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