Inbound Sales Development Manager

Job description

Location:
Bogotá (Colombia) | Remote, Office, or Flex

About The Role
We are transforming the way HubSpot builds pipeline downmarket at scale.

The Inbound Sales/Lead Development team is at the center of that change redefining how we qualify demand, balancing human + digital channels, and accelerating revenue.

As the
Manager of Inbound Sales/Lead Development
, you will not only lead a team of Inbound Sales Development representatives, you will also play a critical role in shaping the future of how this motion interacts & supports our sales teams.

This is both a
people leadership role and a transformation role
.

You'll be responsible for building high-performing reps, coaching and optimizing funnel conversion metrics, and partnering cross-functionally to pilot, iterate, and scale new ways of driving pipeline growth.

What You'll Do
Lead & Develop Talent

• Hire, coach, and develop a team of inbound sales reps early in their careers.
  
  
• Build a strong, diverse, and inclusive team culture rooted in accountability and growth.
  
  

Drive Sales Execution

• Ensure your team consistently exceeds pipeline impact KPIs (Meeting to Deal Conversion %, Pipeline influenced, Influenced Deals, Booked Meeting Rate %).
  
  
• Monitor funnel performance, diagnose gaps, and implement playbook adjustments quickly & efficiently.
  
  

Cross Functional Influence & Being an agent of change

• Partner closely with Sales & Marketing Leadership, Ops, to influence how inbound demand is qualified, routed while still driving impact.
  
  

• Provide data-backed recommendations to senior leadership on funnel health and productivity improvements.
  
  

• Own change management: align your reps, communicate clearly, and secure adoption.
  
  

Build for Scale

• Use data and HubSpot's CRM suite to manage team performance.
  
  
• Balance process discipline with flexibility, as you'll know when to standardize and when to adapt.
  
  

What We're Looking For

• Sales Leadership Experience

• At least 1 year of people management in a SaaS or high-velocity sales environment.
  
  

• Prior quota-carrying sales experience (SDR/BDR, AE, or similar) with a track record of overperformance.
  
  

• Transformation Mindset

• Proven experience leading change (new team buildout, sales motion redesign, or go-to-market shift).
  
  

• Strong playbook development and iteration skills.
  
  

• Business Acumen

• Ability to analyze funnel metrics, build business cases, and translate them into action.
  
  

• Experience partnering with operations & leadership to improve productivity.
  
  

• Cross-Functional Influence

• Demonstrated ability to work across Sales, Ops, and Marketing to deliver results.
  
  

• Strong communication skills with both frontline reps and senior leaders.
  
  

• Other Must-Haves

• Fluency in English + Spanish (Portuguese a plus).
  
  

• Passion for coaching early-career talent and building a high-performance culture.
  
  
• Bias for action, resilience in ambiguity, and a reputation for strong professionalism.
  
  

Why HubSpot
At HubSpot, sales is not just about influencing deals.

It's about
transforming how businesses grow
.

Joining this team means you'll be on the frontlines helping shift the GTM strategy in SaaS.

You'll lead a team that sets the standard for inbound sales development globally while leaving your own mark on how influenced pipeline is built at scale.

We know the
confidence gap
and
impostor syndrome
can get in the way of meeting spectacular candidates, so please don't hesitate to apply — we'd love to hear from you.


If you need accommodations or assistance due to a disability, please reach out to us using this form.


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
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.*
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
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Required Skill Profession

Other General