HubSpot is 9 years old. I consider that we spent our first 6–7 years in “startup” mode, where we got through product/market fit and got our customer economics to work. Over the last few years, we’ve been in “scale-up” mode, where we’re adding fuel into our engine and growing fast in a great market with nice barriers to entry. It turns out that many of the skills I need as the leader of a scale-up are much different than the skills I needed as the leader of a startup. This article attempts to lay out some of the skills and tools I’ve needed to develop in this scale-up phase.