HubSpot seats and credits explained: who needs which seat

Which HubSpot pricing model are you on?

Look at your seat types. In HubSpot go to Settings > Users & Teams, tab “Seats”. GTM and Ops seats mean the new flexible seats-and-credits pricing, Core, Sales and Service seats mean the classic seats pricing.

Existing customers stay on their model. HubSpot launched the new pricing for new customers in Europe, the Middle East and Africa only, and hasn’t announced when or whether existing accounts move. Accounts from the earlier test in the Nordics and Benelux may show Core and Front Office seats instead of GTM and Ops seats. Accounts bought before March 2024 that never moved to seats still have paid users instead of seats.

HubSpot seat types: who needs which seat

On the classic pricing, choose the seat by what someone does in HubSpot, not by their job title. Every Sales, Service and Revenue seat includes everything a Core seat can do.

Core seats are priced at your highest edition. With Marketing Hub Starter and Sales Hub Professional, every Core seat costs the Professional price. Marketing Hub, Content Hub and Data Hub Professional and Enterprise also have a monthly base price that includes a few Core seats.

GTM seat or Ops seat on the new pricing

On the flexible seats-and-credits pricing there are only two paid seats. Everyone who works with customers gets a GTM seat. People who build and run the system behind them can get the cheaper Ops seat.

The Ops seat costs €50 a month and exists on Professional and Enterprise only. Starter has GTM seats only, up to 10 paid seats.

What HubSpot seats cost: list prices in euros

These are HubSpot’s list prices per seat and month, before VAT, from its product catalog. HubSpot’s pricing page shows annual billing and current offers, so a Professional GTM seat appears there at €90.

What uses HubSpot credits

Credits pay for work HubSpot does for you, counted per action. A credit costs €0.01. Your included credits reset every month, and unused ones expire.

Some things never use credits: one-to-one emails sent from a connected inbox, the branch, delay and go-to steps in a workflow, and datasets used only in reports. On the new pricing, an email sent by a workflow counts twice, once as an email send and once as a workflow action.

On the classic pricing, only users with a paid seat or a Partner seat can use credits. View-only users and free users can’t. Included credits don’t add up across hubs: with Marketing Hub Professional and Sales Hub Enterprise you get the Enterprise amount once.

HubSpot credits: worked examples with the numbers

A credit costs €0.01 on both models. When the included credits run out and you haven’t bought any more, features that use credits stop until the next month.

• Service team, classic pricing, Service Hub Professional. The customer agent resolves 300 chats a month, which uses 15,000 credits. 3,000 are included, so 12,000 are extra. The extra credits cost €120 a month, as pay-as-you-go or as 12 capacity packs of 1,000 credits.
• Sales team, classic pricing, Sales Hub Professional. The prospecting agent works on 50 new leads a month, which uses 5,000 credits. 3,000 are included, so the extra 2,000 cost €20 a month.
• Marketing and sales, new pricing, Professional. 10,000 email sends a month use 150,000 credits, or €1,500. 20,000 workflow actions add another 50,000 credits, or €500. Paying per credit, the month costs €1,900 after the 10,000 included credits. The 10,000-sends pack costs €1,000 a month and the smallest workflow actions pack €150, so €1,150 together, and the included credits stay free for AI agents.
• Small team, new pricing, Starter. The 5,000 included credits cover 333 email sends. A monthly newsletter to 2,000 contacts uses 30,000 credits, €250 more than included. Starter can add the Base marketing pack for €150 a month, with 2,500 sends, 250 workflow actions and 2,500 credits.

How to see and limit HubSpot credit use

Set the limits before you turn on an agent. You need to be a Super Admin or have billing permissions.

1. Step 01

   Open the credits page

   Click your account name in the top right, then Account & Billing, tab “HubSpot Credits”. On the classic pricing it sits under “Usage & Limits”. The page shows your monthly credits, what you have used, the use per feature and the history.
2. Step 02

   Set a maximum for the account

   Under “Maximum monthly credits”, click Edit. When you buy extra credits, HubSpot sets this limit 50% above your monthly credits. Lower it to what you planned to spend.
3. Step 03

   Set limits per feature

   Under “Feature credit limits”, click View, choose a feature such as the customer agent and add a limit. A feature limit stops the feature at that number but doesn’t reserve credits for it. For buyer intent you can also limit each action.
4. Step 04

   Pause what you don’t use

   In “Manage usage by feature”, click a feature to see its settings and pause it. Check this list every month, because features leave beta and start using credits, usually with 30 days’ notice.
5. Step 05

   Choose pay-as-you-go on the classic pricing

   If you bought extra credits before 16 September 2026, the default is auto-upgrade. Then one busy month adds a capacity pack for the rest of your contract, and you can only reduce it at renewal. Switch under “Overage setting” > Edit > Pay-as-you-go. Purchases since 16 September 2026 and the new pricing use pay-as-you-go.
6. Step 06

   Send the alerts to the budget owner

   HubSpot warns at 75, 85 and 90 percent and at the limit, by email and banner, to Super Admins and billing contacts. Make the person who owns the budget a billing contact.

Mistakes that cost seats and credits

These are the mistakes we see most often when we audit an account’s seats and credits.

• A Sales seat for everyone in sales. People who only update deals and contacts need a Core seat. Keep Sales seats for the people who use sequences, the sales workspace and playbooks.
• A paid seat to read dashboards. A View-only seat is free and shows records, dashboards and reports. Someone who saves or edits reports needs a paid seat.
• Moving a salesperson to View-only. View-only users can’t log or track emails. HubSpot turns their email logging off, and their emails stop reaching the CRM.
• Removing the user and expecting the bill to drop. An unassigned seat is still billed. Remove it under Settings > Users & Teams, tab “Seats”, “Remove unassigned seats”. The change applies from your next billing period or term, never below the number in your contract.
• Sharing one login to save a seat. Every change then shows under one name, so nobody can tell who changed a deal or sent an email. Give the person their own seat, or a free View-only seat if they only read.
• Paying a seat for your agency or IT. A Solutions Partner gets a free Partner seat, and a developer building an integration gets a free Developer seat.
• Trying AI features without a limit. An agent that runs on every new contact or every chat uses credits on each one. Set a feature limit first, then turn it on.
• Old workflows on the new pricing. Every workflow action now uses credits, including the ones nobody looks at. A workflow that re-enrols records on every change can use more than all your campaigns. Turn off what nobody needs before you go live.

How we plan seats and credits

The cheapest set of seats starts from what people do in HubSpot every week.

1. Step 01

   List what each person does

   Write down actions: edits deals, sends sequences, works tickets, builds workflows, reads reports, approves quotes.
2. Step 02

   Match each person to the cheapest seat

   For each person, the cheapest seat that covers every action they need. View-only for everyone who only reads.
3. Step 03

   Count the monthly volume

   Email sends, workflow actions and agent runs, taken from the last three months. This matters most before buying on the new pricing.
4. Step 04

   Set the limits

   Account and feature limits, pay-as-you-go instead of auto-upgrade, and alerts to the budget owner, before any agent goes live.
5. Step 05

   Check after the first month

   Seats nobody used, credits per feature and features that left beta, then adjust before the next billing period.

Frequently asked questions