Principal Solutions Engineer

Principal Solutions Engineer at HubSpot

We’re looking for a Principal Solutions Engineer to join our NAM Solutions Engineering team. We’re a global team united by a shared mission: solve for the customer—not just for today’s deal, but for long-term success. We value trust, psychological safety, diverse perspectives, and collaboration, and we empower people to lead with autonomy, accountability, and purpose.

As a Principal Solutions Engineer, you will operate as a technical and strategic leader within the Solutions Engineering organization. This role is designed for individuals whose impact extends beyond individual deals—shaping how we sell, how we architect solutions, and how we partner with customers at scale—while remaining deeply connected to customers and complex sales motions.

You will engage with HubSpot’s most complex and strategic opportunities, influence internal strategy and standards, and serve as a trusted advisor to senior customer stakeholders and internal leadership.

In This Role, You Will

• Own and drive the technical strategy for complex, high-impact opportunities from discovery through close, partnering closely with Account Executives to secure technical wins while elevating deal execution standards across the broader team.
• Lead advanced pre-sales engagements, including enterprise-scale architectures, multi-product HubSpot solutions, and integrations with diverse external systems.
• Own and secure technical wins on large, complex, multi-stakeholder opportunities, navigating long sales cycles and balancing technical, business, and organizational priorities.
• Lead rigorous discovery and handle technical objections confidently, aligning stakeholders, removing blockers, and maintaining momentum toward the technical win.
• Partner with Account Executives and Sales Leadership on strategic accounts to shape deal strategy, technical positioning, competitive differentiation, and long-term customer vision.
• Engage confidently with VP- and C-level stakeholders, aligning HubSpot solutions to strategic business initiatives, transformation goals, and measurable outcomes.
• Architect end-to-end solution designs that balance customer requirements, technical feasibility, scalability, security, and long-term value.
• Lead executive-level storytelling, demonstrations, and workshops, establishing a high bar for discovery, demo quality, and solution storytelling that elevates conversations from feature fit to strategic impact.
• Guide customers through complex integration and data migration considerations, collaborating with internal teams, services, and partners to design scalable, supportable solutions.
• Leverage strong research and solution-mapping skills to quickly translate customer requirements into clear architectures, trade-offs, and recommended paths.
• Coach and advise sales teams on technical and sales strategy, product capabilities, and value positioning to improve deal quality, consistency, and competitive effectiveness across the region.
• Serve as a bridge between the field and Product, translating field insights into high-impact feedback that influences roadmap decisions, packaging, and go-to-market strategy.
• Contribute to org-level strategy and standards, identifying patterns across deals and helping define best practices, reference architectures, and frameworks that scale Solutions Engineering impact.
• Mentor and coach other Solutions Engineers (including Senior SEs), acting as a force multiplier by raising the bar for technical excellence, consultative execution, and strategic thinking.
• Lead or contribute to regional and global initiatives, enablement programs, and strategic projects that shape how HubSpot goes to market.
• Thrive in ambiguity, creating structure where needed and balancing strategic initiatives with hands-on execution in a fast-moving environment.

What Success Looks Like In This Role

• Contributes at the system level by improving how deals are run across teams—not just the deals they personally support.
• Helps raise the bar for discovery, demos, and solution storytelling across the organization.
• Mentors and supports the development of other SEs, accelerating readiness for expanded scope over time.
• Translates field feedback into actionable insights for Product, Engineering, and Leadership.
• Scales impact by contributing to standards, enablement, and strategy beyond individual opportunities.
• Embraces and leads through change in a rapidly evolving environment, modeling curiosity, adaptability, and a solution-oriented mindset for the team.

Experience

Principal Solution Engineer Requirements

• Extensive experience in senior, customer-facing pre-sales or solutions engineering roles (typically 7+ years), supporting complex, long-cycle B2B SaaS sales motions, with demonstrated experience selling and architecting platform-based solutions across a full front-office ecosystem, including CRM, marketing automation, and data-driven platforms.
• Demonstrated experience supporting customers in CRM, marketing, and data-centric SaaS environments, including platforms with significant integration complexity across systems.
• Demonstrated success influencing outcomes beyond individual deals, including strategy, standards, enablement, or product direction.
• Proven ability to secure the technical wins through clear alignment of business impact and gaining validation by prospects and customers.

Technical & Domain Expertise

• Strong architectural expertise across SaaS platforms, integrations, data, security, and scalability.
• Ability to design, evaluate, and communicate complex, multi-system architectures and clearly articulate trade-offs and best practices.
• Recognized as a trusted technical authority and escalation point for complex customer and internal challenges.
• Ability to explain complex technical concepts in simple, customer-friendly terms.
• Experience leveraging or evaluating AI-driven capabilities to improve workflows, decision-making, automation, or operational efficiency within a SaaS or pre-sales environment.

Leadership, Strategy & Influence

• Strong executive presence with the ability to influence senior customers and internal stakeholders.
• Proven ability to influence cross-functional teams without formal authority.
• Strategic, consultative mindset that connects customer needs, product capabilities, competitive context, and business outcomes.
• Ability to evaluate competitive intelligence and position HubSpot solutions with clear, differentiated value in competitive environments.

Ways of Working

• Comfortable operating autonomously in an ambiguous environment, with strong prioritization and time management skills.
• Collaborative, growth-oriented mindset with a commitment to continuous learning and improvement.

Culture & Values

Solve for the Customer: we win by delivering real results for our customers with the goal to build trust, momentum, and an enduring company. Be Bold and Learn Fast: we choose courage over comfort, take ambitious risks, stay curious, embrace feedback, and treat every moment as a chance to learn. Align, Adapt, and Go: we move fast and move together. We align on what matters, flex as things change, and take action without waiting for perfect. Deliver with HEART: we make each other better. Our core is humble, empathetic, adaptable, remarkable, and transparent.

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.

Annual Cash Compensation Range: $155,000—$195,000 USD

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.

Key skills/competency

• Pre-sales Engineering
• SaaS Architecture
• CRM Platforms
• Marketing Automation
• Data Integration
• Strategic Leadership
• Technical Strategy
• Executive Engagement
• Mentorship
• AI-driven Solutions