Job Description

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

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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.

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This is not primarily a HubSpot configuration role.

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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:

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- a commercially sound scope of work;
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- a detailed implementation blueprint;
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- aligned HubSpot product and integration recommendations; and
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- a clean handover to the implementation team.
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The HubSpot Solutions Architect is the senior client-facing and commercially focused member of an Australian B2B marketing agency.

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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.

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This is not primarily a HubSpot configuration role.

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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:

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- a explicit HubSpot solution architecture;
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- a commercially sound scope of work;
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- a detailed implementation blueprint;
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- aligned HubSpot product and integration recommendations; and
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- a clean handover to the implementation team.
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The role also acts as the key technical and solution-design contact between an Australian B2B marketing agency, the client and HubSpot.

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Primary Outcomes

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The Solutions Architect is expected to:

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

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1. Existing HubSpot Portal Audits

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

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- Current-state audit report
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- Gap analysis
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- Prioritised recommendations
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- Risk and dependency summary
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- Recommended implementation or optimisation roadmap
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2. Discovery for New HubSpot Clients

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- Lead structured discovery workshops with business owners, executives, sales leaders, marketing leaders and operational stakeholders.
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- Understand the client's:
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- business model;
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- revenue streams;
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- target markets;
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- customer segments;
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- buying process;
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- sales cycle;
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- lead-management process;
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- account-management model;
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- quoting and forecasting requirements;
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- marketing activity;
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- service and post-sale processes;
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- reporting requirements; and
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- current technology stack.
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- Identify business pain points, process leakage, manual work, reporting gaps and adoption risks.
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- Separate genuine requirements from low-value feature requests.
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Required outputs

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

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- Design and deliver tailored HubSpot demonstrations for new prospects.
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- Configure demonstrations around the client's actual business requirements rather than delivering generic product tours.
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- Demonstrate relevant use cases across:
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- Sales Hub;
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- Marketing Hub;
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- Service Hub;
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- Operations Hub / Data Hub;
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- Content Hub;
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- Commerce or Revenue Hub; and
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- relevant integrations.
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- Explain commercial value, implementation considerations and adoption requirements.
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- Support the CEO and sales team during proposal presentations and solution defence.
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4. Solution Architecture

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- Recommend the appropriate HubSpot Hubs, tiers, seats, modules and integrations.
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- Define the proposed architecture for:
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- customer and contact segmentation;
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- lifecycle stages;
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- lead status and qualification;
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- sales pipelines and stages;
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- account-management processes;
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- lead assignment and routing;
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- SLAs and task automation;
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- marketing automation and nurture;
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- service and ticketing workflows;
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- forecasting;
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- dashboards and reporting;
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- permissions and governance;
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- data migration; and
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- integrations with ERP, accounting, quoting, website and other systems.
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- Ensure recommendations are practical, scalable and commercially justified.
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- Work with the Head of Delivery to validate technical feasibility and effort.
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5. HubSpot Partner Collaboration

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- Work directly with HubSpot sales and technical teams.
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- Validate product suitability, licence requirements, limitations and technical dependencies.
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- Coordinate joint solution discussions where required.
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- Ensure Australian B2B marketing agency and HubSpot present a consistent recommendation to the client.
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- Manage technical and sales communication with HubSpot through the opportunity lifecycle.
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- Escalate product, integration or commercial risks before the client commits.
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6. Scoping and Scope Control

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- Prepare detailed and accurate scopes of work.
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- Clearly define:
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- project objectives;
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- deliverables;
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- implementation phases;
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- assumptions;
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- exclusions;
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- client responsibilities;
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- data requirements;
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- integration requirements;
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- acceptance criteria;
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- timelines;
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- estimated effort; and
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- change-request triggers.
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- Protect project margin by eliminating vague or open-ended commitments.
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- Challenge under-scoped opportunities and unrealistic timelines.
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- Support pricing recommendations and proposal defence.
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7. Implementation Blueprinting

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- Create a delivery-ready implementation blueprint for every approved project.
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- The blueprint must include:
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- target-market and customer segmentation;
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- lifecycle architecture;
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- sales pipelines and stage definitions;
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- required properties and data model;
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- automation and workflow requirements;
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- lead routing and ownership rules;
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- reporting and dashboard requirements;
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- permissions;
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- migration requirements;
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- integration requirements;
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- testing and acceptance requirements;
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- training requirements; and
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- adoption measures.
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- Ensure the blueprint gives the implementation team sufficient detail to execute without repeatedly returning to the client for clarification.
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8. Handover to Implementation

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

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

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The Solutions Architect owns:

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- commercial and operational discovery;
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- solution design;
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- product recommendations;
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- demonstrations;
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- scoping;
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- implementation blueprints;
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- client-facing solution communication; and
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- delivery handover.
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The Solutions Architect does not own:

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- routine portal configuration;
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- bulk data migration execution;
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📌 HubSpot Solutions Architect (New South Wales)
🏢 Talent Right
📍 New South Wales