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 success

About 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 LinkedIn
• Learn more about Cyera here!
• Book time with Andrew Monaghan: Book here

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Follow me on LinkedIn for regular posts about growing your cybersecurity startup

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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 cybersecurity

About our guest
This 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.

Summary
Rob 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!

Links

• Rob Amezcua on LinkedIn
• Forescout website
• Book a 30-minute meeting with Andrew

Support the show

Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

Need ideas about how to grow your pipeline? Sign up for my newsletter.

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.

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 show

Follow me on LinkedIn for regular posts about growing your cybersecurity startup

Want to grow your revenue faster? Check out my consulting and training

Need ideas about how to grow your pipeline? Sign up for my newsletter.