The Art of Timing Your First Sales Hire in a Cybersecurity Startup – Tony Surak, Partner, DataTribe

Send me a text (I will personally respond)Are you struggling to generate enough top-of-funnel opportunities in today’s noisy cybersecurity sales landscape? Are your deals getting stuck or taking forever to close, despite your best efforts? Have you tapped into the real power of your customer advocates—not just for references late in the sales cycle, but to accelerate pipeline growth from the very top? If these challenges sound familiar, this episode will give you a fresh perspective.In this conversation, we discuss: 👉 The overwhelming noise and fatigue facing buyers in cybersecurity sales, and how traditional outreach is losing effectiveness👉 Innovative strategies for leveraging customer advocates at the top of the funnel to build trust and drive engagement👉 Tactical approaches for matching prospects with peers, using advocacy to both convert and accelerate dealsAbout our guest:Braydan Young is the co-founder and CEO of SlashExperts, a cutting-edge platform that connects prospects with customer advocates, partners, and experts. Previously, he co-founded Sendoso, the well-known gifting platform used by countless sales teams to connect with buyers. Braydan brings unique, first-hand expertise in building sales motions and advocacy programs that work for cybersecurity sellers.Summary:Braydan and Andrew dive into why the classic demo-driven sales funnel is breaking down—and how enabling genuine peer conversations can ignite pipeline growth and move deals forward faster. Discover practical ways to use your advocates not just as late-stage references, but as top-of-funnel champions. If you’re ready to rethink how you activate your best customers and improve revenue results, listen now!Links:Connect with Braydan Young on LinkedInLearn more about SlashExpertsBook a meeting with Andrew: 30-Minute Meeting Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you wrestling with the decision of when to bring on your first sales leader? Wondering if your startup has achieved enough product-market fit before scaling the sales team? Curious about common pitfalls and best practices in building a sales function that can take you from zero to millions in ARR? This episode tackles the pivotal transitions every cybersecurity startup faces when growing its go-to-market engine.In this conversation, we discuss: 👉 How and when to hire your first sales leader, and whether founders should lead sales for as long as possible👉 Building a sales team for scale: transitioning from a few “hunters” to team structures and leadership as you reach new growth stages👉 Essential onboarding, metrics, and operational insights for minimizing risk and accelerating sales velocityAbout our guestTony Surak is the Partner focused on GTM at DataTribe, a unique cyber startup foundry where he invests in and co-builds cybersecurity companies aiming to deliver generational leaps in the field. Drawing from his experience as a multi-time sales leader, operator, and go-to-market advisor, Tony has deep expertise in guiding early-stage companies through formative sales and marketing transformations.SummaryListen in to tap into Tony Surak’s battle-tested advice on founder-led sales, strategic sales leadership hires, and building a revenue machine in cybersecurity startups. Whether you’re debating your first sales hire or scaling beyond your founding team, Tony shares actionable frameworks and candid lessons learned. Don’t miss this episode if you’re serious about accelerating your go-to-market motion!Connect & ResourcesTony Surak on LinkedInDataTribe WebsiteDataTribe Challenge 2025 Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you wondering how to leverage unconventional go-to-market strategies to accelerate growth in cybersecurity? Curious about integrating cyber insurance into your offer to stand out in a crowded landscape? This episode provides answers by spotlighting a company bucking the traditional playbook—and winning.In this conversation we discuss:👉 Targeting SMBs in Europe by simplifying security products and services and tailoring to unique buyer needs👉 Building a true partner-first approach with IT service providers and insurance brokers to create trusted channels👉 Bundling cyber insurance and cybersecurity to remove buying friction and drive faster sales cyclesAbout our guest:Christian Werling is the Chief Revenue Officer at Eye Security, one of today's fastest-growing cybersecurity companies. Christian brings extensive experience in sales leadership and a sharp focus on innovation in go-to-market models and partnership strategies.SummaryIf you want to rethink your sales tactics and learn how Eye Security became a top-15 fastest-growing cybersecurity company by targeting SMBs in Europe, this is a must-listen episode. Discover how partnering with insurance brokers, simplifying product onboarding, and bundling cyber insurance with cybersecurity can help your company scale faster and differentiate in any market.Connect and learn more:Christian Werling on LinkedInEye Security website: https://www.eye.security Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you wrestling with how to scale your sales team without losing focus on what truly matters? Do you wonder how to maintain a customer-centric approach as your company experiences hypergrowth? Or maybe you’re trying to figure out the right time and way to segment your go-to-market organization. This episode offers deep, practical insights on these pressing challenges, straight from one of cybersecurity’s fastest-growing companies.In this conversation, we discuss: 👉 Chainguard’s unique approach to building scalable, segmented go-to-market teams early and the risks and rewards involved👉 The art of shifting