Unstoppable.do

I believe cybersecurity sales teams have demanding jobs and are underserved with the help they deserve. I'm fixing that. 

Unstoppable provides the first and only sales effectiveness programs designed specifically for cybersecurity companies.

Founder & CEO

Cyber GTM Talk

The podcast that tackles the question: How can Cybr Donut get to $10m ARR by the end of 2025? 

Listen to get proven strategies to help cybersecurity companies get more leads, get more customers, and optimize their marketing and sales processes.

FKA Sales Bluebird podcast

Host of the Cybersecurity Go-To-Market Talk Podcast

SmartBound

Strategic Advisor

Venture in Security

Building Cyber Collective Advisor

Symantec

Director, Sales Effectiveness

Incorta

Director, Global Sales Enablement

Tanium

Ionic Security

Director Strategic Accounts

McAfee

Director - Sales

NetFlow Auditor

Sales Leader

No one needs another generic sales trainer who sold copiers in the 90s. 

I've lived and breathed cybersecurity sales for 27 years — and know how to get results in your world.

Here’s what sets me apart:

1. Built for Execution, Not Theory
I help you fix what’s slowing deals down right now. From tightening your sales motion to sharpening your messaging, my programs are designed to move the needle fast—not six months from now.

2. 100% Focused on Cybersecurity
I’ve spent over two decades selling and leading in cybersecurity. I speak the language of CISOs, understand how technical buyers think, and know how to help your reps win in competitive markets.

3. Repeatable Systems That Scale With You
This isn’t one-and-done training. I build programs your team can use again and again—from onboarding new reps to closing enterprise deals with confidence.

Cybersecurity CROs are given lofty revenue goals and need their teams to maximize every opportunity to exceed the goals. I help them do that. I transform their team from product sellers to positioners of business value. 

I've been in the cybersecurity sales world since 1998 and since January 2020, I have worked with numerous companies as their advisor, consultant, and trainer.

"Critical step in changing our business trajectory."   John Mayhall, CRO @ CyberGRX
"An extended member of the team."                            Denise Hayman, CRO @ Sonrai Security
"A new approach that got results."                               Dan Parelskin, VP Sales @ Axis Security
"Improved our effectiveness."                                      Amin Tavana, VP Enterprise Sales @ Bluescape
"An expert at communicating business value."           Tom Fusco, VP Sales @ McAfee / Checkpoint / Imperva
_______________________
Experienced sales and sales leadership coach with a demonstrated history of working in the enterprise software industry. Skilled in sales enablement, sales training, sales effectiveness, sales coach, sales coaching, enterprise sales, channel sales, software industry, infosec market, cyber security, software as a service (SaaS), pre-sales, inside sales, and SDR / BDR. 
_______________________

Andrew Monaghan

So, what are founders doing wrong when deciding how to start a sales function? Wrong roles? Wrong timing? Wrong experiences?

Maybe all this and more.

Eyal Worthalter and I discussed what he's seen in the latest episode of the Cyber GTM Talk podcast. We talk about...

 👉 The crucial distinction between sellers and sales leaders at different company stages
👉 Why timing, founder credibility, and expectations can make or break your first sales hire
👉 The importance of trust and alignment at the C-suite level for long-term go-to-market success

Listen in all the usual podcast places and at  https://lnkd.in/gicD37Xr

Founder @ Unstoppable.do Host of the Cybersecurity Go-To-Market Talk podcast. 🏴󠁧󠁢󠁳󠁣󠁴󠁿 living in 🇺🇲 107 quarter ends in cybersecurity sales.

Tealium

Sr. Demand Generation Manager, Field Events

Salt Security

Salt Security is an API security startup. Established in 2019, the company raised $150 million in Series D, totaling $271 million (circa 2022) and was valued at $1.4 billion. It has over 200 employees worldwide.

• Owned and built a strategic field and partner marketing plan with 50+ events/quarter including high-quality corporate, trade show,  field marketing, channel, and virtual campaigns 
• Oversaw annual budget while frequently evaluating vendors for maximum optimization
• Developed and analyzed event metrics via Salesforce to track ROI and determined campaign success based on KPIs.
• Managed and provided leadership to the field marketing team
• Created and implemented processes including but not limited to event requests, Salesforce campaign templates, Marketo custom landing pages, post event follow up scripts, contracts and procurement, and more.

Director of Field and Partner Marketing

Proofpoint

Proofpoint is a cybersecurity company offering compliance and cybersecurity solutions for email, web, cloud, and more. A formerly publicly traded company, Proofpoint was acquired by Thoma Bravo and became a private entity in October 2021. In 2021, Proofpoint generated $1.1B in revenue and had more than 3,600 employees serving over 8,000 enterprises worldwide.

• Developed and implemented a quarterly Field Marketing roadmap working cross-functionally with Sales and Product Marketing. Initiatives included Proofpoint-hosted events, trade shows, industry events, and direct mailers
• Successfully pivoted from in-person events to a virtual strategy within one month due to COVID-19
• Provided marketing support for Sales teams across West and Central regions (130+ Sales reps across Commercial, Named, Strategic, and Vertical accounts). 
• Managed all pre-, during, and post-event planning and logistics for Proofpoint-hosted events, including executive dinners, happy hours, sporting events, user groups, and retail experience events. 
• Assisted in hiring and training the Field Marketing Americas team.

