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  • A Step by Step Guide to Revenue Growth with Mark Roberge, Harvard Business School
    A Step by Step Guide to Revenue Growth with Mark Roberge, Harvard Business School
  • Mark Roberge | Building a Scalable, Predictable Sales Machine
    Mark Roberge | Building a Scalable, Predictable Sales Machine
  • Mark Roberge: Data-driven Talent Management
    Mark Roberge: Data-driven Talent Management
  • Aligning Sales, Services, and Marketing Around Customer Success by Mark Roberge, HubSpot
    Aligning Sales, Services, and Marketing Around Customer Success by Mark Roberge, HubSpot
  • The Sales Acceleration Formula | Mark Roberge | Talks at Google
    The Sales Acceleration Formula | Mark Roberge | Talks at Google
  • TINYcon 2016: Harvard Business School's Mark Roberge Fireside Chat
    TINYcon 2016: Harvard Business School's Mark Roberge Fireside Chat
  • Mark Roberge: The work habits of a sales professional
    Mark Roberge: The work habits of a sales professional
  • Sales Mistakes that Can Kill Your SaaS Business & How to Avoid Them
    Sales Mistakes that Can Kill Your SaaS Business & How to Avoid Them

Learn More About Mark Roberge

The worlds of sales and marketing have been utterly transformed by new technologies and business models – and yet go-to-market strategies have not kept up. Big Data has enhanced both opportunities and complexities for sellers. The internet has empowered the buyer and changed the role of the salesperson. And the subscription has transitioned the focus of go-to-market teams from customer contract value to customer lifetime value. Mark Roberge, a leading authority on modern revenue generation, is an inspirational practitioner with proven success in building businesses from the ground up, harnessing the power of all things digital in the process. The former (and founding) chief revenue officer at HubSpot, and now a full-time professor at Harvard Business School, Roberge helps companies build data-driven, 21st century strategies for sales, marketing, growth and human resources.

At the vanguard of a revolution in sales, Roberge illustrates how sales can be transformed into a more predictable, scalable function through modern technology and data accessibility. In his book, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million” (Wiley, February 2015), Roberge used his own experience at HubSpot – where he helped transform the startup into a unicorn valued at over $5 billion – to outline his unique formula for quantifying and scaling sales. The digital age has fundamentally altered the way buyers think and act. Roberge explains how businesses can transform their go-to-market strategy to align with this new buyer context, including sales hiring, demand generation, sales playbooks, sales compensation, sales management and more. As a speaker and consultant, Roberge instigates and inspires strategic change across industries.

A senior advisor for Boston Consulting Group, Roberge actively advises Fortune 500 leaders on modernizing their sales and marketing departments. He is also a venture capitalist, angel investor and board member of dozens of startups. Roberge was ranked #19 in Forbes’ Top 30 Social Sellers in the World, and awarded the 2010 Salesperson of the Year at the MIT Sales Conference. He is a graduate of MIT Sloan School of Management, where he received his MBA, and he holds a bachelor’s in mechanical engineering from Lehigh University. A major thought leader in entrepreneurial management and sales, he has been featured in leading publications, including The Wall Street Journal, Forbes, Inc., Boston Globe, TechCrunch and Harvard Business Review.

Mark Roberge is available to advise your organization via virtual and in-person consulting meetings, interactive workshops and customized keynotes through the exclusive representation of Stern Speakers & Advisors, a division of Stern Strategy Group®.

Mark Roberge was last modified: October 31st, 2022 by Justin Louis

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The Data-Driven Way to Hire, Train and Manage Talent

Companies have access to exponentially greater amounts of data than ever before – and yet they are not sufficiently making use of it. Seeing the opportunity for companies to harness this data, Roberge developed a data-driven approach to hiring, training and managing talent for HR executives and functional leaders. Using this approach, Roberge hired more than 500 employees, scaling HubSpot from a startup out of MIT to a publicly traded company. In this presentation, Roberge illustrates the detailed tactics he used in sourcing, hiring, training and onboarding talent, as well as the linkages between these talent management stages. He also explains how these concepts are applicable to roles beyond sales, including engineering, marketing and customer service.

