Lead Solutions Engineer, Salesforce Competitive Expert

Remote from: USA
Salary, yearly, USD: 178,920 - 279,120
Department: Software Engineering
Employment type: Full Time,
Job posted: 28 May 2026
Apply before: 28 Jun 2026
Experience level: Senior
Views / Applies: 21 / 3

About company

About HubSpot

The easy-to-use CRM to scale your business.

Computer Software
2006

Actively Hiring

AI Summary

This is a senior, customer-facing role at HubSpot focused on winning against Salesforce in upmarket CRM evaluations. The Lead Solutions Engineer will act as the competitive expert on strategic deals, develop playbooks, and enable sales teams. The role requires deep Salesforce expertise, HubSpot fluency, and the ability to work autonomously. The ideal candidate has executive presence and a strategic mindset to drive competitive wins.

Role DNA

Job Complexity

Easy Hard

Pace & Pressure

Relaxed Fast-paced

Autonomy Level

Guided Full Ownership

Communication Load

Independent Highly Collaborative

AI Insight The role demands deep expertise in both Salesforce and HubSpot, strategic thinking, executive presence, and the ability to build scalable processes from scratch in a high-stakes competitive environment.

Salary Analysis

AI Insight The offered salary range of $178,920 to $279,120 is competitive for a senior solutions engineering role with specialized competitive expertise. The median of $229,020 aligns well with market rates for top-tier tech companies.

Key Skills

Salesforce HubSpot CRM PreSales Competitive Intelligence Enterprise Sales Solution Engineering Strategic Thinking Executive Presence Playbook Development

Cover Letter Sample

Dear Hiring Manager,

I am excited to apply for the Lead Solutions Engineer, Salesforce Competitive Expert role at HubSpot. With over 10 years of experience in CRM solutions, including deep expertise in both Salesforce and HubSpot, I have a proven track record of leading competitive deals and driving strategic wins. My background includes building playbooks, enabling sales teams, and managing complex enterprise evaluations.

I thrive in autonomous, intrapreneurial environments and am passionate about deconstructing competitor strategies to build compelling narratives. I have successfully led rip-and-replace motions and developed scalable assets that increase win rates. I look forward to bringing my skills to HubSpot to help drive upmarket success.

Sincerely,
[Your Name]

Possible Interview Questions

Describe a time you led a competitive deal against a major player like Salesforce. What was your strategy and outcome?

I led a deal where a large enterprise was evaluating HubSpot vs Salesforce. I focused on TCO analysis, migration path simplicity, and personalized demos highlighting HubSpot's ease of use. We won by reframing the decision from feature parity to business outcomes.

How would you build a competitive playbook for Salesforce? What key elements would you include?

I would start by analyzing common objections, win/loss data, and Salesforce's messaging. The playbook would include battlecards, talk tracks, demo scripts, TCO templates, and objection handling. I'd also include enablement sessions and regular updates based on field feedback.

How do you approach executive-level conversations in a competitive evaluation?

I focus on understanding their business priorities and pain points. I frame the conversation around strategic value, risk mitigation, and long-term partnership. I use data, case studies, and ROI models to build confidence and address concerns directly.

Describe your experience with Salesforce administration or architecture. How do you leverage that in competitive deals?

I have extensive hands-on experience with Salesforce Sales Cloud, including configuration and customizations. This allows me to speak credibly with admins, understand their pain points, and highlight HubSpot's advantages in areas like ease of administration and integration.

How do you prioritize your time when managing multiple strategic deals and building scalable assets?

I use a tiered approach: high-impact deals get direct involvement, while I create reusable assets for lower-priority deals. I regularly review pipeline to identify opportunities and set boundaries to protect capacity. I also leverage feedback loops to ensure assets remain relevant.

POS-32567

Application deadline: 5pm ET Friday 6/5

About the role

The Salesforce Competitive Expert is a senior, customer-facing specialist who owns HubSpot’s competitive strategy against Salesforce in our most complex, upmarket CRM evaluations and rip-and-replace motions. You’ll operate as a highly autonomous, intrapreneurial leader within PreSales, managing your own book of strategic deals while building the playbooks, assets, and enablement that help HubSpot systematically win more Salesforce competes and drive NNARR.

What you’ll do

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.

What you’ll bring

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.

Pay & Benefits

The cash compensation below includes base salary, on-target commission for employees in eligible roles, and annual bonus targets under HubSpot’s bonus plan for eligible roles. In addition to cash compensation, some roles are eligible to participate in HubSpot’s equity plan to receive restricted stock units (RSUs). Some roles may also be eligible for overtime pay. Individual compensation packages are tailored to your skills, experience, qualifications, and other job-related reasons.

This resource will help guide how we recommend thinking about the range you see. Learn more about HubSpot’s compensation philosophy.

Benefits are also an important piece of your total compensation package. Explore the benefits and perks HubSpot offers to help employees grow better.

At HubSpot, fair compensation practices aren’t just about checking off the box for legal compliance. It’s about living out our value of transparency with our employees, candidates, and community.

Annual Cash Compensation Range:

$178,920—$279,120 USD

We know the confidence gap and impostor syndrome can get in the way of meeting spectacular candidates, so please don’t hesitate to apply — we’d love to hear from you.

If you need accommodations or assistance due to a disability, please reach out to us using this form.

At HubSpot, we value both flexibility and connection. Whether you’re a Remote employee or work from the Office, we want you to start your journey here by building strong connections with your team and peers. If you are joining our Engineering team, you will be required to attend a regional HubSpot office for in-person onboarding. If you join our broader Product team, you’ll also attend other in-person events, such as your Product Group Summit and other gatherings, to continue building on those connections.

If you require an accommodation due to travel limitations or other reasons, please inform your recruiter during the hiring process. We are committed to supporting candidates who may need alternative arrangements

Massachusetts Applicants: It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Germany Applicants: (m/f/d) – link to HubSpot’s Career Diversity page here.

India Applicants: link to HubSpot India’s equal opportunity policy here.

About HubSpot

HubSpot (NYSE: HUBS) is an AI-powered customer platform with all the software, integrations, and resources customers need to connect marketing, sales, and service. HubSpot’s connected platform enables businesses to grow faster by focusing on what matters most: customers.

At HubSpot, bold is our baseline. Our employees around the globe move fast, stay customer-obsessed, and win together. Our culture is grounded in four commitments: Solve for the Customer, Be Bold, Learn Fast, Align, Adapt & Go!, and Deliver with HEART. These commitments shape how we work, lead, and grow.

We’re building a company where people can do their best work. We focus on brilliant work, not badge swipes. By combining clarity, ownership, and trust, we create space for big thinking and meaningful progress. And we know that when our employees grow, our customers do too.

Recognized globally for our award-winning culture by Comparably, Glassdoor, Fortune, and more, HubSpot is headquartered in Cambridge, MA, with employees and offices around the world.

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HubSpot may use AI to help screen or assess candidates, but all hiring decisions are always human. More information can be found here. By submitting your application, you agree that HubSpot may collect your personal data for recruiting, global organization planning, and related purposes. We may use CLEAR ID Verification during the hiring process to confirm your identity and help maintain a safe, secure, and trusted experience for all candidates. Refer to HubSpot’s Recruiting Privacy Notice for details on data processing and your rights.

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