The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams
Jun 4, 2026 · 38 min · 11 segments
Send me a text (I will personally respond) Are you facing the challenge of breaking into a new vertical with no prior experience? Wondering how to…
Jarrett BenavidezGuest
Andrew MonaghanHost
We've got some couple interesting topics lined up, a little, you know, some themes to build on here, which I think the listeners are gonna find interesting.
The thing that kind of intrigued me as we were prepping for this conversation is what you told me was you were advisor to Lummu Technologies for a little bit, and then you were to come on as the head of North America Sales, but you actually told the CEO, "Don't hire me.
What, what was going through your mind to say, "Don't hire me," and then why did you let yourself be hired?
That's, a lot of my career has been enterprise sales, a lot of it in Latin America, and then just, like, the last ten years more on the US market.
I told them-- So Lummu had decided that the ICP was gonna be SLED, cities, counties, and K through twelve.
Now the reason I was here in the first place is because our founder and C- CEO, we go back twenty-five years in this business.
He happened to need a sales leader and had a gap in his leadership, and so I, I came on as an advisor.
And I did advise him, like, "You sure you wanna do this? Because [chuckles] I really don't know the space.
I know SLED has a ton of regulations, and there's grant money, and there's so many nuances that I just, I really don't know them."
It feels like one of these spaces that you kind of have to know it though, right? I mean, I-- You remember when I first got in, it's like, "Oh, what do I really know about this?" It's a whole different way.
I mean, it's obviously going into it knowing all that stuff is very helpful, but it can be done without.
We've got some couple interesting topics lined up, a little, you know, some themes to build on here, which I think the listeners are gonna find interesting.
The thing that kind of intrigued me as we were prepping for this conversation is what you told me was you were advisor to Lummu Technologies for a little bit, and then you were to come on as the head of North America Sales, but you actually told the CEO, "Don't hire me.
What, what was going through your mind to say, "Don't hire me," and then why did you let yourself be hired?
That's, a lot of my career has been enterprise sales, a lot of it in Latin America, and then just, like, the last ten years more on the US market.
I told them-- So Lummu had decided that the ICP was gonna be SLED, cities, counties, and K through twelve.
Now the reason I was here in the first place is because our founder and C- CEO, we go back twenty-five years in this business.
He happened to need a sales leader and had a gap in his leadership, and so I, I came on as an advisor.
And I did advise him, like, "You sure you wanna do this? Because [chuckles] I really don't know the space.
I know SLED has a ton of regulations, and there's grant money, and there's so many nuances that I just, I really don't know them."
It feels like one of these spaces that you kind of have to know it though, right? I mean, I-- You remember when I first got in, it's like, "Oh, what do I really know about this?" It's a whole different way.
I mean, it's obviously going into it knowing all that stuff is very helpful, but it can be done without.
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