Senior Field Marketing Manager

• Promoted to Sr Field Marketing Manager in August 2019.
• Developed and implemented a quarterly Field Marketing roadmap working cross-functionally with Sales and Product Marketing. Initiatives included Proofpoint-hosted events, trade shows, industry events, and direct mailers.
• Launched Proofpoint’s first Healthcare Customer Advisory Board, an annual 2-day event for C-level customers from the country's most recognized healthcare institutions.
• Owned Marketo for the Field Marketing Americas team and produced email invites, registration pages, and email blasts. Hired and trained interns to help with the workload.

Field Marketing Manager

Kenandy, Inc.

Kenandy was a SaaS startup, specifically in the Manufacturing Cloud ERP space. The company raised $11.5 million in Series B, totaling $55 million (circa 2016), before being acquired by Rootstock in January 2018. It had ~150 employees.

• Developed and managed marketing programs strategy including webinars, events, and content syndication directed at highly targeted audiences through multiple marketing channels (emails, website, online advertising, and social media)
• Established a comprehensive marketing plan for company webinars and monthly demos
• Developed a strategic, targeted event marketing plan including trade shows, industry shows, Salesforce World Tours, and Dreamforce
• Conducted all aspects of event management including materials creation, event messaging, contract negotiation, vendor relations, site selection, accommodations, participant registration, agenda scheduling, staffing, on-site set-up, logistics, budget management, and post-event evaluations
• Performed post campaign analysis to determine success based on KPI’s
• Worked closely with different teams, including product marketing and sales, to ensure that marketing programs are in alignment with overarching business goals and that any deadlines and deliverables are met 
• Assisted in hiring and training demand generation team
• Managed marketing programs budget

Marketing Programs Manager

WatchDox (acquired by BlackBerry)

WatchDox was a cybersecurity SaaS startup in the secure collaboration and EFSS (Enterprise File Sync and Share) market. WatchDox grew to about $15 million in annual recurring revenue before it was acquired by BlackBerry Limited in April 2015. It had ~100 employees.

• Executed demand generation campaigns.
• Implemented strategic campaign for company roadshows.
• Managed over 100 face-to-face and online events per year such as industry trade shows, company roadshows, channel partner events, and webinars.
• Created and executed campaigns within Marketo leveraging all aspects of the application: emails, forms, landings pages, CRM integration (Salesforce).
• Hosted biweekly webinars and live product demonstrations via Webex for thought leadership and channel partners.

Marketing Specialist

Santa Clara University

SCU Presents encompasses the performing arts, including music, theatre and dance, at Santa Clara University. The university is a private institution and employs ~2,000 staff and faculty members. 

• Increased visibility and attendance while generating revenue for performing arts programs, activities, and events by developing and implementing strategic marketing communications to targeted audiences
• Created and managed marketing collateral, direct mail, press releases, PSAs, advertising, newsletters, emails, websites, and social media platforms (Facebook, Twitter, HootSuite, Flickr)
• Initiated and managed social media presence and monitor data with analytics tools such as Facebook Insight 
• Developed and maintained e-marketing campaign, including email communication and regular website updates
• Designed all print and digital marketing collateral and adapt all designs for use across all marketing channels
• Contacted media for advertising, promotions, and partnerships, including San Jose Mercury News, community newspapers, and local radio and television stations
• Hired, trained, and managed a team of marketing assistants
• Managed marketing project budgets and schedules

Marketing and Community Relations Manager

Cengage

Cengage Learning is a private publishing company. The company makes and sells textbooks, educational content, and digital resources to educators and students. Shortly after the time of my employment, Cengage reported nearly 5,500 employees worldwide and $2 billion in annual revenue (circa 2013).

• Concurrently managed the creation, development, and execution of over 200 projects yearly in print and online marketing collateral for products that bring in over $150 million in annual revenue, including brochures, postcards, sell sheets, emails, and websites
• Generated sales leads by creating lead nurturing email campaigns through Eloqua
• Wrote and copyedited marketing copy for all internal sales and end-user collateral
• Designed various marketing materials, such as posters, flyers, and sell sheets
• Hired, managed, and maintained professional relationships with freelance copywriters and designers
• Collaborated with marketing team in planning short and long term strategic marketing campaigns
• Managed marketing tactical plans and budget for all marketing communications activities

Marketing Communications Manager

• Promoted to Marketing Communications Manager in May 2010
• Collaborated with managers in campaign research and development by creating and maintaining top targets
• Created and designed print and online marketing materials, such as sales tools, email campaigns, and websites 
• Coordinated support at workshops, National Sales Meeting, conventions, and other marketing events
• Developed advertising materials for events, such as sales kits, posters, invitations, and flyers
• Provided sales support to internal and external customers, including sales representatives, authors, and institutional instructors

Marketing Coordinator

15+ years marketing experience with 8+ years in the SaaS industry. Worked in organizations ranging from startups to established enterprises. Proven track record of driving pipeline and building field marketing strategies for audiences in all levels of the sales funnel from C-level executives to end users. 

Experienced with leading new initiatives directly affecting revenue, creating playbooks, and training teams to easily replicate programs throughout all regions. Passionate about creating memorable and impactful customer experiences.

Specialties: 
• Field Marketing
• Partner Marketing
• Channel Marketing
• Demand Generation
• Email Marketing - Marketo
• Webinars
• Vendor Management
• Adobe Suite (InDesign, Illustrator, Photoshop, Dreamweaver)
• Microsoft Suite (Word, Excel, PowerPoint, Outlook)
• Salesforce

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The Battle

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Darlene Macanan

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Likes

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