What does it take to lead a cybersecurity startup with empathy, clarity, and focus, while staying true to your vision and your customers' real needs? In this episode, Pete Martin, co-founder and CEO of Realm Security, shares his journey from leading at top cybersecurity firms to building a company focused on simplifying security data. He opens up about the importance of vulnerability in leadership, the ongoing challenge of achieving product-market fit, and why clear internal communication is essential for startup success. Pete also offers insights on balancing short-term wins with long-term strategy, using AI responsibly in cybersecurity, and leading with empathy, lessons shaped by both his upbringing and becoming a parent. This episode is packed with practical takeaways for leaders navigating fast-paced, high-stakes environments.

Takeaways:

• Lead with vulnerability to build trust. Being honest about what you don’t know creates space for collaborative problem-solving and strengthens team dynamics.
• Prioritize clear, empathetic communication. Transparent internal dialogue prevents misalignment and shows your team that their personal and professional realities are respected.
• Stick to your Ideal Customer Profile (ICP). Chasing every potential lead can spread your team thin; focus on customers who align with your core value proposition to grow sustainably.
• Balance short-term wins with long-term vision. While it’s tempting to chase quick sales, staying grounded in your product roadmap ensures long-term scalability and market relevance.
• Use AI responsibly and clearly. Be upfront with customers about how AI powers your platform to ease concerns and build credibility in a space where trust is paramount.
• Invest early in technical sales support. Helping prospects see the immediate value of your product through technical insight builds confidence and accelerates decision-making.
• Don’t underestimate the power of empathy. Understanding your team’s and customers’ perspectives creates a culture of care, which fuels innovation, resilience, and retention.

Links:

• LinkedIn: https://www.linkedin.com/in/pete-martin-b2199334/ 
• Website: https://realm.security/ 

Ways to Tune In:

• Spotify: https://open.spotify.com/show/2D1YbT2QhKxIwbREpU7EMb 
• Apple Podcasts: https://podcasts.apple.com/us/podcast/shift-thrive-ceo-insights-on-driving-change/id1740828813 
• Amazon Music: https://music.amazon.com/podcasts/fa60b654-1955-4055-93df-fdd40c2a5c8f/shift-thrive-ceo-insights-on-driving-change 
• iHeart Radio: https://www.iheart.com/podcast/269-shift-thrive-ceo-insights-166792501 
• Pandora: https://www.pandora.com/podcast/shift-and-thrive-ceo-insights-on-driving-change/PC:1001086797  

This show is sponsored by Magnetude Consulting, bringing you the thinking-Power of a Growth Consultancy and the Getting-It-Done Power of a full-service B2B Marketing Agency. 

Learn more at: https://www.magnetudeconsulting.com