Cyber Go-To-Market Talk | Cybersecurity B2B Sales Leadership & Revenue Growth

Andrew Monaghan
  • 4.9 (27)
  • Management
  • Updated Weekly

The podcast that tackles the question: How can cybersecurity companies grow sales faster? Growing a cybersecurity company is rarely limited by a lack of people. More often, growth stalls because cyber sales execution, onboarding, forecasting, and leadership aren't keeping pace with the opportunity.Hiring more sellers doesn't solve that.Neither does chasing the latest go-to-market trend without a repeatable system for revenue growth.The companies that consistently outperform their competitors build stronger cyber sales leadership, faster seller ramp times, more predictable revenue forecasting, healthier pipeline generation, and disciplined go-to-market execution. That's what this show explores.The Cyber Go-To-Market Talk is a podcast for cybersecurity sales leaders, CROs, founders, CEOs, marketers, and revenue teams who want to improve cybersecurity sales performance and build more predictable revenue growth.Cybersecurity sales training expert Andrew Monaghan talks with cybersecurity CROs, revenue leaders, sales executives, founders, and operators about the real work behind scaling sales teams, improving forecast accuracy, building revenue pipelines, onboarding cybersecurity sellers, creating demand, and executing cybersecurity sales strategy.You'll hear practical lessons on cyber sales leadership, cybersecurity sales training, sales onboarding, revenue forecasting, pipeline quality, sales coaching, revenue operations, cybersecurity go-to-market strategy, and the systems that help cybersecurity companies grow faster.Whether you're leading a revenue organization, building a cybersecurity sales team, or working to improve cyber sales performance, each episode is designed to help you make better decisions and execute with greater confidence.Popular Episode Topics Include: Cyber Sales Leadership, Cybersecurity Sales Strategy, Cybersecurity Sales Performance, Sales Onboarding, Seller Ramp Time, Cybersecurity Sales Training, Sales Enablement, Revenue Forecasting, Sales Forecasting, Predictable Revenue Growth, Forecast Accuracy, Go-To-Market Execution, Security Go-To-Market, Cybersecurity Go-To-Market Strategy, GTM Execution, Pipeline Generation, Pipeline Quality, Demand Creation, Cybersecurity Pipeline Growth, Revenue Pipeline, Scaling Sales Teams, Sales Hiring, Sales Coaching, Revenue Operations, Cybersecurity CRO

  1. Revenue leadership in stealth mode: building sales before the market (or product) is ready - Rob Witmer, VP Sales at Onyx Security

    3d ago

    Revenue leadership in stealth mode: building sales before the market (or product) is ready - Rob Witmer, VP Sales at Onyx Security

    Most people think revenue leadership begins after product-market fit. Rob Witmer joined Onyx Security before there was a finished product, before the company emerged from stealth, and before the market fully understood the problem they were solving. In this episode, Rob shares what revenue leadership looks like when you're employee number 11 and the first go-to-market hire. We unpack how he approached the first 30, 60, and 90 days, why experienced sales leaders can create leverage long before a company reaches its first million dollars in revenue, and how close alignment between product and go-to-market execution accelerated Onyx's growth. Rob explains how the team validated market demand for AI-agent security, how they handled customer objections when the category was still emerging, and why transparency became a competitive advantage when selling as an early-stage company. He also shares the characteristics he looks for when hiring early-stage sellers, why recruiting is one of the most important responsibilities in revenue leadership, and how speed and low-friction execution became core principles inside Onyx. The conversation also explores the realities of scaling a cybersecurity company in a rapidly changing market, the influence of Israeli startup culture on execution speed, and why outcomes matter more than features when communicating value to customers. The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. About the guest: Rob Witmer is in his 26th year in software, roughly 20 of them as an individual contributor before moving into leadership. He was Onyx Security's first go-to-market hire, joining as employee 11 while the company was still in stealth. Notable quotes: "I was the first BDR, the first sales rep, the first operations guy, I was the first product manager.""Microsoft did more for AI agents than anyone else out there.""We want to be known as the easiest company to do business with."Chapters (approx.): 00:00 — Joining Onyx as employee 1103:31 — Why early CISO reactions were humbling07:07 — How Microsoft flipped the agent market16:33 — Why hire an experienced sales leader this early22:44 — The three traits to look for28:49 — Differentiating in the noisiest market35:14 — Tim Youngblood and the people process Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

