HubSpot Investor Briefing: Q2 2025 Highlights and Strategic Outlook

HubSpot Investor Briefing: Q2 2025 Highlights and Strategic Outlook

• 1. Q2 2025 Investor Presentation

• 2. Safe Harbor Statement This presentation includes certain “forward-looking statements” within the meaning of the Private Securities Litigation Reform Act of 1995, including statements regarding management’s expectations of future financial and operational performance and operational expenditures, expected growth, foreign currency movement, and business outlook, including our financial guidance for the third fiscal quarter of and full year 2025 and our long-term financial framework; statements regarding our positioning for future growth and market leadership; statements regarding the economic environment; and statements regarding expected market trends, future priorities, and related investments, and market opportunities (including with respect to our expanding Total Addressable Market). These forward-looking statements include, but are not limited to, plans, objectives, expectations and intentions and other statements contained in this press release that are not historical facts and statements identified by words such as “expects,” “anticipates,” “intends,” “plans,” “believes,” “seeks,” “estimates” or words of similar meaning. These forward-looking statements reflect our current views about our plans, intentions, expectations, strategies and prospects, which are based on the information currently available to us and on assumptions we have made. Although we believe that our plans, intentions, expectations, strategies and prospects as reflected in or suggested by those forward-looking statements are reasonable, we can give no assurance that the plans, intentions, expectations or strategies will be attained or achieved. Furthermore, actual results may differ materially from those described in the forward-looking statements and will be affected by a variety of risks and factors that are beyond our control including, without limitation, risks associated with our history of losses; our ability to retain existing customers and add new customers; the continued growth of the market for a CRM platform; our ability to develop new products and technologies and differentiate our platform from competing products and technologies, including artificial intelligence and machine learning technologies; our ability to manage our growth effectively over the long-term to maintain our high level of service; our ability to maintain and expand relationships with our solutions partners; the impact of general economic conditions on the spending patterns of our customers and potential customers; the impact of our pricing and partnership referral strategies on our ability to attract new customers; the price volatility of our common stock; the impact of geopolitical conflicts, trade restrictions, inflation, foreign currency movement, and macroeconomic instability on our business, the broader economy, our workforce and operations, the markets in which we and our partners and customers operate, and our ability to forecast our future financial performance; regulatory and legislative developments on the use of artificial intelligence and machine learning; and other risks set forth under the caption “Risk Factors” in our SEC filings. We assume no obligation to update any forward-looking statements contained in this document as a result of new information, future events or otherwise. 2

• 3. Our Mission Help millions of organizations grow better 3 Our Aspiration Be the #1 AI-powered customer platform for scaling companies

• 4. Marketplace Academy Network Engagement Hubs Unified data Embedded AI Ecosystem Copilot Agents AI Features Smart CRM Fueling Growth for Scaling Businesses with HubSpot’s AI-Powered Customer Platform 4

• 5. Service Hub Scale support Drive retention Sales Hub Build pipeline Close deals Marketing Hub Generate leads Automate marketing Operations Hub Manage data Activate data Content Hub Create content Manage content Commerce Hub Collect payments and subscriptions Automate billing and invoicing Use cases 5 Building a System of Engagement for the Entire Front-Office Engagement Hubs

• 6. 6 Flexible Custom objects Sensitive data Smart features Unifies data, your team and tech stack. Smart CRM Sitting On Top of a Unified and Enriched Data Layer Provides customers the best possible data about their customers. Breeze Intelligence Company & contact enrichment Buyer intent data Form shortening Unified Data

• 7. 7 ● Live call Q&A ● Campaign summaries ● App Marketplace in Copilot ● Upload PDFs ● Call summaries ● Slack integration ● Social Agent ● Content Agent ● Prospecting Agent ● Customer Agent ● Knowledge Base Agent ● Smart properties ● Data model recommendations ● Brand identity ● AI meeting execution ● Generated selling profiles from workflows ● Suggestions for service managers ● AI landing page optimization ● Context-driven AI ● AI video editor AI Powering the Entire Customer Platform Embedded AI

• 8. 8 Growing a Trusted Ecosystem of Partners to Extend our Reach Ecosystem 1700+ app integrations, up 10x over last 5 years Marketplace 500,000+ certifications awarded to professionals in 2024 Academy 7000+ solutions partners reselling HubSpot Network

• 9. Sales Hub CRM $100M HubSpot’s Platform Journey: Marketing App to AI-powered Smart CRM Smart CRM $1B Marketing Hub Service Hub CMS Hub Operations Hub Commerce Hub PieSync Acquisition Clearbit Acquisition Content Hub $50M $250M $500M ‘06 ‘11 ‘12 ‘13 ‘14 ‘15 ‘16 ‘17 ‘18 ‘19 ‘20 ‘21 ‘22 ‘23 ‘24 Performable Acquisition 9 Revenue Cacheflow Acquisition founded Frame AI Acquisition Dashworks Acquisition ‘25 $2B $3B

• 10. Includes Total Addressable Market (TAM) for software in HubSpot’s core product groups including Marketing Hub, Sales Hub, Service Hub, Operations Hub, Content Hub, Commerce Hub, and Breeze Intelligence. Source: IDC and HubSpot estimates $128B 2029 $76B 2024 <10% Penetration across all products 10 Single Digit Penetration Across All Products in $100b+ TAM Opportunity

• 11. We are positioned for long-term durable growth Right to win in a large and expanding market Strong momentum as a platform with fast pace of innovation Scaling distribution and building moats Balancing growth, efficiency and culture with a customer focused and resilient team 11

