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 new 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 chance 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;
#J-*****-Ljbffr

📌 Hubspot Solutions Architect (Sydney)
🏢 Talent Right
📍 Sydney