    36 min
  2. The Power of Network Effect in Cyber Sales - Jarrett Benavidez SVP NA Sales Lumu Technologies

    Jun 4

    The Power of Network Effect in Cyber Sales - Jarrett Benavidez SVP NA Sales Lumu Technologies

    Are you facing the challenge of breaking into a new vertical with no prior experience? Wondering how to accelerate credibility and revenue in unfamiliar markets? Curious about how effective networking can create exponential sales opportunities in cybersecurity? This episode tackles these questions by unpacking hands-on strategies for rapid market entry and leveraging the power of the network effect. In this conversation we discuss 👉 Navigating and mapping new industry ecosystems for accelerated sales growth 👉 Transforming small initial deals into major multi-account wins through strategic networking 👉 Building authentic, mutually beneficial reference and networking strategies that drive brand advocacy About our guest Jarrett Benavidez is the SVP of North America Sales at Lumu Technologies, a veteran in cyber sales since 1999. With leadership experience at Trustwave, BeyondTrust, and CloudKnox, Jarrett specializes in opening new markets and building high-impact sales teams. Summary The conversation focused on how a deliberate ecosystem approach, purposeful networking, and delivering real value can help sales teams break into new markets and unlock significant revenue growth. Tune in for actionable insights and proven tactics from a cybersecurity sales leader—listen now to learn how you can successfully accelerate your go-to-market efforts. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

    38 min
  3. Slashing sales cycles: How shorter discovery calls boosted Xona’s revenue and sped up the sales cycle- John Chiappetta, CRO, Xona

    Apr 30

    Slashing sales cycles: How shorter discovery calls boosted Xona’s revenue and sped up the sales cycle- John Chiappetta, CRO, Xona

    Are your discovery calls turning into data dumps that stall deals instead of moving them forward? Frustrated by sales cycles that take forever to close, or feel like discounting is your only lever at the finish line? Looking for actionable strategies to help your team become both faster and more effective in closing cybersecurity deals? This episode brings you proven frameworks from a leader who faced (and fixed) these very challenges. In this conversation we discuss 👉 Compressing lengthy sales cycles by restructuring discovery approaches 👉 Motivating and aligning sales teams for aggressive growth 👉 Leveraging AI and tools to enhance call coaching, follow-ups, and pipeline management About our guest John Chiappetta is the Chief Revenue Officer (CRO) at Xona, having joined as Head of North America Sales before recently earning his promotion. With firsthand experience scaling OT at cybersecurity startups, he brings insights into transforming sales effectiveness and team performance. Summary Listen in as John shares how he shortened discovery calls for better engagement, eliminated discounting as the only closing tool, and led his sales team to significant growth. If you want to transform your cyber sales results, this episode is packed with actionable takeaways—tune in now! Connect with John on LinkedIn, learn more about Zona Systems, or book a meeting with Andrew Monaghan to accelerate your sales success. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

    45 min
  4. Why “Cyber Is Broken”, And Building Trust in an AI World - Karl Van den Bergh CMO Illumio

    Apr 21

    Why “Cyber Is Broken”, And Building Trust in an AI World - Karl Van den Bergh CMO Illumio

    Ever feel like your cybersecurity marketing just isn’t landing with CISOs? Wondering why, despite tons of spending, cybercrime is still on the rise? Or maybe you’re looking for real ways to build trust and stand out in a crowded, AI-fueled marketplace? This episode dives straight into those questions, with honest takes and actionable ideas you can start using today. In this conversation we discuss: 👉 How fast-changing tech, and especially AI, is making go-to-market harder and more complex 👉 Why the cybersecurity industry keeps repeating old mistakes and what actually needs to change 👉 Tips for standing out, building trust, and having real conversations with skeptical buyers About our guest Karl Van den Bergh is the CMO at Illumio, with previous CMO gigs at Gigamon and DataStax. He’s got a super varied background (not your standard career marketer) and brings a fresh, global perspective to tackling tough industry challenges. And he is also the 2024 Cybersecurity Marketer of the Year! Summary You’ll hear why Karl Van den Bergh believes “cyber is broken,” what back-to-basics marketing really looks like, and how authenticity can cut through the noise and spark real sales conversations. Give this episode a listen—you’ll walk away with new ideas you can use right away! Links & Resources: Karl Van den Bergh on LinkedInIllumio websiteBook a 30-minute chat with Andrew Monaghan Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

    29 min
  5. Building Enterprise Mindshare: Lessons from Island's Meteoric Growth - Eric Appel CRO Island

