Allure Security: Securing a Founding Enterprise Sales Team

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Allure Security: Securing a Founding Enterprise Sales Team

Case study

Discovery

Allure Security is a cybersecurity company specializing in SecOps solutions, helping organizations manage and streamline their security operations while reducing risk. As they prepared to expand their enterprise sales capabilities, building a strong commercial team became a top priority. Allure Security was looking to hire their first dedicated Enterprise Account Executive, supported by a Sales Engineer to provide technical expertise. Initially, they were open to considering any candidate with experience selling SecOps solutions, but they needed guidance to identify the profile that would drive enterprise growth most effectively.

Research

We spent time understanding Allure Security’s Ideal Customer Profile (ICP), target personas, and product-market fit (PMF). Drawing on our deep knowledge of the cybersecurity market, we provided a comprehensive view of talent across different niches, highlighting where top-performing Enterprise AEs and Sales Engineers were most likely to be found. This insight helped Allure Security refine their hiring strategy and focus on candidates who could drive enterprise growth from day one.

Solution

We targeted founding Enterprise AEs from their direct competitors in the DRP space, then networked around the Enterprise AE to find the founding Sales Engineer he worked alongside.

This approach allowed Allure Security to secure a heavyweight founding Enterprise AE and Sales Engineer who had direct exposure to working with the same customers and personas that Allure Security was targeting. These strategic hires enabled the team to ramp quickly and hit the ground running, accelerating Allure Security’s enterprise growth from day one.