Mathilde Fabre

Who they are

Mathilde Fabre is Manager of Strategic Accounts, EMEA (South) at HubSpot — a former Adyen and Google operator who taught HubSpot's Revenue Operations Certification and spoke at INBOUND2021 as a RevOps Correspondent before joining the company full-time in May 2025.

Person

Mathilde studied Fashion Business at Esmod Paris, an unusual foundation for someone who ended up deep in SaaS revenue operations — but it points to an early commercial instinct. She came up through luxury and fashion, with stints at Lancôme and possibly The Row, before pivoting hard into tech. At Google she covered digital advertising, cloud infrastructure, and API management for enterprises and mid-market businesses; at Adyen she worked in a commercial/merchant growth role focused on payment technology and customer insights. She joined HubSpot in May 2025 as Manager of Strategic Accounts, EMEA (South), based in Madrid. What's notable is that she was already deeply embedded in HubSpot's ecosystem before joining: she taught the HubSpot Revenue Operations Certification, served as a Teaching Assistant in their Sales Skills Bootcamp, spoke at INBOUND2021 as a RevOps Correspondent, and was a panelist at INBOUND After Hours and the MoPros Career Fair. The through-line is someone who moved from luxury retail through Big Tech payments into SaaS, building RevOps fluency as a practitioner before converting it into a full-time role. Possibly — she also has a background in theater arts from the Conservatoire municipal d'arts dramatiques de Salon de Provence, which may explain the comfort on stage.

Company

HubSpot's most significant recent move is its Spring 2026 product push: in Q2 2026, it launched Prospecting Agent — an outbound AI agent that identifies in-market companies based on buying signals like growth, hiring activity, and funding rounds, then sources contacts via ZoomInfo or Apollo — alongside HubSpot AEO, a dedicated answer engine optimization tool now available without a Marketing Hub subscription. Q1 2026 financials showed $881 million in revenue, up 23.4% year-over-year, with $3.45B ARR and 299,458 paying customers. HubSpot also acquired XFunnel, an Israeli startup building AI-driven search and answer engine optimization tools, in November 2025, and Frame AI in December 2024, signaling a deliberate push into agentic and AI-native CRM territory. In Q2 2026 it also introduced Working Capital (powered by Stripe), embedding financial services directly into the platform for US and UK customers.

Market

HubSpot holds roughly 5.20% of the CRM platforms market against Salesforce's 25.29%, but it's growing at 20-25% year-over-year versus Salesforce's 8-11% — and it regularly wins competitive evaluations against Microsoft Dynamics 365 in mid-market. The sharpest pressure now comes from two directions: OpenAI's direct entry into CRM and marketing automation (which knocked HubSpot's stock 7.2% in October 2025), and the AI margin compression question that has rattled investors, with the stock falling over 20% in a week and 45% year-to-date at its worst. In marketing automation specifically, HubSpot sits third globally at 7.76% market share, behind Mailchimp (18.11%) and Klaviyo (9.43%).

Network

No direct edge data is available for Mathilde's specific relationships at HubSpot or from prior roles. Based on her role covering EMEA South in strategic accounts, she likely works closely with regional sales leadership and the partnerships teams that sit alongside large enterprise accounts in markets like Spain, France, Italy, and Portugal. Her pre-hire instructor and panel history suggests she has existing relationships with HubSpot's academy and partner ecosystem teams.

How they likely show up

Taught HubSpot's Revenue Operations Certification and Sales Skills Bootcamp before joining full-time → she learns a platform inside-out before committing to it; expect deep product knowledge, not surface familiarity.
Career arc from fashion/luxury (Lancôme, possibly The Row) through Google and Adyen into SaaS → comfortable selling to sophisticated buyers across very different categories; likely adapts her commercial pitch to context rather than using a script.
Repeated panel and speaker appearances (INBOUND2021, INBOUND After Hours, MoPros Career Fair, HubSpot World Certification Week) → high comfort with public visibility; probably responds well to being asked for her view and won't shy from taking a position.
Moved from Google (digital advertising, cloud, API management) to Adyen (payment technology, merchant growth) to HubSpot strategic accounts → each move added a new commercial layer; she's building toward a complete enterprise-revenue picture, not jumping opportunistically.
Possibly — theater arts training alongside a professional career suggests she's practiced at reading a room and adjusting delivery in real time.

Conversation tips

→ Reference her INBOUND2021 RevOps Correspondent role — it signals you know she was a practitioner and contributor before joining HubSpot, not just a hire, and she'll appreciate that distinction.
→ Ask about the Adyen-to-HubSpot transition: moving from payment infrastructure to CRM for mid-market is a deliberate choice, and she'll have a clear story about why.
→ Don't treat her as someone who just sells HubSpot — she designed curriculum for it. Engage her on the RevOps methodology itself, not just the product.
→ She covers EMEA South from Madrid, so regional nuance (Spanish, French, Italian markets) will be real for her — ask about it rather than treating EMEA as monolithic.

Toolbox

Openers

Open on the Prospecting Agent launch — HubSpot just shipped an outbound AI agent that uses buying signals like funding rounds and hiring activity to source contacts via ZoomInfo or Apollo. As a strategic accounts manager, she's on the front line of pitching and defending this, and it's live right now.
Reference her HubSpot Revenue Operations Certification work — she didn't just sell HubSpot, she built the curriculum that taught it. That's a specific, unusual credential that most people meeting her will miss.
Mention the Google acquisition speculation from April 2024 and its collapse — she joined HubSpot in May 2025, the month after that story fully died. The context of what she was stepping into is specific and worth acknowledging.

Discovery questions

You taught the RevOps Certification before you joined full-time — how has being on the inside changed how you think about what HubSpot actually sells versus what it promises?
Managing strategic accounts across EMEA South, how do you see AI tooling like Prospecting Agent landing differently in markets like Spain or Italy versus northern Europe?
You moved from Adyen's merchant growth world — where the product is the payment rails — into CRM. What do you think SaaS sellers consistently get wrong about complex enterprise buying cycles that payment infrastructure sellers get right?

Avoid

Don't come in with generic CRM category pitches or treat HubSpot as a black box she simply represents — she designed training for it and will see through surface-level positioning immediately.

Make it yours