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Are you a sales or marketing leader at a cybersecurity company trying to accelerate your growth but hitting roadblocks with your ICP, pipeline generation, or scalability? Ever wondered how moving from a big company to a startup changes your playbook, and career mindset? Are you struggling to get your team focused on the right opportunities versus burning out on dead-end deals? This episode holds actionable insights for you.

In this conversation we discuss:
👉 Making the leap from a big company to a startup and building a sales function from scratch
👉 Practical, low-tech strategies for early pipeline generation and deal qualification in stealth mode
👉 How to identify, test, and rally the whole company behind your change in Ideal Customer Profile (ICP)

About our guest:
Kevin Bayly is the VP of Sales at Material Security. He transitioned from a successful career at Okta to become the first non-engineering hires at Material Security, where he helped shape and scale the go-to-market organization from the ground up.

Summary:
Tune in to hear Kevin Bayly share real-world tactics for pipeline generation, lessons from early-stage startup hustle, and the transformative power of rigorous ICP focus. Discover how Material Security achieved 80% meeting-to-opportunity conversion and reshaped its strategy to drive sustainable growth. Don’t miss practical advice you can apply to your sales motion right now—listen to the full episode!

Links:

• Connect with Kevin Bayly on LinkedIn
• Material Security website

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