from product-led to value-led sales, and why the customer’s “aha” moment matters👉 Lessons on integrating sales, marketing, and customer success for synchronized, fast, and sustainable growthAbout our guest:Ryan Carlson is President of Go-To-Market at Chainguard, a cybersecurity company that’s seen exponential growth, rising from under 10 employees to nearly 500 in just a few years. Formerly a key leader at Okta, Ryan brings a wealth of experience in building teams, scaling revenue, and cultivating customer trust in the enterprise software world.SummaryRyan Carlson shares tactical learnings from “inside the rocket ship” at Chainguard—how to scale people, structure, and strategy while keeping real value for customers at the heart of everything. If you’re determined to grow sales and marketing without sacrificing fundamentals, don’t miss this candid, actionable episode. Tune in for proven strategies you can implement right now!Links:Ryan Carlson on LinkedInChainguard WebsiteBook a 30-minute meeting with Andrew Monaghan Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to keep up with the rapid pace of growth in cybersecurity sales? Wondering how to build a high-performing go-to-market team without sacrificing consistency or culture? Curious about what it takes to lead and enable teams through hypergrowth while navigating constant change? If so, you’ll find answers and inspiration in this episode focused on Sierra, one of the fastest-growing cybersecurity firms on the market.In this conversation we discuss: 👉 The essential building blocks and mindset behind scaling sales organizations in high-growth environments—balancing speed with strategic hiring and enablement👉 How modern DSPM (Data Security Posture Management) is changing the data protection conversation, including new business drivers, buyer personas, and technical advances👉 The importance of world-class enablement for sales and first-line managers—and why investing in internal growth and leadership is critical for sustained successAbout our guest:Steve Rog is the VP of Sales at Cyera, a trailblazing and rapidly scaling DSPM company. With a background in both technology and sales across industry leaders like F5, ForeScout, and Foundry, Steve has deep expertise in building elite sales teams and driving hypergrowth. At Cyera, he brings a disciplined yet people-first approach to organization building, sales excellence, and leadership development.Summary:Steve Rog shares firsthand lessons from Sierra’s exponential rise, detailing how intentional hiring, robust enablement, and cross-functional collaboration fuel sales success in cybersecurity. If you want to understand how to sustain momentum, empower your frontline managers, and scale responsibly, this is a must-listen episode. Don’t miss out—tune in to accelerate your own sales growth journey!Connect & Learn More:Connect with Steve Rog on LinkedInLearn more about Cyera here!Book time with Andrew Monaghan: Book here Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to turn small niche security products into strategic, high-value revenue streams? Curious how to elevate your sales approach from feature dumping to genuine value conversations? Ever wonder why comp plans always seem so complicated—or how real sales leaders attract and keep A-players? This episode has got you covered.In this conversation we discuss: 👉 How uncovering real business value can turn “unsexy” products into multi-million dollar revenue drivers👉 Why “curiosity” and effective questioning often separates sellers from true sales leaders👉 Navigating comp plan chaos, hiring pitfalls, and the future human/AI sales landscape in cybersecurityAbout our guestThis week’s guest is Rob Amezcua, SVP of Worldwide Sales at Forescout. Rob’s leadership journey includes building and scaling cybersecurity sales teams, finding value in unexpected places, and sharing battle-tested wisdom from over two decades in the industry.SummaryRob Amezcua joins us for a candid, insight-packed discussion on building revenue engines in cybersecurity, from rethinking your product’s value to hiring and motivating great teams. Whether you’re struggling with transactional selling, comp plan confusion, or finding and keeping elite talent, Rob’s stories and strategies are a must-listen for modern leaders. Tune in and transform your sales approach today!LinksRob Amezcua on LinkedInForescout websiteBook a 30-minute meeting with Andrew Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you leading a cybersecurity sales team aiming for responsible, accelerated growth—but unsure how to scale without just adding headcount? Do you struggle to shift your messaging above the noise and communicate true business outcomes? Are you balancing highly technical sales cycles with the need to engage business buyers? If any of this sounds familiar, this episode is for you.In this conversation we discuss: 👉 Lessons learned from taking a cybersecurity startup from zero to a high-performing sales team and crossing key revenue milestones👉 How to navigate the balance between technical product details and selling on business value and outcomes👉 The importance (and timing) of scaling enablement and repeatable messaging as your go-to-market team growsAbout our guest:Nick LaBuz, VP of Sales at Endor Labs, is a seasoned cybersecurity go-to-market leader. He was the first sales hire at Endor, where he helped scale the team and drive rapid yet measured growth, building on prior success at Redlock.Summary:In this episode, Nick shares actionable insights on building high-growth sales organizations in cybersecurity, from defining your ICP and landing those crucial first deals to establishing effective enablement before your growth spirals out of control. Expect tactical advice on technical-to-business messaging and real examples from Endor Labs’ journey. Listen now and learn how to build a sales machine that drives meaningful, sustainable growth.Find Nick LaBuz on LinkedIn, explore Endor Labs, and if you want actionable advice on your cybersecurity go-to-market strategy, book a 30-minute call with Andrew. