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

Hosted by Andrew Monaghan

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Episodes

306

Latest episode

Jul 2026

Language

EN-US

About the show

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

Listen to episodes

60 recent

July 14, 202644 min

AI-First Selling Is the Future of Cybersecurity Sales - Patrick Dillon CRO @ Nudge Security

Patrick Dillon, three months into the CRO seat at Nudge Security, joins Andrew to talk about what "AI-first" actually means when everyone at RSA has slapped AI on the booth. The conversation runs from product (AI-native vs. bolted-on, and the shadow AI hiding inside companies) to the go-to-market side: how he's rebuilding the team around technology, process, and people, in that order, and who he'll hire to run it. In this episode: Why companies without a deep AI strategy could be "zombie companies" that don't know it yet The difference between AI-native, AI-first, and just connecting an LLM to your old stack How one prospect thought they ran 2,000 apps and actually ran 5,300 Why the buyers now include CFOs, compliance, and corporate counsel, not just security Flipping "people, process, technology" to "technology, process, people" for an AI-first GTM Why AI replaces reps who won't use AI, not salespeople as a whole How Patrick screens candidates for want-to, including whether they used AI to prep for the interview Why buyers now demand in one to three months what used to be a twelve-month roadmap promise About the guest: Patrick Dillon is CRO at Nudge Security. He and Andrew first spoke on the podcast at RSA 2025, when Patrick was launching a channel program at Airlock. Nudge closed its Series A last November. Notable quotes: "You can't secure, you can't govern what you can't see." "The call is literally coming from inside your house." "It's not a skill thing or an age thing. It's really a want-to thing." 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 .

July 9, 202640 min

How Cybersecurity Buyers Are Influenced by Marketing: The Surprising Truth About CISO Buying Decisions and Where Your Cybersecurity GTM Spend is Wasted - Emily Matthews Principal NOLA Marketing

Emily Matthews, founder and principal of NOLA Marketing, partnered with the Ponemon Institute to ask CISOs directly how vendor marketing influences their buying decisions. The resulting State of Cybersecurity Marketing Influence Report 2026 holds some surprises: webinars beat CISO dinners, hands-on workshops build the peer references buyers trust most, and the first visitor to your website is increasingly a machine. In this episode: The top two CISO complaints about cyber marketing: it differs from product reality, and it's too high-level. Emily's fix starts with coffee-walk conversations with your engineers. Why 44% of security leaders ranked webinars the most valuable event format, while peer roundtables and CISO dinners came last. Why hands-on workshops should always be free: "You should be paying them, not them paying you." How workshops become "investments in peer influence," the #1 credibility source in the research. The shift to answer engines: Bain's 80% zero-click prediction and how to make your website a better "buffet for LLMs." Emily's case study method: start with your selling points, validate them in the customer's voice, and pack the piece with reusable quotes. Why buyers rely on analysts less than they used to, and what fills the gap for the ~3,700 vendors outside the magic quadrants. Her advice for marketers coming from outside tech: keep asking why. "Fast is not an answer." About the guest: Emily Matthews is the founder and principal of NOLA Marketing. A history and English major who started in mainframe system software, she has spent her career in technical product marketing and previously worked with the Ponemon Institute on the original Cost of a Data Breach report. Notable quotes: "You should be paying them, not them paying you." "If it sounds like BS to us, it's probably going to smell bad to them too." "If you make up a case study, it sounds made up. Interview someone. Because it's real, it comes across." 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 .

June 17, 202639 min

Winning Cybersecurity Sales Strategies: Insights from a Former Buyer Turned Seller on CISO Engagement - Chris Camacho, Co-founder & COO at Abstract

Are you struggling to capture the attention of Chief Information Security Officers (CISOs) in a saturated cybersecurity market? Join us in this enlightening episode of The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams , where we unpack the secrets to effective cyber security sales strategies that can elevate your approach and drive revenue growth. Host Andrew Monaghan sits down with Chris Camacho, co-founder and COO of Abstract Security, who brings a wealth of experience from his previous roles as a buyer at financial services companies. Chris shares invaluable insights into the shifting dynamics of selling cybersecurity solutions, particularly to Fortune 500 companies. He emphasizes the critical need for cyber sales teams to either reduce current spending or replace existing vendors to gain traction, making a strong first impression that resonates with decision-makers. This episode dives deep into Chris's unique journey from being a buyer of cybersecurity products to becoming a builder and seller, offering listeners a rare perspective on what works and what doesn’t in the realm of cyber security sales. With around 3,900 vendors vying for attention in the cybersecurity space, standing out is no easy feat. Chris discusses the challenges of differentiation and the evolving role of AI in both sales and product development, providing actionable insights that can help your team navigate these complexities. Building and maintaining relationships is key in the cybersecurity landscape, and Chris stresses the importance of leveraging networks effectively to understand clients' specific needs. By creating tailored solutions that demonstrate clear ROI, sales teams can not only meet but exceed client expectations. Listeners will walk away with practical takeaways on sales onboarding, sales coaching, and metrics that matter in insurance, all aimed at accelerating growth in a rapidly changing environment. This episode is packed with cybersecurity marketing insights and go to market strategies for anyone involved in cyber security sales. Whether you're part of a startup or an established company, the lessons shared here will empower you to grow sales and enhance team management capabilities. Tune in to The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams and discover how to navigate team challenges while building trust and scaling sales teams effectively. Don’t miss out on this opportunity to get better at marketing and drive predictable revenue growth! About the guest: Chris Camacho spent around ten years on the buy side in financial services, an early adopter of vendors like Crowdstrike and Flashpoint, before crossing over to build and sell security products. He is co-founder and COO of Abstract. Chapters: 00:51 — Crossing from the buy side to the "dark side" 02:55 — Why he bought CrowdStrike and Flashpoint early 11:45 — A market with thousands of vendors, and the spend arms race 15:33 — Three ways to fill a regional CISO event 18:23 — Relationships, Ninja Jobs, and meeting his co-founder 22:20 — What he interviews for (and what he doesn't) 26:22 — When an AI lab lands in your category 29:59 — What CISOs are telling him about AI 32:22 — Reduce or replace: the way in now 34:17 — AI for sellers, and his 17-year-old BDR 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 .

June 9, 202635 min

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 11 03:31 — Why early CISO reactions were humbling 07:07 — How Microsoft flipped the agent market 16:33 — Why hire an experienced sales leader this early 22:44 — The three traits to look for 28:49 — Differentiating in the noisiest market 35:14 — 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 .

June 4, 202637 min

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 .

April 30, 202644 min

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 .

April 21, 202629 min

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 LinkedIn Illumio website Book 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 .

March 18, 202643 min

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 .

March 13, 202633 min

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 LinkedIn Visit Terra Security Book 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 .

March 11, 202636 min

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 LinkedIn Blackbird.AI Company Website 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 .