    Mar 18

    Building Enterprise Mindshare: Lessons from Island's Meteoric Growth - Eric Appel CRO Island

    Are you struggling to sell the “unsellable” in cybersecurity? Wondering how to create or lead a brand-new product category? Curious about how to maintain a winning sales culture and scale your team when you’re growing fast? This episode offers actionable insights for sales and marketing leaders looking to accelerate growth and navigate the changing cybersecurity landscape. In this conversation we discuss: 👉 Building market category leadership: how Island tackled the challenge of selling a paid enterprise browser against established free products 👉 Evolving sales hiring strategies to fit different growth phases, including missionary selling and scaling to larger deals 👉 Establishing strong company culture and early investments to drive sustained success even during rapid expansion About our guest: Eric Appel is the Chief Revenue Officer (CRO) at Island, the enterprise browser company. With 25 years of cybersecurity sales and leadership experience, Eric has overseen Island’s growth from stealth mode to 900+ customers in just a few years. He previously held leadership roles at companies like Yahoo and McAfee. Summary: Tune in as Eric Appel shares lessons in creating category-defining success, hiring for high-growth sales teams, and ensuring an unbeatable company culture. This episode is packed with real-world examples and strategies to inspire your next go-to-market move. Don’t miss this milestone conversation—listen now! Connect with Eric Appel on LinkedIn, explore Island at island.io, and book a 30-minute meeting with Andrew Monaghan. Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

    44 min
  6. From AWS to Terra: Building Winning Cybersecurity Partnerships – Anna Sarnek, VP of Business & Strategy, Terra Security

    Mar 13

    From AWS to Terra: Building Winning Cybersecurity Partnerships – Anna Sarnek, VP of Business & Strategy, Terra Security

    Are you struggling to navigate strategic partnerships with hyperscalers like AWS? Wondering when and how to build your company's platform story to stand out in a crowded cyber market? Curious about the real value of industry relationships and communities for sales growth? This episode tackles these challenges head-on, drawing insights from a leader who's been at the heart of cybersecurity’s evolving ecosystem. In this conversation we discuss: 👉 Lessons on building and resourcing valuable hyperscaler relationships—forging two-way partnerships with AWS and more 👉 Balancing feature innovation versus platform strategy, and when to make each move as a go-to-market leader 👉 How to prioritize industry partnerships, tech alliances, and communities for short- and long-term sales success About our guest Anna Sarnek recently joined Terra Security after leading cybersecurity startup business development at AWS. Her expertise spans building partnerships with strategic investors, founders, and hyperscalers, giving her a panoramic view of what drives repeatable growth in the sector. Summary Dive into Anna’s firsthand insights as she unpacks partnership roadmaps, product positioning strategies, and the power of authentic tech alliances to accelerate cybersecurity sales. If you’re a marketing or sales leader aiming to grow pipeline, close deals, and future-proof your go-to-market strategy, don’t miss this episode—tune in now! Links and Resources Connect with Anna Sarnek on LinkedInVisit Terra SecurityBook a 30-minute meeting with the host Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

    34 min
  7. Breaking Through With Analysts — How to Win Gartner’s Attention - Dan Lowden CMO BLACKBIRD AI

    Mar 11

    Breaking Through With Analysts — How to Win Gartner’s Attention - Dan Lowden CMO BLACKBIRD AI

    Are you struggling to make your cybersecurity startup's message stand out in a crowded market? Ever wondered how to get analysts like Gartner to notice your company before hitting $20M ARR? Do you face challenges aligning sales and marketing to target multiple buyer personas effectively? This episode dives deep into these critical issues, offering strategies and actionable insights tailored for cybersecurity sales and marketing leaders. In this conversation we discuss: 👉 Creating a new cybersecurity category by building real relationships with analysts 👉 Aligning marketing and sales teams for consistent messaging and go-to-market success 👉 Navigating and engaging with multiple buyer personas within large organizations About our guest: Dan Lowden is the Chief Marketing Officer at BLACKBIRD.AI, a pioneer in narrative intelligence and protection against narrative attacks, disinformation, and deepfakes. With a track record of 12 startups, Dan brings vast experience in launching, marketing, and growing innovative cybersecurity companies by defining new market segments and partnering closely with both industry analysts and sales teams. Summary: Learn how to break away from rail-thin differentiation, earn industry analyst credibility, and align your entire go-to-market team, even when selling to vastly different personas. Dan’s experience and tactical advice will help you grow revenue faster in a competitive landscape. Don’t miss this episode. Tune in now for practical strategies you can apply immediately! Connect with Dan and more: Dan Lowden on LinkedInBlackbird.AI Company WebsiteBook a 30-minute meeting with Andrew Monaghan Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

