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Are you wrestling with how to scale your sales team without losing focus on what truly matters? Do you wonder how to maintain a customer-centric approach as your company experiences hypergrowth? Or maybe you’re trying to figure out the right time and way to segment your go-to-market organization. This episode offers deep, practical insights on these pressing challenges, straight from one of cybersecurity’s fastest-growing companies.

In this conversation, we discuss: 

👉 Chainguard’s unique approach to building scalable, segmented go-to-market teams early and the risks and rewards involved
👉 The art of shifting from product-led to value-led sales, and why the customer’s “aha” moment matters
👉 Lessons on integrating sales, marketing, and customer success for synchronized, fast, and sustainable growth

About our guest:
Ryan Carlson is President of Go-To-Market at Chainguard, a cybersecurity company that’s seen exponential growth, rising from under 10 employees to nearly 500 in just a few years. Formerly a key leader at Okta, Ryan brings a wealth of experience in building teams, scaling revenue, and cultivating customer trust in the enterprise software world.

Summary
Ryan Carlson shares tactical learnings from “inside the rocket ship” at Chainguard—how to scale people, structure, and strategy while keeping real value for customers at the heart of everything. If you’re determined to grow sales and marketing without sacrificing fundamentals, don’t miss this candid, actionable episode. Tune in for proven strategies you can implement right now!

Links:

• Ryan Carlson on LinkedIn
• Chainguard Website
• Book a 30-minute meeting with Andrew Monaghan

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