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. 
_______________________

Stress-free cybersecurity is not a myth.

Just dropped: My podcast convo with Jimmy Tsang, CMO at MIND, where we get real about why most DLP programs are buried under confusion, fear, and false positives—and how AI and MIND are changing the game.

When changing perceptions in the market, brand matters more than ever, especially for startups (and yes, MIND hired a brand agency before going to market! 👀). 

We cover: 
⚡ Why legacy DLP is broken (hint: it’s all about lost trust) 
⚡ How MIND makes DLP “stress-free” (and why CISOs are loving it) 
⚡ The secrets to using brand to stand out in the noisiest era of cybersecurity ever

Ready to flip your thinking on DLP and branding? 🎧 Catch the episode now!

It's at all the usual podcast places and at the Cyber GTM Talk website.

Andrew Monaghan

miconexinc

unstoppable-do

sales-bluebird

cyber-sales-jobs

Talks about #sales, #startup, #bestadvice, #cybersecurity, and #saleseffectiveness

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

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

According to IT-Harvest, there are 3,880 active cybersecurity vendors.  In any submarket, there are probably 50+ direct or good enough competitors. How on earth do you expect a buyer to remember you and why you are different?

Especially if you sound just like everyone else on a sales call?

I talked with Joseph Cooper recently about this and how cybersecurity sellers can improve how they differentiate.

The goal? Do it in a way that the buyers REMEMBER and VALUE why you are different.

Watch the full 30-minute on-demand session to learn how to do both!

https://lnkd.in/gR8Pvx5Q

Aspiron Search

Can you build a $30M ARR SaaS company with just 3 founders, a few AI agents, and ZERO additional employees?

On the latest Cybersecurity Go-To-Market Podcast, I sat down with Amos Bar-Joseph, co-founder of Swan AI, who's rewriting the playbook for scaling startups.

Swan turns any GTM idea into an agentic workflow in seconds, simply by chatting in Slack. But the most mind-blowing part? Amos and his co-founders are putting this vision into practice to scale to $30M ARR without hiring beyond themselves and their AI agents.

Here are my top 3 takeaways from our conversation:

**AI can be a force multiplier**
While very few companies can (or should) scale with just AI agents, what's clear is you also don’t need a ton of headcount, so long as you architect your business for human-AI collaboration from the start. AI doesn't have to be just about replacement; it can be about amplifying your unique strengths and freeing up your team for what they do best.

**Adaptation Beats Perfection**
Forget about months-long technical implementations. Amos shared how Swan is designed for rapid feedback. You can start seeing value with just an hour of onboarding, iterate fast, and continuously refine your playbook.

**Signals, Not Complexity**
The future of GTM might include intelligent agents that surface relevant signals and actionable insights exactly when you need them. Technical complexity and confusing data kill momentum for small teams; Swan removes it so you can focus on execution.

Whether you’re scaling a cybersecurity company or any SaaS business, the playing field has changed. The brightest future belongs to those who lean into human-AI collaboration.

Listen to the full episode for practical, tactical examples, and a healthy dose of inspiration.

Are you heading into end-of-year negotiations feeling like a battle is inevitable?

For many of us, this time of year means finalizing deals and navigating tough conversations with buyers or procurement teams. But here's the truth: it doesn’t have to feel like a fight. 

Imagine taking the tension out of the process and creating a more collaborative approach instead. It’s possible! And it starts with transparency.

Todd Caponi breaks this down brilliantly with his "4 Levers of Negotiation." By using these levers transparently, you can shift the dynamic, surprise your counterpart, and achieve better outcomes for everyone involved.

I had the chance to dive into this with Todd on the latest episode of the Cyber GTM Talk podcast. Together, we unpacked how to transform negotiation strategies into opportunities for partnership.

Ready to change the way you negotiate?

Listen now and protect the value in your end-of-year deals.

Most sales onboarding fails because it's an information dump, not a training program.

Many people will plan to hire new sellers in early 2026 and will feel pressure to ensure they are productive as soon as possible.  It'll be hard to hit your growth targets if your sales capacity is not meeting your plan!

Here's what actually gets new hires productive in four weeks:

→ Train on target personas and their problems first, product second
→ Focus on prospecting and all the components of running first meetings
→ Use role-playing and expert coaching, not passive learning
→ Track progress with clear metrics (leading and lagging)

The pattern I've seen across 20+ cybersecurity companies: structured, focused onboarding cuts ramp time by 20% to 40%.

Need-to-know beats nice-to-have every time.

Your new hires don't need to know everything about selling at your company.

They need to know what it takes to prospect and run highly effective meetings with prospects.

If a new sales hire joins in December or Q1, how strong is your ramp program?

I was just wondering how the Ts and Cs had changed for every app I've ever used, ever.  Thank you to you all.

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