    36 min
  8. Urgency That Closes Deals: Lessons From Startup Sales - Josh Kriss, COO @ Geordie

    Feb 24

    Urgency That Closes Deals: Lessons From Startup Sales - Josh Kriss, COO @ Geordie

    Are you finding it hard to build a united sales culture as your cybersecurity startup scales? Struggling to keep urgency and momentum going in long, complex enterprise deals? Wondering how top teams navigate hiring, collaboration, and multi-threaded sales cycles, especially as new technologies and markets emerge? This episode of the Cybersecurity Go-To-Market Podcast delivers actionable insights to help sales and marketing leaders create stronger, more effective teams while driving revenue growth. In this conversation we discuss: 👉 Building and maintaining a “one team” culture from early-stage startup to rapid scale 👉 Effective hiring and team formation for high-performance cybersecurity sales organizations 👉 How to create urgency, maintain momentum, and drive next steps, especially during drawn-out enterprise sales cycles About our guest Josh Kriss is an experienced cybersecurity sales leader, now helping shape go-to-market strategy and culture at Geordie, a fast-growing AI security startup. With a track record at Darktrace and hands-on experience scaling from founding team to rapid growth, Josh brings practical advice for building high-performing teams that sell complex technology into demanding enterprises. Summary If you’re looking for hands-on strategies to elevate your team’s culture, drive collaboration, and overcome sales inertia, this episode is for you. Learn how to hire for “one team” mindset, spot hidden deal blockers, and apply leadership lessons from fast-growing cybersecurity innovators. Listen now for powerful tips you can put into practice right away! Connect & resources: Josh Kriss on LinkedInGeordie websiteBook a meeting with Andrew Monaghan Support the show The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution. Follow me on LinkedIn for regular posts about growing your cybersecurity startup Want to grow your revenue faster? Check out my cybersecurity sales consulting and training Need ideas about how to grow your pipeline? Sign up for my newsletter.

    40 min
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4.9
out of 5
27 Ratings

About

The podcast that tackles the question: How can cybersecurity companies grow sales faster? Growing a cybersecurity company is rarely limited by a lack of people. More often, growth stalls because cyber sales execution, onboarding, forecasting, and leadership aren't keeping pace with the opportunity.Hiring more sellers doesn't solve that.Neither does chasing the latest go-to-market trend without a repeatable system for revenue growth.The companies that consistently outperform their competitors build stronger cyber sales leadership, faster seller ramp times, more predictable revenue forecasting, healthier pipeline generation, and disciplined go-to-market execution. That's what this show explores.The Cyber Go-To-Market Talk is a podcast for cybersecurity sales leaders, CROs, founders, CEOs, marketers, and revenue teams who want to improve cybersecurity sales performance and build more predictable revenue growth.Cybersecurity sales training expert Andrew Monaghan talks with cybersecurity CROs, revenue leaders, sales executives, founders, and operators about the real work behind scaling sales teams, improving forecast accuracy, building revenue pipelines, onboarding cybersecurity sellers, creating demand, and executing cybersecurity sales strategy.You'll hear practical lessons on cyber sales leadership, cybersecurity sales training, sales onboarding, revenue forecasting, pipeline quality, sales coaching, revenue operations, cybersecurity go-to-market strategy, and the systems that help cybersecurity companies grow faster.Whether you're leading a revenue organization, building a cybersecurity sales team, or working to improve cyber sales performance, each episode is designed to help you make better decisions and execute with greater confidence.Popular Episode Topics Include: Cyber Sales Leadership, Cybersecurity Sales Strategy, Cybersecurity Sales Performance, Sales Onboarding, Seller Ramp Time, Cybersecurity Sales Training, Sales Enablement, Revenue Forecasting, Sales Forecasting, Predictable Revenue Growth, Forecast Accuracy, Go-To-Market Execution, Security Go-To-Market, Cybersecurity Go-To-Market Strategy, GTM Execution, Pipeline Generation, Pipeline Quality, Demand Creation, Cybersecurity Pipeline Growth, Revenue Pipeline, Scaling Sales Teams, Sales Hiring, Sales Coaching, Revenue Operations, Cybersecurity CRO

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