Business Development Manager

HubSpot for Startups is a global program with a mission to help millions of startups grow better and one of the fastest-growing pillars of HubSpots customer acquisition strategy. Our ecosystem spans 3500 startup partners worldwide (accelerators incubators and VCs) and over 35000 startup customers. 2026 is a pivotal year as we make significant investments to scale the program globally.

This is a high-impact individual contributor role with full ownership of the HubSpot for Startups program across JAPAC. You will be the primary relationship holder for the regions top-tier partner network - working with leading accelerators incubators and VCs across markets including Singapore Australia Southeast Asia and beyond.

Youll own both the strategic and the tactical: building and deepening Tier 1 partner relationships driving portfolio penetration and shaping how the JAPAC startup ecosystem engages with HubSpot. You will have a direct line to JAPAC sales leadership and work closely with the Global Director of GTM Partnerships to translate regional market dynamics into program strategy.

• Own the JAPAC partner ecosystem end-to-end - identifying and managing relationships with Tier 1 accelerators incubators and VCs across the region including senior stakeholder management at the partner level.
• Drive program performance against clear monthly KPIs - you own the numbers for JAPAC including qualified leads and new customer acquisition.
• Become the go-to face of HubSpot for Startups in the JAPAC ecosystem - actively present at key industry events conferences and community spaces and known by name across the regions top VCs accelerators and founder communities.
• Design and execute your own in-region activation formats: founder workshops in-person networking events webinars hackathons and other program-led experiences that drive program KPIs.
• Drive deep portfolio penetration: activate partners to champion HubSpot among their portfolio companies building structured partner engagement plans that hold stakeholders accountable and document progress.
• Own the JAPAC program budget - planning and executing partner campaigns with defined KPIs tracking spend against outcomes and iterating based on performance.
• Educate startup founders and operators on growth strategy - running your own sessions covering sales marketing fundraising and AI-powered GTM approaches as well as curating external speakers and experts to bring to your audience.
• Leverage AI tools to enhance partner outreach relationship management pipeline organisation and programme reporting.
• Collaborate with JAPAC sales marketing and CSM teams to ensure seamless experiences for partners and portfolio startups.

What Were Looking For

• 5 years in business development partnerships or a strategic sales role ideally with exposure to the startup or venture ecosystem in JAPAC.
• Deep regional knowledge: familiarity with the JAPAC accelerator incubator and VC landscape and an ability to navigate cultural nuances across markets.
• A track record of building and managing high-value external relationships from first contact to long-term partnership.
• Comfortable using AI tools (e.g. HubSpot AI ChatGPT Claude or similar) to improve productivity partner communication and data organisation.
• Data-driven mindset: can translate partner activity into pipeline metrics and make decisions based on performance signals.
• Strong executive presence and communication skills youre as comfortable in a boardroom with a VC partner as you are running a founder workshop.
• Experience working in a global cross-functional team environment with the ability to influence without direct authority.
• Proactive curious and highly organised able to manage a large and complex partner portfolio.
• Fluency in CRM tools for relationship tracking and pipeline management; HubSpot experience is a plus.
• A genuine enthusiasm for startups entrepreneurship and the people building the next generation of technology companies.