Partner Manager, Partner Development Representative (LATAM)
About Hubstaff
Hubstaff is a leading workforce management platform that helps businesses manage remote, distributed, and field teams with time tracking, productivity insights, payroll, and workforce analytics. With a global customer base, Hubstaff is expanding its partner ecosystem to accelerate growth through MSPs, resellers, and strategic alliances (especially across Latin America).
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