Partner Manager, Partner Development Representative (LATAM)

About Hubstaff At Hubstaff, our mission is to empower people to have their most productive workday. We do this by providing the industry-leading workforce analytics and time tracking platform for remote and distributed teams. We've been fully remote for over a decade — long before it became a trend — and we continue to believe that remote work represents the most significant shift in the modern workplace since the advent of the PC. Our platform helps more than 140,000 global users track time, gain visibility into work, manage schedules, and automate payments with transparency and accountability at its core. We're a product-led company with a winning culture, strong momentum, and a long-term vision: to become an essential part of every remote company's tech stack. And we're just getting started. The Opportunity Hubstaff is in the early stages of building a scalable partner channel and is hiring a Partner Manager to help create and drive that motion from the ground up. This is not a maintenance role. You will be responsible for sourcing, activating, and growing partners. You will own pipeline creation and revenue influence from day one. The focus is LATAM, and success depends on your ability to hunt, close, and enable partners in a fast-moving, ambiguous environment. What You’ll Do 1. Build Partner Pipeline (Outbound Focus) - Identify, research, and prospect net-new MSPs, resellers, and strategic partners - Execute a consistent outbound motion (30–50 touches/week) - Own the full partner funnel: sourcing → outreach → discovery → signed agreements 2. Activate & Enable Partners - Turn signed partners into active revenue contributors - Lead onboarding, enablement sessions, and co-selling activities - Join partner sales calls and support live deal cycles with end customers 3. Manage Existing Partners - Own relationships with current partners (e.g., distributors and resellers) - Run quarterly business reviews (QBRs), pipeline reviews, and co-marketing initiatives - Drive accountability for partner-generated pipeline and results 4. Drive Market Intelligence - Provide insights on pricing, positioning, and product needs - Identify new ecosystem opportunities (BPOs, HR platforms, distributors, etc.) 5. Maintain Pipeline & Forecasting Discipline - Track all partner activity and deals in HubSpot - Maintain accurate pipeline visibility and forecasting - Ensure partner contribution to ARR is measurable and auditable What Success Looks Like First 90 Days - Fully ramped on product, ICP, and partner program - Running a consistent outbound cadence - Close at least 2 new partners First 6 Months - Build a repeatable outbound partner motion - Sign 8–12 new partners - Begin generating consistent partner-sourced pipeline Year 1 - Deliver $150K–$200K in partner-influenced ARR - Establish a core group of active, producing partners Key Metrics - Net-new partners signed per quarter (target: 4–6) - Partner-sourced pipeline (ARR) - Partner-influenced closed revenue - Active partner coverage (partners generating deals) What You Bring Required Experience - 2–4 years in business development, partnerships, or channel sales - Proven success in outbound prospecting / partner sourcing - Experience in SaaS, ideally in: - Workforce management - HR tech / payroll / EOR - Time tracking or productivity tools - IT services / MSP ecosystem LATAM Expertise - Direct experience selling into or working within LATAM markets - Strong understanding of MSP/reseller ecosystems in the region - Existing partner relationships are a major plus Language Skills - Fluent (native or professional) Spanish - Portuguese strongly preferred Core Capabilities - Comfortable running discovery, demos, and co-sell conversations - Strong commercial judgment in partner deal structures - Ability to operate independently in an unstructured environment What Makes You a Great Fit - You are a builder, not an operator. You prefer creating systems over inheriting them - You are highly self-directed and don’t wait for leads or instructions - You are resourceful and persistent when facing rejection or ambiguity - You communicate effectively with both executives and frontline sales teams - You balance activity with outcomes (pipeline, not just outreach volume) Tools You’ll Use - HubSpot (CRM & pipeline management) - Crossbeam (partner ecosystem insights) - Slack & Google Workspace