Customer onboarding + HubSpot | Growth @ Arrows

Hi 👋

1️⃣ Building AccountScout - a HubSpot native app to help companies enrich, research, and segment their accounts with the right data, not just more data.

2️⃣ I write a weekly email for 2,300+ RevOps & GTM leaders with tactical HubSpot playbooks to steal. 

For the last 2.5 years, I led growth at Arrows, a customer onboarding SaaS product for teams using HubSpot. I joined as the first marketer and helped Arrows grow to more than 7 figures in ARR.

I’m a dad to 2 boys - struggling competitive golfer - and lover of cooking (or grilling). 

Previously, I’ve run both product and growth at early-stage startups and started three of my own.

Stuart Balcombe

The RevOps Shop

As Co-Founder and CEO of The RevOps.Shop, I mostly focus on:

- Making sure we deliver the best possible experience for our customers.
- Developing and executing strategic plans to grow our revenue and improve profitability.
- Instilling and reinforcing a company culture that makes our people proud.
- Learning from other cutting edge practitioners to give our clients unfair advantages that help them win more business, more often.

If you want to join a team that is dedicated to solving really hard problems in sales and marketing, let's chat. 

If you run sales or marketing programs at a manufacturing, SaaS, Fintech, or professional services company and feel like you're running out of ideas - hit me up.

Co-Founder and CEO

HubSpot

Adding Operations Hub and payments to the mix.

Senior Account Executive - Enterprise

Back to where it all began for me at HubSpot. 

Tasked with positioning our CRM, Sales Acceleration, Customer Service, CMS, Marketing Automation, and Analytics tools to executives at America's most recognizable companies.

Enterprise Sales Executive

President’s Club
144% of goal in FY 2019

Principal Account Executive | Customer Growth

Since HubSpot is now a platform company and our suite of products does a lot more than just serve marketers, I jumped at the opportunity to help all of our existing single product customers grow better.

As one of the founding members of the install base team coming off a President's Club performance in 2018, I use my knowledge of every tool in the tech stack used by customer-facing employees (sales, service, marketing) to prescribe solutions that help businesses win. The people that buy from my customers experience better service, shorter wait times, and cherish their role in the buying process.

Senior Territory Manager | Mid-Market

A President's Club sales executive tasked with positioning HubSpot's full suite of business applications (CRM, CMS, Sales Engagement, Marketing Automation, Analytics, and Customer Service) to executives across America.

Outside of my responsibilities as a direct quota carrier, I help our company decide how to rotate leads for maximum rep effectiveness, I build training collateral for new hires, I help determine how leads should be scored, and more.

~1.2M ARR sold / $650K Quota

Senior Territory Manager | Small Business

Helping SMBs leverage HubSpot's growth stack to market and sell at scale.

SMB Territory Manager

Associate Inbound Growth Specialist - Enterprise

Helping America's enterprise companies grow and scale from one inbound marketing implementation to the next.

Principal Business Development Representative - Enterprise

Business Development Representative - Enterprise

US Tech Solutions

My first real crack at learning systems and process, as well as learning the internal structure of a middle market company.

Event marketing, some cold calling, and I even became the resident electrician.

Thanks to my mentors Amy Senew and Manoj Agarwal for believing in me, and supporting me when I decided to work at HubSpot.

Senior Business Development Associate

Hand In Hand Together

My time at Hand in Hand Together Home Care can be characterized primarily by my desire to innovate lead generation by shifting the organization's marketing focus. I partnered with multiple community organizations to spread awareness of the services Hand in Hand provides; the leaders of these organizations helped me deliver interesting, engaging, and informative events for the people of the South Bronx.

I networked with professionals in both the profit and nonprofit spheres of healthcare to gather qualitative/quantitative data. Using this data, I was able to paint a comprehensive picture to upper management that stressed the need for more direct offline marketing that to target relationship building with local decision makers in the market space.

Between myself and the Director of Business Development, we were the two primary client facing representatives for the entire company and maintained all formal and informal relationships on behalf of the executive board.

