In this episode of Growth Unlocked, Kieran Krohn speaks with Mark Roberge, former CRO who helped scale HubSpot from $0 to $100M ARR and author of The Sales Acceleration Formula. Now co-founder of Stage 2 Capital and lecturer at Harvard Business School, Mark shares how AI is transforming sales from art into science, why discipline beats growth-at-all-costs, and what it takes to build sustainable revenue engines in 2025 and beyond.

Key Takeaways

AI is turning sales from an art into a science

The future of selling is buyer-facing time approaching 100%

Don’t scale because you raised money — scale when you’re ready

Product-market fit and go-to-market fit must come before hiring sprees

Experimentation is key: treat GTM like a product

Sustainable growth beats reckless hypergrowth

RevOps may become the CRO of the future

Chapters:

00:00 – Teaser: AI Transforming Sales

01:09 – Lessons from Scaling HubSpot

04:19 – AI Agents in Sales Enablement

07:01 – Ideal Customer Profile & AI Targeting

11:05 – Future of Sales Roles with AI

15:12 – Navigating Tech Consolidation & Anxiety

17:06 – Trade-offs: Hypergrowth vs. Sustainable Growth

23:19 – Treating Go-To-Market Like a Product

27:44 – Frameworks for Prioritization & Experimentation

33:00 – What Will Separate Winners by

VALUABLE RESOURCES

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ABOUT KIERAN

Kieran Krohn is a renowned GTM professional, entrepreneur, investor and business growth expert.

His background is growing and scaling HubSpot’s business in Australia and New Zealand by developing their partner ecosystem. Over the last decade, he has held a number of roles in channel and direct sales as well as leadership where he built a high performing sales team. He has been awarded key accolades as the top performer 4x in the region and achieved Presidents Club 7x consecutively.

His mission is to help business founders achieve the freedom they set out to when they left the corporate world, and build valuable businesses that will create financial certainty for generations to come.

Connect with Kieran on LinkedIn: https://www.linkedin.com/in/kierankrohn/

Keywords

AI in sales, revenue growth, HubSpot, SaaS scaling, sustainable growth, experimentation, go-to-market strategy, RevOps, sales enablement, entrepreneurship

#AIinSales #SaaSLeadership #GrowthUnlocked #MarkRoberge #ScienceOfScaling