Hiring your first go-to-market (GTM) person is a make-or-break decision for any cybersecurity startup.

At one of the companies I worked for, we focused on mid-market customers because the product wasn’t enterprise-ready yet.

Most technical founders think the buyer’s journey is just a capricious marketing exercise for large, bloated companies — something fluffy that doesn’t impact their go-to-market strategy.

A cybersecurity founder recently reached out with a smart question: How do we structure our CRM and sales compensation to account for both e-commerce and sales-led deals—before it becomes a problem?

Hiring your first salesperson as a cybersecurity startup founder is one of the most critical decisions you’ll make.

Imagine this: you’re getting traffic to your website, but no one is filling out your forms, booking demos, or downloading your white papers.