The HubSpot Solutions Architect is the senior client-facing and commercially focused member of an Australian B2B marketing agency.

The role is responsible for understanding how a client's business operates, identifying the commercial and operational gaps in its current systems, and designing a practical HubSpot solution that can be sold, implemented and adopted successfully.

This is not primarily a HubSpot configuration role.

The successful candidate must be able to understand a B2B company's revenue model, sales process, marketing activity, customer lifecycle and account-management structure, and then translate those requirements into:

- a commercially sound scope of work;
- a detailed implementation blueprint;
- aligned HubSpot product and integration recommendations; and
- a clean handover to the implementation team.

The HubSpot Solutions Architect is the senior client-facing and commercially focused member of an Australian B2B marketing agency.

The role is responsible for understanding how a client's business operates, identifying the commercial and operational gaps in its current systems, and designing a practical HubSpot solution that can be sold, implemented and adopted successfully.

This is not primarily a HubSpot configuration role.

The successful candidate must be able to understand a B2B company's revenue model, sales process, marketing activity, customer lifecycle and account-management structure, and then translate those requirements into:

- a clear HubSpot solution architecture;
- a commercially sound scope of work;
- a detailed implementation blueprint;
- aligned HubSpot product and integration recommendations; and
- a clean handover to the implementation team.

The role also acts as the key technical and solution-design contact between an Australian B2B marketing agency, the client and HubSpot.

Primary Outcomes

The Solutions Architect is expected to:

- improve the quality and commercial credibility of discovery;
- increase the conversion rate of HubSpot opportunities;
- reduce scope gaps, delivery rework and project overruns;
- ensure HubSpot products are matched correctly to client requirements;
- produce implementation-ready blueprints for the delivery team;
- improve client confidence throughout the sales and onboarding process; and
- convert suitable clients into ongoing Care Points support agreements.

Core Responsibilities

1. Existing HubSpot Portal Audits

- Conduct structured audits of existing HubSpot portals.
- Assess the current configuration across relevant HubSpot Hubs.
- Review sales pipelines, lifecycle stages, properties, workflows, lead routing, reporting, permissions and integrations.
- Identify data-quality, governance, adoption and operational gaps.
- Evaluate whether the portal reflects how the client's business and teams actually operate.
- Prepare a current-state assessment and prioritised gap analysis.
- Distinguish between:
- urgent technical corrections;
- operational improvements;
- strategic improvements;




- additional HubSpot products or Hubs required; and
- opportunities suited to Care Points or separately scoped projects.

Required outputs

- Current-state audit report
- Gap analysis
- Prioritised recommendations
- Risk and dependency summary
- Recommended implementation or optimisation roadmap

2. Discovery for New HubSpot Clients

- Lead structured discovery workshops with business owners, executives, sales leaders, marketing leaders and operational stakeholders.
- Understand the client's:
- business model;
- revenue streams;
- target markets;
- customer segments;
- buying process;
- sales cycle;
- lead-management process;
- account-management model;
- quoting and forecasting requirements;
- marketing activity;
- service and post-sale processes;
- reporting requirements; and
- current technology stack.

- Identify business pain points, process leakage, manual work, reporting gaps and adoption risks.
- Separate genuine requirements from low-value feature requests.

Required outputs

- Discovery summary
- Business-process map
- Requirements register
- Risks, assumptions and dependencies
- Recommended next steps

3. HubSpot Demonstrations

- Design and deliver tailored HubSpot demonstrations for current prospects.
- Configure demonstrations around the client's actual business requirements rather than delivering generic product tours.
- Demonstrate relevant use cases across:
- Sales Hub;
- Marketing Hub;
- Service Hub;
- Operations Hub / Data Hub;
- Content Hub;
- Commerce or Revenue Hub; and
- relevant integrations.

- Explain commercial value, implementation considerations and adoption requirements.
- Support the CEO and sales team during proposal presentations and solution defence.

4. Solution Architecture

- Recommend the appropriate HubSpot Hubs, tiers, seats, modules and integrations.
- Define the proposed architecture for:
- customer and contact segmentation;
- lifecycle stages;
- lead status and qualification;
- sales pipelines and stages;
- account-management processes;
- lead assignment and routing;
- SLAs and task automation;
- marketing automation and nurture;
- service and ticketing workflows;
- forecasting;
- dashboards and reporting;
- permissions and governance;
- data migration; and
- integrations with ERP, accounting, quoting, website and other systems.

- Ensure recommendations are practical, scalable and commercially justified.
- Work with the Head of Delivery to validate technical feasibility and effort.

5. HubSpot Partner Collaboration

- Work directly with HubSpot sales and technical teams.
- Validate product suitability, licence requirements,



limitations and technical dependencies.
- Coordinate joint solution discussions where required.
- Ensure Australian B2B marketing agency and HubSpot present a consistent recommendation to the client.
- Manage technical and sales communication with HubSpot through the opportunity lifecycle.
- Escalate product, integration or commercial risks before the client commits.

6. Scoping and Scope Control

- Prepare detailed and accurate scopes of work.
- Clearly define:
- project objectives;
- deliverables;
- implementation phases;
- assumptions;
- exclusions;
- client responsibilities;
- data requirements;
- integration requirements;
- acceptance criteria;
- timelines;
- estimated effort; and
- change-request triggers.

- Protect project margin by eliminating vague or open-ended commitments.
- Challenge under-scoped opportunities and unrealistic timelines.
- Support pricing recommendations and proposal defence.

7. Implementation Blueprinting

- Create a delivery-ready implementation blueprint for every approved project.
- The blueprint must include:
- target-market and customer segmentation;
- lifecycle architecture;
- sales pipelines and stage definitions;
- required properties and data model;
- automation and workflow requirements;
- lead routing and ownership rules;
- reporting and dashboard requirements;
- permissions;
- migration requirements;
- integration requirements;
- testing and acceptance requirements;
- training requirements; and
- adoption measures.

- Ensure the blueprint gives the implementation team sufficient detail to execute without repeatedly returning to the client for clarification.

8. Handover to Implementation

- Lead the formal sales-to-delivery handover.
- Present the commercial context, business requirements, architecture, scope and risks to the implementation team.
- Confirm that all required client inputs have been received.
- Resolve ambiguity before technical work begins.
- Remain available for agreed architecture questions and scope decisions during delivery.

9. Client Adoption and Care Points Conversion

- Set expectations for adoption and ongoing optimisation during discovery and kickoff.
- Identify clients suited to the Australian B2B marketing agency Care Points support packages.
- Position Care Points as a transparent ongoing technical support and optimisation service.
- Support the conversion of clients into Care Points at:
- proposal stage;
- implementation kickoff;
- go-live;
- 30-day review; and
- quarterly review.

- Identify future optimisation, integration and expansion opportunities.

Role Boundaries

The Solutions Architect owns:

- commercial and operational discovery;
- solution design;
- product recommendations;
- demonstrations;
- scoping;
- implementation blueprints;
- client-facing solution communication; and
- delivery handover.

The Solutions Architect does not own:

- routine portal configuration;
- bulk data migration execution;

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📌 HubSpot Solutions Architect (New South Wales)
🏢 Talent Right
📍 New South Wales