Principal Software Engineer - Prospecting Agent

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POS-31591

The Prospecting Agent team is reimagining how B2B SMB and mid-market sales teams generate pipeline. Today’s outbound motion is inefficient and outdated: reps spend too much time researching, stitching together tools, and guessing who to contact next. Most products optimize for outreach execution, not for smart sourcing, prioritization, and trust.

This team is building an end‑to‑end, signal‑driven prospecting system aligned with how modern B2B buying actually works: account‑led, buying‑group‑aware, and trust‑first. The goal is to combine human judgment with automation to help sales teams generate predictable, high‑quality pipeline—without burning their brand or their reps.

We’re looking for a Principal Software Engineer to be a technical anchor for Prospecting Agent. This is a deeply hands‑on role for a builder who thrives in ambiguous, product‑shaping environments.

As a Principal Engineer on this team, you will help define how data, AI, and workflows come together to power intelligent prospecting  won’t just execute on a roadmap—you’ll help create it, turning fuzzy problems like “who should I contact next and with what message?” into reliable, explainable, production‑grade systems used by millions of sellers.

• Architect signal‑driven prospecting systems: Define how intent signals, firmographics, behavioral data, and CRM context combine into actionable prioritization and recommendations.
• Hands‑on, high‑leverage builder: Write production code, lead complex initiatives end‑to‑end, and take systems from prototype to scale.
• AI + systems thinking: Shape how ML and GenAI models integrate into deterministic workflows, balancing automation with transparency and user trust.
• Product‑shaping technical leadership: Influence what the product should be, not just how it’s built—partnering closely with Product to define surfaces, workflows, and tradeoffs.
• Platform and extensibility mindset: Design systems that work across accounts, buying groups, and regions while remaining extensible and evolvable.
• Cross‑team influence: Work horizontally across CRM, data, AI, and GTM teams to align patterns and avoid local optimizations.
• Raise the technical bar: Mentor senior engineers, guide architectural reviews, and turn incidents and failures into better system design.

• Proven experience building and evolving distributed systems at scale, where data quality, latency, and explainability matter.
• Strong architectural instincts and comfort working across data pipelines, APIs, and user‑facing workflows.
• Experience applying ML or GenAI in real products, with a healthy skepticism for “magic” and a bias toward trust and control.
• Strong architectural instincts with a bias toward simplicity, consistency, and well‑defined boundaries.
• A product mindset: you care deeply about helping sales teams do better work, not just building clever systems.

Hub Spot, Inc. is an equal opportunity employer. As a federal contractor, we take affirmative action to ensure equal opportunity and all candidates are considered without regard to race, color, religion, national origin, age, sex, sexual orientation, gender identity, marital status, ancestry, physical or mental disability, veteran status, or any other legally protected characteristics.

The cash compensation below includes base salary, on‑target commission for employees in eligible roles, and annual bonus targets under Hub Spot’s bonus plan for eligible roles. In addition to cash compensation, some roles are eligible to participate in Hub Spot’s equity plan to receive restricted stock units (RSUs). Some roles may also be eligible for overtime pay. Individual compensation packages are tailored to your skills, experience, qualifications, and other job‑related reasons.

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