• 12. Financial Overview Q2 2025

• 13. 13 Q2 2025 Financial Summary Q2 2025 Actuals Quarterly Results Increase (Decrease) Y/Y2 Currency Tailwind (Headwind) Constant Currency Y/Y3 Total Revenue $761M 19% 1% 18% Subscription Revenue $745M 19% NA NA Professional Services & Other Revenue $16M 21% NA NA Gross Profit $650M 18% NA NA Gross Profit Margin 85% (1%) NA NA Operating Profit1 $129M 18% NA NA Operating Profit Margin117% (0%) 0% 17% Calculated Billings $814M 26% 6% 20% Free Cash Flow1 $116M 26% NA NA 1 Operating profit, operating profit margin and free cash flow are all non-GAAP metrics. Please refer to the appendix for a reconciliation of GAAP to non-GAAP metrics. 2 Includes the impact of foreign currency. 3 Constant Currency is presented by converting current and comparative prior period operating results for entities reporting in currencies other than USD into USD at constant exchange rates rather than actual exchange rates in effect during the respective period. Constant Currency growth rates might not sum due to rounding.

• 14. 14 Q3 2025 Guidance Summary Q3 2025 Guidance Quarterly Guidance Increase (Decrease) Y/Y2 Currency Tailwind (Headwind) Constant Currency Y/Y3 Total Revenue $785M - $787M 17% ~1.5% 16% Operating Profit1 $156M - $157M 25% NA NA Operating Profit Margin1 20% 1% ~0.5% 19% Net income per share1 $2.56 - $2.58 18% NA NA Weighted average diluted shares outstanding 53.0M (1%) NA NA These estimates reflect our current operating plan as of August 6, 2025, and are subject to change as future events and opportunities arise. 1 Operating profit, operating profit margin and net income per share are non-GAAP metrics. Please refer to the appendix for a reconciliation of GAAP to non-GAAP metrics. 2 Increase (Decrease) y/y is based on the midpoint of guidance. Includes the impact of foreign currency. 3 Constant Currency is presented by converting current and comparative prior period operating results for entities reporting in currencies other than USD into USD at constant exchange rates rather than actual exchange rates in effect during the respective period. Constant Currency growth rates might not sum due to rounding.

• 15. 15 Full Year 2025 Guidance Summary Full Year 2025 Guidance Full Year Guidance Increase (Decrease) Y/Y2 Currency Tailwind (Headwind) Constant Currency Y/Y3 Total Revenue $3,080M - $3,088M 17% ~0.5% 17% Operating Profit1 $568M - $572M 24% NA NA Operating Profit Margin118% 1% ~Flat 18% Net income per share1 $9.47 - $9.53 17% NA NA Weighted average diluted shares outstanding 53.4M (0%) NA NA Free Cash Flow1 $580M 19% NA NA These estimates reflect our current operating plan as of August 6, 2025, and are subject to change as future events and opportunities arise. 1 Operating profit, operating profit margin and net income per share are non-GAAP metrics. Please refer to the appendix for a reconciliation of GAAP to non-GAAP metrics. 2 Increase (Decrease) y/y is based on the midpoint of guidance. Includes the impact of foreign currency. 3 Constant Currency is presented by converting current and comparative prior period operating results for entities reporting in currencies other than USD into USD at constant exchange rates rather than actual exchange rates in effect during the respective period. Constant Currency growth rates might not sum due to rounding.

• 16. 16 29% CAGR1 $152M $761M Q2 2025 Q1’19 → Q2’25 Q1 2019 Consistent Revenue Growth Quarterly Revenue 1 CAGR = Compound Annual Growth Rate. Revenue CAGR based on as-reported results and includes the impact from currency.

• 17. 27% CAGR1 Consistent Customer Growth 61k 268k Quarterly Customer Count 17 Q1 2019 Q2 2025 Q1’19 → Q2’25 1 CAGR = Compound Annual Growth Rate.

• 18. Substantial Operating Profit Growth Quarterly Operating Profit $13M $129M 18 Q1 2019 Q2 2025 44% CAGR1 Q1’19 → Q2’25 1 CAGR = Compound Annual Growth Rate. Operating profit and operating profit margin are non-GAAP metrics. Please refer to the appendix for a reconciliation of GAAP to non-GAAP figures.

• 19. 19% Margin FCF, TTM Q2 2025 $1.9B cash position Trailing Twelve Month Free Cash Flow $531M $65M 19 Strong Free Cash Flow & Balance Sheet Position Q1 2019 Q2 2025 1 Free cash flow (FCF) and free cash flow margin are non-GAAP metrics. Please refer to the appendix for a reconciliation of GAAP to non-GAAP figures. TTM = Trailing Twelve Months.

• 20. 2027 Margin Target 20-22% Long-Term Margin Target 25% Confident in Our Ability to Deliver More Leverage Over Time 20 2025e1 Margin 18% 1 2025e margin represents the midpoint of our full year 2025 non-GAAP operating profit margin guidance. Operating profit margin targets are non-GAAP and reflect our current operating plan as of August 6, 2025 and are subject to change as future events and opportunities arise. Please refer to the appendix for a reconciliation of GAAP to non-GAAP figures.

• 21. Key Takeaways Delivering strong financial results 3 Innovation fueling durable and diverse growth opportunities 2 Platform of choice in large and growing TAM 1 21

• 22. Thank You 22

• 23. Appendix 23

• 24. GAAP to non-GAAP reconciliations 24

• 25. 25 Non-GAAP Operating Income

• 26. Free cash flow 26

• 27. Forecasted Non-GAAP operating income and income per share 27

• 28. Definitions 28