Lead Data Analyst – Customer Success Strategy & Ops (Strategic Initiatives)

Lead Data Analyst – GTM Value Strategy & Operations (Customer Success Strategy & Ops)

Role Summary

Our mission at HubSpot is to help millions of organizations grow better. The GTM Value Strategy & Operations team part of the Customer Success Strategy & Operations (CSSO) organization builds the systems that connect product outcomes to business impact.

We’re designing the HubSpot Value Engine—a unified cross-functional infrastructure that quantifies and proves the ROI our customers achieve with HubSpot. By aligning Marketing Sales and Customer Success around a single value framework this team turns customer data into verified repeatable and scalable proof points that drive retention expansion and trust.

As a Lead Data Analyst you will architect the data models benchmarks and value frameworks that power this system. You’ll collaborate across RevOps Product and Data Engineering to define how customer outcomes are measured quantified and communicated across the entire GTM motion. This role combines deep analytical rigor with business storytelling—ensuring HubSpot’s value is not just delivered but demonstrably proven.

What You’ll Do

• Build and scale HubSpot’s Value Analytics infrastructure translating customer usage and outcomes data into verified business value benchmarks that guide our GTM strategy.

• Develop and maintain ROI TCO and outcome models that quantify measurable impact across the customer lifecycle—from acquisition through renewal.

• Design and operationalize the HubSpot Value Methodology standardizing how Marketing Sales and Customer Success define measure and prove customer outcomes.

• Partner with Data Engineering and Product Analytics to establish a single source of truth for value data creating reproducible and auditable pipelines that tie product usage to business results.

• Lead analytical investigations into customer performance trends uncovering the drivers of retention adoption and expansion.

• Create frameworks and dashboards that enable executives to see how HubSpot products deliver quantifiable time savings conversion lift and revenue acceleration.

• Act as a thought leader and mentor within the Operations Analytics community—setting analytical standards advocating for data governance improvements and scaling AI-driven insights.

• Collaborate cross-functionally with Marketing Sales Product and Customer Success to ensure value metrics are consistently applied across the GTM flywheel.

What You’ll Bring

Required Qualifications

• Academic or professional experience with a heavy quantitative analytical focus.

• 5+ years of experience using data to drive measurable business outcomes ideally within SaaS or GTM Strategy/RevOps functions.

• Proven track record influencing senior and cross-functional stakeholders including executive (C-level) audiences.

• Deep expertise in SQL data modeling and ETL design; experience managing enterprise-scale data environments.

• Proficiency with R or Python for advanced analytics forecasting and statistical modeling.

• Familiarity with BI platforms such as Looker or Hex.

• Exceptional communication and data storytelling skills—able to translate complex analysis into clear narratives and business impact.

• A proactive ownership-oriented mindset with curiosity for uncovering insights and shaping strategic decisions.

Nice-to-Have Qualifications

• Experience building ROI or TCO models value benchmarking frameworks or verified outcomes programs.

• Experience integrating AI/ML to automate analytics workflows and elevate insight generation.

• Knowledge of customer lifecycle metrics (activation usage retention)

• Prior work with GTM Value Engineering or Customer Success Strategy teams.

• Startup experience is highly valued

Where You’ll Work

• Location: Remote – USA

• Work Type: Fully Remote

• Travel: Minimal; up to 10% for strategic offsites or executive reviews

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:

$136000—$204000 USD