Partner Manager, Partner Development Representative (LATAM)

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).

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.

• 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

• 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

• 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

• Provide insights on pricing, positioning, and product needs

• Identify new ecosystem opportunities (BPOs, HR platforms, distributors, etc.)

• Track all partner activity and deals in HubSpot

• Maintain accurate pipeline visibility and forecasting

• Ensure partner contribution to ARR is measurable and auditable

• Fully ramped on product, ICP, and partner program

• Running a consistent outbound cadence

• Close at least 2 new partners

• Build a repeatable outbound partner motion

• Sign 8–12 new partners

• Begin generating consistent partner-sourced pipeline

• Deliver $150K–$200K in partner-influenced ARR

• Establish a core group of active, producing partners

• Net-new partners signed per quarter (target: 4–6)

• Partner-sourced pipeline (ARR)

• Partner-influenced closed revenue

• Active partner coverage (partners generating deals)

• 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

• 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

• Fluent (native or professional) Spanish

• Portuguese strongly preferred

• Comfortable running discovery, demos, and co-sell conversations

• Strong commercial judgment in partner deal structures

• Ability to operate independently in an unstructured environment

• 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)

• HubSpot (CRM & pipeline management)

• Crossbeam (partner ecosystem insights)

• Slack & Google Workspace