Reco secures AI and agents for a living, so Kristen is stress-testing an agentic motion on her own team first. She talks through cleaning up the CRM across teams, taking away the traditional cybersecurity sales tools her reps knew, and scoring accounts for signal, which cut Reco's outbound target list by about 80%. She also gets into the go-to-market engineer role, how she hires for B2B cybersecurity sales now, and why she thinks the companies that figure this out fast and first will win the market.
In this episode:
- Why agentic GTM is "a company agentic motion," not a sales one
- Why cleaning up the CRM from the sales side alone doesn't work
- What she told reps when she pulled the traditional tech stack
- How scoring for signal cut the outbound target list by about 80%
- What a go-to-market engineer does, and why the job description took five or six drafts
- Her favorite interview question for BDRs and AEs about AI
Cyber GTM Talk is the Cybersecurity Go-To-Market podcast with Andrew Monaghan. Subscribe for more conversations with the people building go-to-market in cyber.
Keywords: cyber sales, cybersecurity sales strategies, cybersecurity marketing, cyber marketing, cybersecurity sales techniques, selling cybersecurity solutions, cybersecurity market trends 2026, cybersecurity sales training, cybersecurity lead generation, cybersecurity sales metrics, cybersecurity sales best practices, cybersecurity industry sales growth, enterprise cybersecurity solutions