Are you struggling to scale your cybersecurity sales from mid-market to enterprise? Wondering how to build a high-performance sales team that consistently generates pipeline? Curious about what it really takes to win enterprise clients—and keep them? This episode of the Cybersecurity Go-To-Market Podcast dives deep into those challenges and offers candid, tactical advice from someone who’s done it.
Mike Ferrari is the SVP Worldwide Sales at Doppel, the social engineering defense platform, and the fastest growing cybersecurity company in the A16Z portfolio.
In this conversation we discuss: 👉 Strategic pivots in go-to-market for scaling from $5M to $10M+ ARR and addressing enterprise customers
👉 Creating a high-performance sales culture with clear non-negotiables and regional field engagement
👉 Leveraging channel partnerships as a force multiplier and delivering real value during the sales cycle
About our guest:
Mike Ferrari is Head of Sales at Doppel, a fast-growing cybersecurity startup specializing in social engineering defense. Having recently transitioned from a leadership role at a larger organization (BigID), Mike brings hands-on experience scaling sales functions through rapid company growth phases, with an emphasis on building talented teams and operational excellence in go-to-market execution.
Summary:
Mike Ferrari shares practical strategies for scaling sales in a cybersecurity startup, from segmenting sales teams for enterprise versus mid-market, to driving pipeline generation and building robust channel partnerships. Listen to learn how Doppel turns market demand into rapid growth—and what it really takes to achieve enterprise sales execution in a shifting threat landscape. Don’t miss the actionable insights for taking your team and revenue to the next level.
Connect & Learn More:
Follow me on LinkedIn for regular posts about growing your cybersecurity startup
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Need ideas about how to grow your pipeline? Sign up for my newsletter.
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