How Cybersecurity Company, Material Security, Hit $2M ARR in Stealth with Kevin Bayly, VP of Sales
Cyber GTM PodcastJuly 09, 202600:45:29

How Cybersecurity Company, Material Security, Hit $2M ARR in Stealth with Kevin Bayly, VP of Sales

Kevin Bayly, VP of Sales at @materialsecurity breaks down the cybersecurity sales strategy that took the company from stealth to scale, including how he built pipeline as the seventh hire with no brand and no budget. This is a cyber GTM conversation for founders and sales leaders who want to know what actually works in early-stage selling.
Kevin joined Material from Okta as the first non-engineer and partnered directly with the CEO to run a founder-led sales motion. He shares the referral engine that generated almost all of their early pipeline, the candid leadership conversations that exposed an inverted pipeline, and the company-wide reset around a rigorously tested ICP that turned conversion rates world-class.

In this episode:

** Leaving a post-IPO company to be employee number seven, and what the "Rolodex" myth gets wrong
** The people-over-accounts pipeline method: mining investor LinkedIn networks for warm intros
** Hitting north of $2M ARR in stealth with just a founder and one seller
** The ICP realization that 80% of pipeline was the wrong tech stack, and how they fixed it
** Rebuilding sales process, team makeup, and product roadmap around one ICP
** The metrics that signaled the turnaround: MQL to SQL to POV to closed won

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