Matthew Roberts

Inspirer
DISC Type : di

Outbound Program Manager at HiBob

Sacramento, California, United States

Overview

Matthew Roberts is an Outbound Program Manager at HiBob, focused on mentoring BDRs and SDRs. He previously led sales development at Mosaic. tech and co-hosts "Top Shelf: The Outbound Leadership Podcast" to share his expertise. Colleagues describe him as an empathetic, communicative, and go-getter leader who excels at both selling and managing.

Outside of tech, Matthew is a co-owner and investor in the Caledonian Braves Football Club in Scotland. Before his sales career, he worked in music and video production. He is a fan of the San Francisco 49ers and graduated from UC Santa Barbara with a Bachelor of Arts.

He humorously aims to become the "Hans Zimmer of Outbound, " blending creative orchestration with sales strategy.

Personality Overview

Generous

Decisive

Confident & Optimistic

They usually prefer to drive the conversation.  They respond well to objective pitches but also attach some value to relationships. They measure a product on its merit but can be influenced by strong testimonials.

Topics They Care About

Sales Development
He is dedicated to helping BDRs and SDRs grow their careers and frequently shares insights on the changing nature of the role through podcasts and social media.
Outbound Leadership
Co-hosts "Top Shelf: The Outbound Leadership Podcast, " teaching sales development leaders the lessons he wishes he had learned earlier in his own career.
Career Transitions
Passionate about helping people break into tech sales, drawing from his own unconventional path from music production and the wine industry into a successful sales career.

Media Appearances

Hiring Your First SDR – Matt Roberts w/ Michters 10 Year Rye (Episode 1) – Top Shelf: The Outbound Leadership Podcast. Featured in Top Shelf: The Outbound Leadership Podcast (Spotify)

See Now

Work History

1-2026
Outbound Program Manager at HiBob
5-2025
Co-Host at Top Shelf: The Outbound Leadership Podcast
4-2025 - 1-2026
Business Development Lead, Bob Finance at HiBob
5-2024
Co-Owner / Investor at Caledonian Braves Football Club
7-2021 - 4-2025
Head of Sales Development (acquired by HiBob) at Mosaic.tech

Education

2011 - 2013
Bachelor of Arts (B.A.) from UC Santa Barbara
2009 - 2011
Associate's Degree from Butte College

More Information

Social Presence :

Prographics :

Exp : 12 Location : Sacramento, California, United States Job Level : Middle Designation : Outbound Program Manager at HiBob
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Insights For Selling To Matthew

During A Call Or A Meeting

DO's

  • Acknowledge their status and position during the conversation
  • Focus on the big picture and the strategic value of your product
  • Look like someone who is on top of their game

DONT's

  • Avoid focusing only on the product or its ROI, keep building trust subtly
  • Don’t keep repeating the same information, it could make them impatient
  • Don’t be too verbose or overly friendly; a little bit, however, is fine

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matthew is

  • Belief in the value of the product, relationship and a sense of accomplishment matter the most.
  • Will you ever get a clear answer from Matthew

  • They are not shy of saying no if they do not develop trust in your product.

Insights For Deal Planning

    How fast (or slow) will Matthew move?

  • If they develop confidence in your product and you, then they can make fast decisions.
  • Can Matthew take some risk or not?

  • If necessary, they have the ability to take risky decisions.

You And Matthew

Personality Compatibility


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