Business Development Associate

Exotic Motor World

Managed sales from start to finish: sourced the lead, made appropriate vehicle recommendations, sourced the vehicle, and delivered the product to the consumer.

Implemented the use of the SalesForce CRM to gain a competitive advantage over other brokerages and maintain the existing clientele base digitally.

Analyzed practices of lead generation, product supply chain, and operations to determine and increase ROI.

Sales Representative

Founder and CEO of The RevOps Shop, a company that provides sales automation, data, and email solutions for B2B companies looking to win more business, more often. With over ten years of experience in inbound marketing, inbound sales, sales operations, and CRM strategy, I have a proven track record of delivering value and growth for my clients and partners.

My passion is to help small and medium-sized businesses navigate the digital transformation that is reshaping prospect expectations as you read this summary. I leverage my HubSpot certifications and my expertise in growth marketing and sales to design and implement customized RevOps solutions that optimize workflows, increase conversions, and boost retention. I also enjoy learning from other cutting-edge practitioners and sharing my insights and best practices with the RevOps community. If you are interested in working with me or learning more about RevOps, feel free to reach out.

Michael Grinberg

If you know me, you know I have some crazy origin story lore. Most people think I learned “operations” at HubSpot.

That’s part of the story, but the entrepreneurial dream started way before that.

At 23, I worked with one of my best friends to run a hot dog truck.

It was this red-and-yellow beast I bought, rebuilt, branded, and tried to run myself.

We called it the Wiener Wagen.

Then there was a community care center in the Bronx I helped grow.

They were struggling to get new members, and I somehow ended up talking about it on local Bronx TV at around the same time.

No fancy funnels. Just figuring out how to get people to trust us.

And before that, I cut my teeth learning from the guys at Exotic Motor World, moving and selling cars in NYC.

All of that came way before RevOps Shop.

That’s how I learned to make messy, real-world businesses run smoother and actually make money.

Not the way we talk about it on LinkedIn.

Not “growth at scale” or “repeatable GTM motion.”

I mean payroll, inventory, keeping the lights on.

It’s the constant balancing act between chaos and order.

📣 Because the truth is, you don’t need to work in SaaS to understand growth!

Those early years shaped everything I know about entrepreneurship.

When you run or help a small business, you learn to make things work with what you have..

And this is the scrappy spirit I bring to our clients at RevOps Shop everyday.

That’s the foundation RevOps Shop was built on.

Because small businesses aren’t where I started, they’re why I started.

#originstory #lore

CEO, Founder at RevOps.Shop | AI sales and marketing strategy expert for B2B companies looking to win more business, more often.

We’re still growing. And we’re still hiring.
This past year, RevOps Shop leveled up in a big way. 

Bigger clients, bigger problems to solve, and a team that somehow manages to be both wildly smart and wildly fun at the same time.

And now we’re adding another Growth Strategist.

The job in a sentence:

Help our clients modernize their GTM systems so they can win more deals, more often.

Here’s what the role actually looks like day-to-day:

⚒️ Building and architecting HubSpot workflows, automations, funnels, and reporting for fast-moving B2B teams.

🏁 Driving GTM strategy and making CRM + marketing automation operate the way revenue teams wish they operated.

📊 Getting hands-on with HubSpot, Apollo, SEMrush, and occasionally dipping into CMS setups to see how everything connects.

🤝 Leading client conversations confidently, from operators to execs, and guiding them through real decisions.

🧠 Partnering with our Data Systems team to fuel outbound and lifecycle with enrichment tools like Clay and HubSpot’s Data Agent.

A few things about us:

We’re fully remote and intentional about how we work.

Our Slack is 50% memes, 50% “holy crap this workflow is beautiful.”

We pay top of market for the right experience.

This is a mid–senior role (3–5 years of hands-on GTM/RevOps experience).

We’re a small team that actually likes working with each other

If you love demand gen, RevOps, CRM architecture, and building systems that make revenue teams run faster, cleaner, and smarter… this could be a phenomenal fit.

