Cybersecurity training · Sales leadership
TryHackMe
Scaling new revenue inside a fast-growing cybersecurity training company, turning early traction into a forecastable, repeatable engine.
2.1 → 8.4M
New ARR · single company
The problem
Strong product, strong demand, and a sales function that needed to grow up fast. The challenge wasn't lead supply, it was turning interest into a predictable commercial engine that could scale without breaking.
What I did
- Built deal stages with real exit criteria and a qualification framework the team could run
- Installed a forecast rhythm that made the number reliable, not aspirational
- Tightened the engine from first touch to close so it scaled with headcount
- Coached the team to sell the system, not just the product
What they kept
An engine that compounded past my involvement.
New revenue grew roughly four-fold, from 2.1M to 8.4M ARR, on a qualification and forecasting system the team owned and kept running.