BARRETT/FRACTIONALMatt Barrett has spent almost 20 years in cybersecurity sales engineering, most of it in the exact seat your company needs filled: the first technical seller in the room, building the demo, running the POC motion, and leading the teams that followed. He's done it at companies from pre-revenue through acquisition, turning early technical wins into repeatable sales machines.
Sales engineering is a balancing act: enough technical range to be the customer's trusted advisor, enough momentum to keep the deal moving. Done right, it starts before the first demo and doesn't stop until the technical recommendation is signed. That's a lot of ground to cover, which is exactly why the role is indispensable in any modern software sales organization.
Designed and built an automated technical outreach system that surfaced expansion opportunities from product telemetry, turning technical data into a repeatable upsell motion for the sales org.
~400% INCREASE IN UPSELL OPPORTUNITY CREATION YoY, SUSTAINED ACROSS MULTIPLE QUARTERSRan the SE function end to end: hired, trained, and coached the team, rebuilt the technical demonstration, and designed POC use cases and success criteria from scratch. Helped the company graduate from founder-network-only deals to a repeatable sales motion for the broader marketplace. Also stood up the customer support portal and hired the first support team.
FIRST 10 SALES-LED ENTERPRISE DEALS CLOSED ON THE NEW PRESALES MOTIONJoined before revenue as the first sales engineer. Designed and built the customer-facing demo from scratch for a deeply technical container security platform, making a complex product showable and sellable.
ZERO TO DEMO-READY, PRE-REVENUE THROUGH ACQUISITION TRAJECTORYFirst enterprise SE hire. Partnered with the security research team to design a selling instrument that turned raw DNS threat data into a 3D visualization built for executive audiences. Led and trained new SE hires as the team scaled through the Cisco acquisition.
FY16 SALES CHAMPION · CISCO SE OF THE QUARTER, Q2 FY16Built the demo environment and shaped GTM strategy for the commercial edition of Metasploit following the open-source acquisition. First on the ground in Europe: hired and coached the UK SE team.
OPEN-SOURCE ACQUISITION → COMMERCIAL GTM · UK TEAM BUILT FROM ZEROLeading solutions engineering at an early-stage zero trust security company: pre-sales, SOW development, competitive positioning, and the technical GTM foundation. Still innovating and perfecting the craft daily.
Every company faces the same moment yours is facing: a real product, real prospects, and no technical sales machine. We can build the machine, enable your team, and get you selling.
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