DM me or email mike@revops.shop.

And if you’ve been watching our growth from the sidelines, now’s a great time to jump in!

#hiring

RevOps Shop is growing once again - and we’re searching for TWO new hires to match our pace.

Turns out doing great work creates ... more work.

We are in a very exciting chapter, and we’re looking for people who want to build alongside us.

🔥 GROWTH STRATEGIST

You’ll lead GTM strategy across CRM, HubSpot, automation, reporting, and demand gen for some of our most important clients.

Ideal candidates:

- Have experience at a HubSpot partner agency OR have been the solo HubSpot admin at their company in the past.

- Have stood up end-to-end digital marketing campaigns on their own.

- Have been the de facto RevOps brain on their team

🔥 JUNIOR DATA ENGINEER

You’ll help build and maintain the data pipelines behind our clients’ GTM systems, working directly with our technical team to make data reliable, connected, and usable.

Ideal candidates:

- Experience with APIs, JSON, SQL, and basic data transformation

- Have debugged integrations, sync issues, or automation workflows

- Enjoy turning messy data into something structured and trustworthy

So who tends to thrive here?

You care about helping small and mid-size companies grow.

You want to shape a fast-growing team, not just operate inside one.

You want work where you can actually see the impact of what you build.

You see AI as an opportunity, not a threat.

We’re fully remote, small enough that every hire matters, and always in need of more memes and emojis in Slack.

If you like growth hacking, demand gen, or CRM architecture - this could be an amazing opportunity.

Interested? Send me a note. I want to hear from you! 🚀

Here are our favorite HubSpot Breeze Agents. 

Last week we broke down Data Hub. 

This week: the agents that run on top of it.

HubSpot launched Breeze Studio with pre-built agents and the ability to create custom ones. 

Most companies will try one, get confused, and give up.

I’m here to tell you…don’t give up!

Here's what you actually need to know:

Assistants vs. Agents

Assistants = you talk to them (like ChatGPT in your CRM) 

Agents = they run jobs on their own (like hiring a micro-employee)

The 5 Agents That Will Actually Get Used:

Prospecting Agent - Auto-researches accounts, watches for buying signals, sends personalized outreach. This is your always-on BDR.

Company Research Agent - Builds pre-call briefs automatically. Pulls CRM data + web research + recent news in one view.

Deal Loss Agent - Scans closed-lost deals and tells you why you're actually losing (not why your reps think you're losing).

Customer Health Agent - Scores account health, explains why, and tells CSMs exactly what to do next.

Cross-sell/Upsell Agent - Finds expansion opportunities based on usage patterns and builds tailored outreach plans.

The Ones Marketing Will Love:

Social Post Agent - Turns ideas into publish-ready content with your brand voice

Blog Research Agent - Finds content gaps and writes SEO-ready drafts

Sales to Marketing Feedback Agent - Turns deal objections into content briefs

What Most People Get Wrong:

They try to use agents without feeding them knowledge. 

Agents aren't magic. They need:

Knowledge vaults (your docs, brand voice, product info)

Tools attached (CRM access, web search, app connections)

Clear instructions (what good looks like)

Without these, you're asking an employee to do a job with no training and no resources.

The Real Question:

Not "should we use Breeze agents?" but "which repetitive work are we doing manually that an agent could own?"

Pick the one thing your team complains about most. Start there.

[Swipe through the carousel to see use cases for each agent →]

#HubSpot #AI #AIAgents

HubSpot Breeze Studio, Agents, and Assistants

I hoped it was qualified pipeline.

It was 14 demo requests from people using Gmail addresses. 😪

Every RevOps pro knows that every beautiful workflow starts with one thing:
a cursed spreadsheet.

Quick PSA: clean your data before you use it.
Your tools aren’t psychic.

#HubSpot #RevOps #Data

If I had to rebuild RevOps Shop from scratch, here are the 5 things I’d change. ⬇️ 

And these aren't just agency problems. 

