About the role
The Solutions Consultant is a technically deep delivery role responsible for scoping integrations between HubSpot and
the third-party systems clients operate, including ERPs, ticketing platforms, e-commerce, field service, and industry-
specific software. This role establishes technical feasibility, integration approach, and effort before an engagement is
sold.
The core competency is integration scoping: assessing an unfamiliar platform, determining whether and how it can be
connected to HubSpot, identifying the failure points, and producing a defensible estimate within the timeframe of an
active sales cycle. Speed to a sound answer matters more than prior experience with any single platform.
The role operates primarily alongside Sales — leading technical discovery, mapping data flows, sizing effort, authoring
the technical content of the Statement of Work, and presenting the estimate to client technical stakeholders. It
partners closely with the Solutions Architecture team: CRM Strategists own multi-hub design, while this role owns the
connection between HubSpot
What you'll do
Integration scoping and solution design
- Lead technical discovery with client stakeholders to establish what a project actually requires
- Assess feasibility from an unfamiliar platform's own API documentation — what it exposes, what it doesn't, rate limits, webhooks versus polling, and whether an existing connector is any good
- Choose the integration approach — native connector, iPaaS, custom build, or a phased combination — and explain the trade-off in cost, maintainability and risk
- Identify failure modes before they happen: source of truth by record, conflict handling, sync failure detection and reconciliation, and the gap between the data quality a client describes and the data quality they have
- Build the scoping artifacts: systems diagrams, data maps, integration approach, and a phased plan where the work warrants one
Estimation and scope integrity
- Size the effort using our estimating model, with assumptions and dependencies documented alongside every numbe
- Write or review the technical sections of the Statement of Work before it goes to the client
- Present and defend the estimate in the room, including with a buyer's CTO or technical lead
- Flag when a deal should be reshaped, phased, or declined — early, and with the reasoning
- Identify genuine expansion the client needs, without growing the number to grow the deal
Technical validation and proof
- Support proof-of-concept builds and integration demos that show viability against the client's own systems
- Validate API access and behaviour in sandbox before build hours are committed
- Review data relationships, automation triggers and sync rules across systems to confirm data integrity
- Act as subject matter expert on integration frameworks, HubSpot APIs and middleware architecture
Sales partnership and enablement
- Serve as the technical point of contact on new and expansion opportunities, from first discovery call through signature
- Turn a verbal conversation into a written scope inside the agreed turnaround, so opportunities don't stall waiting on us
- Educate the sales team on technical positioning, so deal confidence and scope accuracy improve between engagements rather than deal by deal
- Maintain the reference material sales needs: what we integrate with, what we have built before, and what we will not take on
Delivery continuity and practice contribution
- Hand off with documented requirements, assumptions and open questions — nothing relearned after signature
- Stay engaged through kickoff as the person who holds the client's original context
- Apply the design standards the Solutions Architects own, and route anything above the sign-off threshold through architect review before the SOW is issued
- Pull a Platform Architect into discovery when a deal turns on how the Hubs themselves are designed, rather than on what sits outside them
- Feed estimate variance and broken assumptions back into the model, and share integration patterns with the wider team
Required Qualifications
Integration scoping — the core of the role
- Demonstrated ability to assess an unfamiliar platform's API and determine what can and cannot be connected, and at what cost
- Demonstrated ability to choose between integration approaches and defend the choice on cost, maintainability and risk
- Demonstrated ability to anticipate failure modes — identity, conflict handling, sync failure, data quality
- Demonstrated ability to convert all of the above into hours a delivery team can build against
Technical experience
- 4+ years of professional experience in technology, revenue operations, or professional services
- 3+ years scoping or delivering system integrations and data migrations in a consulting or agency environment
- Hands-on experience with REST APIs and webhooks, including authentication patterns, pagination and rate limiting
- Experience with middleware and iPaaS platforms such as Workato, Celigo, Tray, Boomi or Zapier
- SQL and data warehousing experience — able to reason about data structures outside the CR
- Strong data modelling skills: object structures, field mapping, transformation logic, and the integrity risks in each
- Experience planning data migrations, including deduplication, historical data and cutover approach
- Working knowledge of HubSpot as one side of the integration: objects, associations, properties, and the limits of the platform
Client-facing and commercial
- Experience leading technical discovery with client stakeholders, including engineers and technical leads
- Experience producing systems diagrams, data maps and developer-ready technical documentation
- Experience scoping and estimating work that other people then deliver against
- Exceptional ability to translate technical constraint into business consequence for a non-technical buyer
- Ability to manage multiple opportunities and priorities in a fast-paced environment
Preferred Qualifications
- Direct experience with the systems that come up most in our work: NetSuite, Salesforce and Salesforce Marketing Cloud, Microsoft Dynamics or Great Plains, Zendesk, Keap, Creatio, Procore, Snowflake, and industry-specific or point-of-sale platforms
- Integration experience in another CRM ecosystem such as Salesforce, Dynamics or NetSuite — the scoping judgement transfers
- Proficiency in JavaScript or Node.js and Python, sufficient to prototype and to scope custom work accurately
- Deeper HubSpot breadth across multiple Hubs — useful, though our Platform Architects own multi-hub design
- Experience in regulated environments — healthcare, financial services, or similar — where compliance shapes the data model
- Background in software development, with enough depth to scope tasks a developer can pick up without further clarification
- Experience with GraphQL or SOAP in addition to REST
- Familiarity with diagramming tools such as Lucidchart, Visio, or Miro
- Relevant certifications — HubSpot Solutions Partner, Salesforce Architect, or equivalent — or a degree in a technical field