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

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.