Draft:Mark Roberge

Mark Roberge

Mark Roberge is an American business author, educator, venture capitalist, and former technology executive. He is the author of two books on sales management and business growth: The Sales Acceleration Formula (2015) and The Science of Scaling (2026). Roberge served as the founding chief revenue officer of HubSpot and has been a senior lecturer in the Entrepreneurial Management Unit at Harvard Business School since 2015.[1][2]

Early life and education

Roberge earned a bachelor's degree in engineering from Lehigh University before receiving an MBA from the MIT Sloan School of Management.[3]

Career

Entrepreneurship

While a graduate student at MIT, Roberge founded PawSpot.com, a social networking website for pet owners. In a 2007 article on bootstrapped startups, The Wall Street Journal described how Roberge chose to limit outside investment, worked from home, relied on freelance graduate students, and used open-source software to develop the company while conserving capital.[4]

HubSpot

Roberge joined HubSpot in 2007 and served as the company's founding chief revenue officer as the business expanded from a startup into a publicly traded software company.[5]

In 2013, Roberge joined the advisory board of sales analytics company InsightSquared.[6]

Harvard Business School and Stage 2 Capital

In 2015, Roberge became a senior lecturer in the Entrepreneurial Management Unit at Harvard Business School, where he teaches Entrepreneurial Sales and Marketing.[7]

In 2018, he co-founded Stage 2 Capital, an early-stage venture capital firm focused on business-to-business software companies.

Publications

Roberge's first book, The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million, was published in 2015. The book advocates for data-driven approaches to recruiting, training, coaching, and managing sales organizations.[8]

Roberge’s second book, The Science of Scaling, was published in 2026. The book hypothesizes that technology companies can achieve sustainable growth by aligning hiring, go-to-market strategy, pricing, and product-market fit. Following its publication, it received coverage in Forbes and the Boston Business Journal.[9] [10]

Roberge has also written on sales strategy, compensation, and organizational management for Harvard Business Review, including articles on sales compensation and scaling revenue organizations.[11]

Public commentary

Roberge has been quoted by business publications on topics including artificial intelligence, startup growth, and sales management. In a 2025 Boston Globe article on HubSpot co-founder Dharmesh Shah's AI initiatives, Roberge discussed the emergence of agentic AI and its potential impact on knowledge work and software development.[12]

Bibliography

  • The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million (2015)
  • The Science of Scaling (2026)
  1. ^ Delaney, Tim (January 31, 2025). "HubSpot cofounder Dharmesh Shah is betting big on AI agents". The Boston Globe.
  2. ^ "Mark Roberge". Harvard Business School. Retrieved June 30, 2026.
  3. ^ "Mark Roberge". Harvard Business School. Retrieved June 30, 2026.
  4. ^ Spors, Kelly K. (June 10, 2007). "The Benefits of Using Your Own Bootstraps". The Wall Street Journal.
  5. ^ Page, Bubba. "How HubSpot Went From $0 to $100 Million: A Look Inside a Unicorn". Inc.
  6. ^ "InsightSquared Secures $8M Series B Led by DFJ for Sales Analytics". The Wall Street Journal Pro. June 4, 2013.
  7. ^ "Mark Roberge". Harvard Business School. Retrieved June 30, 2026.
  8. ^ Page, Bubba. "How HubSpot Went From $0 to $100 Million: A Look Inside a Unicorn". Inc.
  9. ^ Werner, John (June 22, 2026). "Scaling in the AI Era: Mark Roberge's New Book Breaks It Down". Forbes.
  10. ^ Gennari, Larry (April 3, 2026). "Four books to help you gear up to drive in founder mode". Boston Business Journal.
  11. ^ Roberge, Mark (April 2015). "The Right Way to Use Compensation". Harvard Business Review.
  12. ^ Delaney, Tim (January 31, 2025). "HubSpot cofounder Dharmesh Shah is betting big on AI agents". The Boston Globe.

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