How do HubSpot seats work?

HubSpot Seat Needs by Role

Role	Marketing Hub	Sales Hub	Service Hub	Operations Hub
Marketing Manager	✔ Builds campaigns, emails, lists	–	–	–
Sales Rep / Account Exec	–	✔ Tracks deals, calls, pipeline	–	–
Service Rep	–	–	✔ Resolves tickets, chats, surveys	–
Operations Manager/Admin	–	–	–	✔ Creates workflows, manages data
Executive / Leadership	View reports only (no seat)	View reports only (no seat)	View reports only (no seat)	View reports only (no seat)
Cross-Team Users	May view results, not build (no seat)	May view reports, not act (no seat)	May view insights, not resolve (no seat)	May benefit, not manage (no seat)

How On-Target! Helps

We’ll walk alongside you to decide who really needs a seat, and who can work without one. That way, you avoid paying for unused licenses—while keeping your team equipped to succeed.

Seat scenarios:

When it comes to HubSpot, not every role needs every seat. The key is knowing who’s actively using the tools—and who simply benefits from the results. That’s where On-Target! steps in, helping you determine needs as we go, so you’re paying for what matters and nothing more.

Marketing Hub

Needs a Seat:
Marketing managers, campaign builders, email senders, list creators—anyone designing and executing campaigns.
May Not Need a Seat:
Service or sales team members who only see campaign results or reports. For example, a service rep doesn’t need to log into Marketing Hub to resolve tickets.

Sales Hub

Needs a Seat:
Sales reps, account executives, business development teams—anyone logging calls, tracking deals, and moving opportunities forward.
May Not Need a Seat:
Operations staff who build automations or data syncs in Operations Hub. They keep the engine running, but don’t need Sales Hub to do it.

Service Hub

Needs a Seat:
Customer service reps, support leads, or anyone actively responding to tickets, chats, or surveys.
May Not Need a Seat:
Marketing team members who just want to know how campaigns affect service demand. They can see reports without holding a Service Hub license.

Operations Hub

Needs a Seat:
Operations managers, admins, and integrators who set up workflows, manage data quality, and connect systems.
May Not Need a Seat:
Sales or service team members who rely on clean data and automations—but don’t build them.