If you're running RevOps, leading a GTM team, or trying to scale a B2B company, you've probably hit a few of these too.

1️⃣ We tried to solve everything at once instead of fixing the foundation first

Early on, clients would come to us asking for complex automation, AI workflows, multi-touch attribution dashboards.

We'd say yes and start building.

Then we'd realize their deal stages weren't defined. 

Lifecycle stages were a mess. 

We learned the hard way: foundation first, automation second.

The lesson: Tools and automation amplify what's already there. If your process is broken, automation just breaks things faster.

2️⃣ We assumed everyone knew what "good" looked like

We'd kick off projects and realize halfway through that Sales, Marketing, and CS all had different definitions of the same thing.

"Qualified lead" meant something different to the SDR team than it did to Marketing.

"Customer health" was based on gut feel, not signals.

The lesson: If your teams don't agree on what success looks like, they'll build in different directions. 

3️⃣ We didn't document our processes and wins early enough

For the first year, everything lived in our heads. It still does. But we’re working on it.

A growth strategist would solve a brilliant problem for one client; custom lead scoring, a forecasting model that actually worked, etc.

But we wouldn't document it.

Now, we're building a library of plays, documented frameworks, tested workflows, and proven strategies that worked for specific industries and use cases.

(Shout out to Andre L. Schmitt, who's leading this effort!)

When a new growth strategist joins the team, they're not starting from zero. 

The lesson: Tribal knowledge is a liability. If it's not documented, it's not repeatable. And if it's not repeatable, you can't scale.

4️⃣ We tried to be everything to everyone

This is the classic early-stage agency trap.

The problem: when you say yes to everything, you stand for nothing.

Your positioning gets muddy. 

Your hiring gets harder. 

5️⃣ We underpriced to win deals (and learned the hard way)

When you're starting out, there's this temptation to discount just to get the deal done.

"Let's just get them in the door. We'll prove our value and upsell later."

Here's what actually happens:

They expect more for less. They question every recommendation. They compare you to cheaper alternatives constantly.

And we work with companies who value the outcome: systems that scale, data they can trust, revenue visibility that drives decisions.

Those clients stick around. They refer us to other great clients. 

#RevOps #HubSpot #GTM #StartupLessons #RevenueOperations #B2B

The Three Skills Every RevOps Professional Needs in 2026 

Spoiler: It’s Not That Different From 2016, Plus AI

All of the best RevOps people I’ve ever worked with both in-house and external all share the following traits:

They understand the harsh realities salespeople face daily.

They are extremely comfortable marrying large datasets.

They know how to visualize a process end to end.

Now this was all true in 2016. ⅔ of what’s listed above are HARD skills. And it was HARD to learn them back in 2016.

10 years ago - it was really a true question of whether you were in the right place at the right time to get the right mentorship from the right people to build an impenetrable RevOps skill set.

Here's the problem: Companies are still hiring RevOps teams to "fix HubSpot" or "improve our data" or "help us use AI." 

But what they actually need is someone who can feed supreme levels of context to the smartest supercomputer any of us have ever interacted with.

Layer 1: Business Acumen

You need to understand how revenue actually gets generated. 

Not just "marketing creates leads, sales closes deals." 

I mean understanding cash conversion cycles, pipeline velocity, what metrics actually predict revenue.

When your boss asks for a report, you need to know what decision they're trying to make with it. 

When they want automation, you need to understand what part of their go-to-market motion is broken.

This is how you avoid building workflows that solve the wrong problem.

Layer 2: Technical Implementation

The best way to understand how tools work is to actually build them. 

I mean talking to GPT about creating JSON arrays, connecting APIs, and understanding data architecture.

When HubSpot's native functionality doesn't cut it, you need to know how to extend it. 

This is where most traditional marketers fall short. 

They understand the business but can't execute technically.

Layer 3: AI and Automation

You need to know what AI can actually do today. 

