Lead Finance Partner

Lead Finance Partner: Product FP&A

US - Remote

Role Summary

Our mission at HubSpot is to help millions of organizations grow better. As a Product FP&A Lead Finance Partner, you'll own the financial strategy and forecasting for HubSpot's triple-digit-$M platform cost base, partnering with Engineering, Infrastructure, and Procurement to turn complex cloud and AI economics into clear business decisions. This is an individual contributor role on a lean team with regular, direct exposure to senior Finance leadership. This role blends core FP&A ownership with high-impact strategic projects: you'll run the platform COGS process while leading work across compute demand planning, 9-figure annualized vendor renewals, and feature-level cost attribution in one of the fastest-evolving cost structures in the business. High autonomy, high visibility, and real influence over how HubSpot thinks about AI infrastructure cost.

Key Responsibilities

• Lead Platform COGS planning, forecasting, and business partnership with Eng and TPM as the Finance DRI — driving forecast accuracy and leadership-ready cost insights through recurring business reviews, with process automation where it adds leverage.
• Lead financial modeling and scenario analysis for HubSpot's hyperscaler contract renewal, partnering with Engineering, Infrastructure, Procurement, and Finance leadership to shape contract strategy and monitor commitments.
• Build durable, driver-based forecasting frameworks for LLM/compute demand and platform spend, translating technical metrics — compute, storage, networking, model usage — into workload-level forecasts that scale with HubSpot's AI infrastructure needs.
• Partner with Engineering and Data teams to connect platform usage and infrastructure architecture to feature-level cost attribution and gross-margin analysis, informing pricing, packaging, and architecture decisions.
• Lead complex, cross-functional initiatives from ambiguous questions to decision-ready recommendations, setting the pace and keeping stakeholders aligned.

Minimum qualifications

• Experience in FP&A, strategic finance, infrastructure finance, FinOps, or similar, involving complex cost structures and cross-functional decision-making.
• Solid understanding of COGS, gross margin, and unit economics in a cloud, SaaS, or usage-driven environment, including how cost structures, architecture, and commercial commitments shape them.
• Experience building driver-based models, forecasts, and scenario/sensitivity analyses with imperfect or evolving data.
• Demonstrated ownership of ambiguous, multi-stakeholder projects end-to-end — from analysis through recommendation and execution — with judgment on when to go deep vs. 80/20.
• Demonstrated ability to influence senior stakeholders in Product, Engineering, Infrastructure, Procurement, and/or Strategy & Operations by building credibility and translating complex cloud/AI economics clearly, balancing rigor with speed.

Preferred Qualifications

• Experience at a high-growth, multi-product SaaS, cloud infrastructure, or AI business.
• Experience working with large or complex datasets, with demonstrated ability to navigate SQL workflows, AI tools, or other analytical tools to identify meaningful insights.
• Experience with AWS economics, including Compute Savings Plans, Reserved Instances, commitment attainment, or large cloud vendor renewals.
• Experience supporting AI or LLM infrastructure planning, including GPU demand, model usage, model routing, or related cost drivers.
• Experience developing product-, feature-, or workload-level cost attribution and unit-economic frameworks.