How to Build a Cyber Sales Machine From Nothing That Delivers 30X ARR Growth and 166% NRR

Episode notes

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 grows About 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.