Mathilde Fabre Hubspot

Who they are

Mathilde Fabre is Manager of Strategic Accounts, EMEA (South) at HubSpot — previously a RevOps Correspondent at INBOUND2021 and Lesson Professor for HubSpot's Revenue Operations Certification.

Person

Mathilde joined HubSpot in May 2025, stepping into a Strategic Accounts manager role covering EMEA South from Madrid. Before that she was at Google, covering digital advertising, cloud infrastructure, and API management for enterprises and mid-market businesses — a broad technical-commercial remit. Earlier still, she worked at Adyen in a merchant growth role focused on payment technology and customer insights. The arc is payments → big tech → CRM, each step moving closer to complex enterprise relationships and revenue architecture. What's less common is that she's also been a practitioner-educator inside HubSpot's own ecosystem before becoming an employee: she was a Lesson Professor for the HubSpot Revenue Operations Certification, a Teaching Assistant for the Sales Skills Bootcamp, a RevOps Correspondent at INBOUND2021, and a speaker at HubSpot's 2022 World Certification Week. She's also panelled at INBOUND After Hours and the MoPros Career Fair on topics including diversity in tech careers, customer success, and professional branding. The through-line is someone who builds commercial credibility in complex B2B environments and then turns it into curriculum and community.

Company

HubSpot's Spring 2026 Spotlight is the freshest signal: the company launched Prospecting Agent in April 2026, an outbound AI agent that identifies in-market companies based on buying signals — hiring activity, funding rounds, growth metrics — and sources contacts via ZoomInfo or Apollo. Alongside that, it introduced HubSpot AEO, a dedicated answer-engine optimisation tool now available without a Marketing Hub subscription, and shipped Smart Deal Progression and Customer Agent updates. Financially, HubSpot reported 23% year-over-year revenue growth in Q1 2026, with a 21% operating margin target and $1.8 billion in cash. In late 2025 the company acquired XFunnel, an Israeli startup building AI-driven search and answer-engine optimisation tools — which explains the AEO launch directly. HubSpot ended 2025 with 288,706 customers and approximately $3.1B in trailing twelve-month revenue.

Market

HubSpot is the fastest-growing major CRM vendor, holding roughly 5% market share against Salesforce's 20.7%, and consistently wins competitive evaluations against Microsoft Dynamics 365 in the mid-market. Its sharpest near-term pressure comes from OpenAI's direct move into application software — HubSpot's stock dropped 7.2% on October 1, 2025 on that news — alongside the phasing out of third-party cookies and tightening AI and data regulation that will raise compliance costs across the sector. Zoho CRM is its most direct SMB rival on price; Salesforce, Microsoft, and Oracle are the incumbent enterprise threats.

How they likely show up

Operator role pattern across Google, Adyen, and HubSpot → likely values execution and pipeline outcomes over strategy decks.
Served as Lesson Professor and Teaching Assistant inside HubSpot's Academy before joining as an employee → comfortable breaking down complex processes for others; probably runs structured onboarding and knowledge-sharing with her accounts.
Speaking across INBOUND2021, World Certification Week, INBOUND After Hours, and MoPros → comfortable on a public stage, not just in internal meetings; likely a confident presenter in executive QBRs.
Moved from Adyen (payments infrastructure) to Google (cloud/ads) to HubSpot (CRM/RevOps) → each role broadened the commercial stack she can speak to; she can credibly connect marketing, sales, and revenue ops in a single conversation.
Possibly — mixed tenure shape across roles suggests she moves when the scope plateaus rather than staying for comfort.
Content themes span RevOps, customer success, professional branding, and diversity in tech — she engages publicly on practitioner topics, not abstract thought leadership.

Conversation tips

→ Reference her INBOUND2021 RevOps Correspondent role — it signals she was deep in the RevOps conversation before it became mainstream, and she'll have strong views on how the discipline has evolved.
→ Ask about her educator track inside HubSpot Academy — building certification curriculum while operating commercially is unusual, and she likely has a distinct take on what most sales teams get wrong about RevOps.
→ She's based in Madrid covering EMEA South — if you have any context on Iberian or Southern European enterprise dynamics, bring it; regional specificity will land better than generic EMEA framing.
→ Her background spans payments (Adyen) and cloud/ads (Google) before CRM — she can think across the full revenue stack, so don't constrain the conversation to HubSpot features alone.

Toolbox

Openers

Open on the Spring 2026 Prospecting Agent launch — she manages strategic accounts in EMEA South and this is the live product her largest customers are being onboarded to right now; asking how enterprise buyers in Southern Europe are responding to AI-led prospecting will get a real answer.
Reference her INBOUND2021 RevOps Correspondent role — she was on the ground when RevOps was still being defined as a discipline, and now she's running strategic accounts inside the company that built the certification; that arc is worth pulling on.
Mention the XFunnel acquisition and the HubSpot AEO launch — she came from Google, where search and intent signals were central, so the move into answer-engine optimisation sits directly at the intersection of her prior expertise and her current role.

Discovery questions

You built curriculum for HubSpot's Revenue Operations Certification before joining as an employee — what did teaching RevOps to practitioners change about how you actually run strategic accounts?
HubSpot's Prospecting Agent pulls buying signals like C-level hires and funding rounds — how are your largest accounts in EMEA South actually integrating that into their outbound motion versus treating it as a dashboard to ignore?
You've worked across payments infrastructure at Adyen, cloud and ads at Google, and now CRM at HubSpot — when a strategic account is evaluating the full revenue stack, where does the conversation usually break down?

Avoid

Don't treat her as a product evangelist who needs to be sold on HubSpot's roadmap — she was building HubSpot Academy curriculum years before she became an employee, so she knows the product as well as most people internally.

Make it yours