Not theoretical "AI will change everything" thinking. 

Practical knowledge: What can Data Hub's Breeze agent automate? 

Where does Clay make sense vs. native HubSpot? 

When should you build custom workflows vs. use off-the-shelf tools?

That's exactly what we built at RevOps Shop. 

When we talk to prospects, we don't just explain features. 

We map their business problems to technical solutions.

Then we can show you how it increases your pipeline.

The best RevOps professionals are the ones who can speak to the CMO about revenue strategy, then turn around and build the technical infrastructure to execute it, using AI to make it 10x faster.

One competency gets you tactical execution. Two gets you strategic partnership. Three gets you competitive advantage.

Sales Ops leaders: here are the 3 HubSpot Breeze Agents you'll actually use. 🚀 

1️⃣ Prospecting Agent

Your BDR that never sleeps.

It watches for buying signals (funding, hiring, product launches, repeat site visits) and sends personalized outreach automatically.

It pulls context from CRM history, website behavior, and recent news

So every email feels 1:1.

Use it for:

- Daily hot lists of accounts showing intent

- First-touch emails that reference their recent activity

- Dormant account revival when new signals appear

2️⃣ Company Research Agent

Pre-call briefs in one click.

Reps waste 15 minutes before every call Googling the company, scanning LinkedIn, and clicking through CRM tabs.

This agent does it in 30 seconds.

It pulls: recent news, leadership changes, CRM notes, open deals, website snapshot, and suggests missing contacts to add.

Everything is cited (web + CRM) so reps trust it.

Use it for:

- 1-page summaries before discovery calls

- Territory planning (group accounts by trigger events)

- Personalization at scale (3 facts + a hook for sequences)

3️⃣ Call Recap Agent

Turn transcripts into CRM notes + follow-up emails automatically.

After every call, this agent:

Writes concise notes.

Highlights unanswered questions and feature requests.

Drafts a ready-to-send follow-up email.

All logged to the right company/contact/deal.

Use it for:

- Demo follow-ups with next steps and links

- Handoff packages (SE to AE, AE to CSM)

- Manager coaching (flags coachable moments from calls)

Pick the one manual task your reps complain about most.

#HubSpot #SalesOps #AIAgents #Breeze

3 HubSpot Breeze Agents for Sales Ops Leaders

Every CEO Is Telling Their Team to "Figure Out AI." Nobody's Telling Them to Fix Their Data First.

That's the problem.

I talk to companies every week who are buying AI tools, implementing AI agents, and hiring "AI strategists."

Then they try to use AI and realize their data is worthless.

Then they hit the wall: the data they need doesn't exist in a usable format.

Real example:

We're working with a software company operating globally. 

The sales team had access to 100k+ customer records and no way to tell which ones were worth calling.

Zero indication of company size, revenue potential at the account, or whether that person was a solo freelancer or worked at a 500-person firm.

Here's what we're actually doing for them:

We're taking those records and figuring out which customers work at companies with multiple employees who could benefit from a company wide implementation.

Then we're calculating revenue potential for each account by finding all the people at those companies who fit their ICP and multiplying by their average contract value.

Now their sales team can focus on existing customers at companies with high revenue potential instead of cold-calling strangers.

This is a common problem:

Companies sit on swaths of first party data, but are missing some last mile elements that can turn silver to gold.

Companies come to us saying "we want to use AI for sales."

What they actually need is someone to:

Take their messy customer data and figure out which accounts matter

Calculate revenue potential so sales knows where to focus

Enrich records with missing information that predicts close rates

Structure data so it can actually be used for prioritization

That's data engineering for sales and marketing teams.

Once that foundation exists, AI becomes useful. 

Before that? It might just expensive automation of bad decisions.

That's where companies like us come in. 

We're building the data infrastructure that makes AI agents actually useful.

#data #AI #HubSpot

Great opportunity for new business sales reps.

Senior Director of Strategic Accounts | Strategic Selling Certification

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Stuart Balcombe

Michael Grinberg

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