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to build a high-velocity partner program that actually drives revenue? Wondering how to structure channel margins and opportunity registrations to attract—and keep—great cybersecurity resellers? Curious about how emerging technologies and evolving needs are shaping the next generation of vendor-reseller partnerships? This episode, recorded live at RSA Conference 2025, dives deep into these questions with actionable insights from a top industry leader.In this conversation we discuss: 👉 How Valence Security has rapidly iterated its SaaS platform, focusing on remediation beyond just visibility👉 Strategies for recruiting, enabling, and incentivizing top-tier security VAR partners in a crowded market👉 Real-world feedback loops between product, partnerships, and sales to reduce friction and accelerate dealsAbout our guestJake Alosco is the VP of Global Partnerships at Valence Security, bringing nearly two decades of experience in channel sales, ecosystem building, and go-to-market strategy for cybersecurity vendors. Jake shares lessons from scaling Valence's partnership program and insights into what it takes to succeed with today’s partners.SummaryTune in to discover how Valence Security reimagines the reseller experience, advances its product based on partner feedback, and structures its GTM for win-win partnerships. Whether you’re running a partner program or trying to crack the channel code, this episode is a practical guide to amplifying your cybersecurity sales. Don’t miss these expert strategies—listen now!Connect & Learn More:Jake Alosco on LinkedInValence Security WebsiteBook a 30-Minute Meeting with Andrew Monaghan Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you struggling to identify the most lucrative customer segments for your cybersecurity solution? Wondering how new regulations are shaping buying behavior among OEMs and enterprises? Curious about how innovative technologies and partnerships can accelerate your go-to-market and revenue growth? This episode is packed with insights tailored for sales and marketing leaders at cybersecurity companies who are eager to drive faster and smarter sales outcomes.In this conversation we discuss:👉 Evolving the Ideal Customer Profile (ICP) for NetRise and adapting to changing buyer motivations👉 The growing impact of global regulations and software supply chain transparency on the cybersecurity sales landscape👉 How ecosystem and technology partnerships unlock new growth channels, especially through innovative data integrationsAbout our guest:Robbie Robbins is the VP of Business Development and Partners at NetRise. With a rich background in cybersecurity sales, BD, and partnerships, Robbie brings firsthand insight into scaling go-to-market efforts in one of the industry’s most dynamic segments.Summary:Tune in as Robbie Robbins shares how NetRise is adapting its GTM strategy, leveraging partnerships, and responding to regulatory headwinds to build awareness and accelerate sales. You'll hear actionable advice and real-world examples that can inform your own sales and marketing initiatives in the cybersecurity sector. Don’t miss this opportunity to learn what’s working from industry practitioners—listen now!Links:Connect with Robbie Robbins on LinkedInLearn more about NetRiseBook time with Andrew Monaghan: 30-minute meeting Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.

Send me a text (I will personally respond)Are you a cybersecurity sales or marketing leader seeking new ways to stand out in a crowded market? Do you struggle with demonstrating real value to CISOs who have “seen it all” and are wary of generic pitches? Wondering how to engage technical buyers who know the ins and outs of your product’s shortcomings? This episode with Joe Silva, co-founder and CEO of Spektion, is packed with fresh perspectives on tackling these challenges head-on.In this conversation we discuss: 👉 The pitfalls and advantages of moving from practitioner to cybersecurity founder, and its impact on product-market fit👉 How Spektion approaches runtime vulnerability analysis to address long-standing pain points in vulnerability management👉 Lessons learned from launching a startup out of stealth, and go-to-market strategies for early-stage cybersecurity companiesAbout our guest:Joe Silva is the co-founder and CEO of Spektion, bringing a unique blend of experience as a former CISO at JLL and cybersecurity leader at TransUnion. With a background in military intelligence and product leadership at Symantec, Joe’s journey from practitioner to founder offers valuable insights for anyone looking to build, market, or sell innovative security solutions.Summary:This episode dives deep into building cybersecurity products that solve persistent enterprise pain points, understanding practitioner mindsets, and crafting messages that resonate with buyers. If you’re aiming to refine your go-to-market strategy or better connect with technical decision-makers, this conversation is a must-listen. Tune in for actionable advice and behind-the-scenes stories from one of the industry’s most interesting new CEOs.Connect with Joe Silva on LinkedIn, explore Spektion and book a 1:1 strategy call with host Andrew Monaghan here. Support the showFollow me on LinkedIn for regular posts about growing your cybersecurity startupWant to grow your revenue faster? Check out my consulting and trainingNeed ideas about how to grow your pipeline? Sign up for my newsletter.