Principal Solutions Engineer, Salesforce Competitive Expert

HubSpot is an AI-powered customer platform that helps businesses grow faster by connecting marketing, sales, and service. They are seeking a Salesforce Competitive Expert who will manage strategic deals and develop playbooks to enhance competitive strategies against Salesforce.

Responsibilities:

• Act as the lead Salesforce competitive expert on qualified strategic deals—joining discovery, technical validation, and executive meetings to de-risk decisions and secure tech wins against Salesforce
• Own and continuously evolve the Salesforce Competitive Playbook, codifying winning narratives, talk tracks, demo strategies, and 'assertive selling' motions for Salesforce rip-and-replace and net-new CRM evaluations
• Partner with Account Executives, core SEs, and implementation partners to design solution blueprints, migration paths, and TCO/ROI cases that build unshakable confidence in choosing HubSpot over Salesforce
• Deliver scalable enablement for Sales, PreSales, and partners (training, battlecards, assets) that elevates our collective ability to compete and increases win rates on Salesforce deals
• Serve as the central feedback loop from the field to Competitive Intelligence, Product, and Marketing, surfacing patterns from wins/losses and informing roadmap and GTM strategy
• Proactively analyze pipelines to prioritize high-impact opportunities, manage your own bandwidth, and protect capacity in line with Expert Program guardrails

Requirements:

• Deep Salesforce expertise (must-have): Extensive, hands-on Salesforce experience (e.g., Admin / Sales Cloud configuration, implementation, or architecture) with certified-level depth and the ability to 'speak admin to admin.'
• HubSpot & operator credibility: Strong HubSpot CRM fluency plus real-world operator experience using HubSpot to drive business outcomes, enabling you to translate between both ecosystems with empathy and authority
• Autonomy & business ownership: Proven track record of working independently, managing your own portfolio of complex deals, and building new processes/playbooks from scratch in ambiguous, high-stakes environments
• Competitive, strategic mindset: You think several moves ahead, love deconstructing competitor strategies, and can reframe 'Salesforce as the safe choice' into a compelling case for HubSpot through narrative, TCO, and technical validation
• Executive presence & communication: Comfort engaging technical stakeholders and C-level executives, simplifying complex concepts, and driving clear, confident decisions in the room
• Innovative, system-builder orientation: You're passionate about helping HubSpot win upmarket and naturally turn one-off deal work into reusable assets, frameworks, and enablement that scale across regions and specialties