Founding CRO at HubSpot who wrote The Sales Acceleration Formula, now investing and teaching at Harvard Business School
Why they're worth your time
He gives you the numbers behind sales scaling: the hiring scorecard, the ramp curve, the leading indicators that predict a quarter before the quarter closes. His later work on product market fit signals and the sequence of stages a company must clear before adding reps is the corrective for founders who hire salespeople too early.
Background
Mark Roberge was HubSpot's fourth employee and founding Chief Revenue Officer, scaling the go to market organisation from zero revenue through the IPO. He wrote The Sales Acceleration Formula, which argues that hiring, training, and pipeline management can be run as measurable systems rather than instinct. He co-founded Stage 2 Capital, a venture fund backed by more than a thousand sales and marketing executives, and has taught sales and entrepreneurship at Harvard Business School for over a decade.
