Host Andrew Monaghan and Eyal dig into the cyber GTM decision that trips up most founders: when to bring in a sales leader versus when to keep selling yourself. They cover founder-led selling, the "dangerous middle" between $1M and $5M ARR, how to read product-market fit, and why an ecosystem play beat traditional outbound for companies like Tanium. Useful for anyone working on cybersecurity sales strategies or building a repeatable B2B cybersecurity sales motion.
In this episode:
- Why salespeople convert demand, they don't generate it
- Why a founder's win rate is at least double a hired seller's
- Hiring sellers instead of a VP of sales in the $1M to $5M range
- The real signal of product-market fit (customers talking about you unprompted)
- How Tanium used a McAfee OEM deal to reach scale, then hired its first sales team
- The three things that matter most in a first sales leader, and why trust tops the list
New episodes of the Cybersecurity Go to Market podcast every week. Subscribe for more on growing sales at cybersecurity companies.