unit-economic frameworks.
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:
$123,600—$197,800 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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