Senior Manager, Finance - Product COGS FP&A

HubSpot•Cambridge, MA

About The Position

Our mission at HubSpot is to help millions of organizations grow better. As HubSpot continues to invest heavily in AI, data, and platform scalability, Cost of Goods Sold (COGS) has become a critical strategic lever—not just a reporting metric. As a Senior Manager, you’ll lead Product COGS planning, forecasting, and decision support across our Product organization. You’ll serve as the primary finance leader for Product COGS, partnering closely with Product, Engineering, Product Operations, Infrastructure, and Data teams to help scale AI-driven capabilities while maintaining strong gross margin discipline. You’ll own the Product COGS narrative end-to-end, operating with broad scope and accountability, shaping product, platform, and investment decisions through strong influence, clear framing, and trusted partnership - in an environment with evolving definitions, imperfect data, and high executive visibility.

Requirements

8+ years of experience in FP&A, corporate finance, or a related field, ideally supporting Product or Engineering teams in a SaaS or technology environment.
Deep experience with gross margin management, unit economics, and usage-based cost models; working knowledge of cloud infrastructure and AI-related cost drivers.
Proven ability to lead through influence, navigate ambiguity, and drive outcomes across highly cross-functional, senior-stakeholder environments.
Strong executive communication skills, with comfort owning complex, high-visibility financial narratives and decision forums.
Experience leading, coaching, and developing analysts, with a track record of building sound financial judgment and scalable processes.
Demonstrated curiosity and fluency in the evolving AI and cloud technology landscape

Nice To Haves

Prior experience partnering with cloud, infrastructure, and third-party providers, translating platform and vendor decisions into cost, unit economics, and margin impact.
Fluency in AI and LLM economics, including an understanding of how model usage, vendor pricing, and cost-to-serve dynamics influence COGS and margin.
Prior ownership of COGS or margin strategy in a high-growth, product-led organization, including experience setting and managing margin targets at the product or P&L level.
Experience influencing pricing or packaging decisions through financial modeling and margin analysis.
Experience operating in environments with internal chargebacks or cost allocation models across layered architectures

Responsibilities

Lead Product COGS strategy, planning, and forecasting across annual, quarterly, and long-range horizons, with a focus on AI, cloud infrastructure, and usage-based cost drivers.
Set the analytical direction for driver-based models that connect usage, adoption, and architectural decisions to COGS, gross margin, and operating expense outcomes.
Partner with Corporate FP&A to integrate Product COGS into company-wide forecasts, exit-rate views, and risk and opportunity frameworks.
Own the Product COGS narrative and executive communication, leading recurring COGS and AI review cadences that are coherent, decision-oriented, and aligned across teams.
Translate complex cost drivers and tradeoffs into clear, executive-ready insights that meaningfully shape product, platform, and investment decisions.
Serve as a thought partner to Product and Engineering leaders on the COGS and margin implications of new product initiatives, AI features, platform investments, and pricing or packaging changes.
Act as a senior finance partner on major infrastructure and AI vendor relationships, supporting renewals, credits, optimization initiatives, and P&L impact analysis.
Lead and develop a small, high-impact team of analysts by making clear tradeoffs, focusing on the highest-leverage Product COGS and margin work, and establishing goals and rhythms that scale.

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