Winning the New Frontier of Sales: How to Master “Social Selling”

It is a cliché to discuss the power and opportunity of social media platforms in generating interest in and demand for products and services. And yet, most salespeople fail to understand how to use those platforms in a methodological and consistently successful way. According to Mark Roberge, “social selling” is often merely substituting internet spamming for cold calls. Now, Roberge has utilized his experience in developing successful sales formulas to fashion a new methodology used by 65,000 sales people daily for social selling, one that turns a digital crapshoot into a precise science. In this presentation, Roberge reveals how you can end digital cold calling and start building your own demand. Social selling is how businesses, especially startups, are going to generate success in years to come. It’s essential to understand how to harness the opportunities afforded by these platforms rather than merely becoming another irrelevant and ignored voice among millions of others.

Transforming Sales and Marketing in Large Organizations

Sales and marketing have been transformed by the internet, but established organizations have not always adapted. Today’s startups are disrupting incumbents because they reach customers where they are – online – rather than at trade shows, through traditional media or with travelling salespeople. As dynamism is the key to survival in the digital era, sales teams need to be able to disrupt their own companies before a competitor does. Sales and marketing expert Mark Roberge shows your company how to experiment with new capabilities and develop high-velocity, cross-functional internal sales teams at minimum risk to the broader organization. Roberge draws on his background with HubSpot and as a consultant with Boston Consulting Group to reorient firms’ sales teams from the comfortable (but unsustainable) to engaging in constant testing of new ways of reaching and converting customers.

The Blue Ocean Strategy

January 23, 2017

“A new breed of disciplined, data-driven leaders are re-shaping the field of sales. The Sales Acceleration Formula explains why.”

Tony Robbins

“A lot of factors go into building a great sales force, but those factors don’t have to be a mystery. Roberge breaks down the moving parts of a sales force–recruitment, hiring, training, compensation, and performance evaluation–and describes the metrics and methods he has applied to these components to make his company a success. If you want to engineer sales success, this book, written by an engineer-turned-sales-leader, is for you.”

Daniel H. Pink, author of To Sell is Human and Drive

“The Sales Acceleration Formula provides the most powerful, practical approach yet to the total marketing and selling process from lead generation to close. It helps senior sales and marketing executives understand how to work in concert to satisfy customers, quickly close sales, and grow revenue exponentially.”

Ben Shapiro, Malcolm P. McNair Professor of Marketing, Emeritus, Harvard Business School

“In The Sales Acceleration Formula, Roberge provides a prescriptive blueprint for scaling a modern sales team. It should be on every sales leader’s reading list.”

Kevin Egan, VP of Sales, Dropbox

“Mark has been at the forefront in figuring out the new sales methodologies around inside sales, leveraging metrics for insights, and web technologies for increased rep productivity. I’d highly recommend this book to anyone running a sales organization.”

David Skok, General Partner, Matrix Partners

“Predictable scale is on every CEO and sales executives’ mind. However, it is rarely achieved. Roberge provides a great tactical approach toward reaching this goal.”

Brian Schmidt, Global VP of Sales, TripAdvisor

“Early in my career, I worked as a sales representative at a Wall Street economic consultancy. Back then the salesperson had the information and therefore the power in the relationship. Now, because of the wealth of content on the web, traditional selling doesn’t work so well. In this important book, Mark shares his radically successful formulas for how sales needs to change in order to be successful in our new buyer-driven world.”

David Meerman Scott, bestselling author of 10 books including The New Rules of Sales and Service

“It’s time to rev up the revenue engines! The Sales Acceleration Formula transforms the mystique of selling into a scalable methodology that savvy leaders can implement.”

Jill Konrath, author of Selling to Big Companies and Agile Selling

“Mark Roberge and Hubspot are one of the few places I go myself to study up on what’s new and working in sales, as a legend in the making.”

Aaron Ross, author of Predictable Revenue

“An engineering mindset arms the modern sales leader with an unfair advantage. The Sales Acceleration Formula explains why.”

John McGeachie, VP of Sales, Evernote