ICP Playbook

How to find Series B Cybersecurity companies hiring CRO

Board mandate to professionalize GTM post-raise. Here's how to find them, qualify them, and time your outreach.

Step 01
Qualify
5 filters to separate signal from noise
Step 02
Source
4 tools, what each gives and misses
Step 03
Prioritize
Signal priority table
Step 04
Automate
What Landbase returns for this ICP
01

Qualifying filters

Run every account through these 5 filters before it touches your CRM. An account should pass at least 4.

18moRequired
Funding recency
After 18 months, the stack is built and vendor relationships are locked.
How to verify
Crunchbase: Series B + last 18mo + cybersecurity.
100-500Required
Headcount
Under 100: no ops budget. Over 500: mature security sales org with locked vendors.
How to verify
LinkedIn company page: check employee count.
2+Required
Open cro roles
Two or more cro roles means building a team, not backfilling.
How to verify
Greenhouse/Lever: filter for cro titles.
CISO
Security buyer motion
JD mentions selling to CISOs or security teams. Needs specialized ops and compliant data.
How to verify
Read JD for CISO or security leader mentions.
$8-40M
ARR range
Below $8M: founder selling. Above $40M: established enterprise security sales.
How to verify
Crunchbase estimates or headcount proxy.
ⓘ

Scoring shortcut: Series B Cybersecurity companies with cro roles and 2+ other GTM roles open are in the top 2% by conversion probability.

02

Source-by-source breakdown

Here's how most teams piece this together manually. What each source gives you, what it misses, how long it takes, and what it costs.

SOC 2 Vendor Directories
Compliance Database~30 minFree
✓

SOC 2 certified vendors are compliance-mature and investing in enterprise sales.

✗

No funding or hiring data. Only covers compliance-ready companies.

Crunchbase Pro
Funding + Firmographics~45 min$49/mo
✓

Filter by funding stage and cybersecurity/infosec. Export company details.

✗

No funding or hiring data. Only covers compliance-ready companies.

LinkedIn Sales Navigator
People + Hiring~60 min$99/mo
✓

Real-time job postings. People search finds VP Sales or CRO at security companies.

✗

No funding data. Cannot filter by cybersecurity sub-vertical.

RSA / Black Hat Exhibitor Lists
Conference + Intent~25 minFree
✓

Security conference exhibitors investing in sales growth. Booth size signals budget.

✗

Seasonal events. Lists go stale. Not all companies exhibit.

4-5h

Total manual time per list build across all 4 sources. Does not include email verification, CRM deduplication, or lead routing.

03

Signal priority

Same ICP, completely different buying windows. Use this to rank your list.

SignalWhat it means
CRO role posted in last 14 daysFull revenue org rebuild under single leader. Every tool will be re-evaluated.
Sales + marketing roles posted alongsideUnified revenue function being built. Budget for cross-functional tools allocated.
Series B closed 3-14 months agoBoard mandate to professionalize GTM. CRO will own the entire stack.
High-priority: call this week
Example: Strong-fit account
Matches all filters, multiple signals firing
GTM hiring: recent3+ roles openNew sales leader

Multiple P1 signals firing. Building a sales team under new leadership. Reach the decision-maker within 48 hours while tool selection is active.

Low-priority: set a reminder
Example: Wait-and-watch account
Matches some filters, weak or early signals
1 role postedRecently funded

One signal, too early. Just raised, small team. Likely a backfill, not a build-out. Set a 90-day reminder and check back when hiring accelerates.

04

What Landbase returns for this exact ICP

Everything above (the qualifying filters, the source cross-referencing, the signal timing) is what Landbase does automatically.

Step 1: Describe your ICP in plain language
app.landbase.com
Find companies matching my ICP filters that are hiring GTM roles, scored by signal strength
Scanning 1,500+ enrichment fields across your TAM
Funding databases, job boards, tech stacks, and org charts cross-referenced in seconds
Step 2: Review qualified, signal-enriched accounts
278 accounts · 750 verified contacts5/5 filters · Signals attached · Scored
CompanyContactSignalsFit
Acme Corp
Series B, 180 emp
Sarah Chen
VP Sales · Verified
GTM hire: 5d 3 roles open New VP Sales94
TechFlow
Series B, 310 emp
Marcus Rivera
CRO · Verified
New CRO: 38d CRM migration 4 GTM roles91
BuildRight
Series A, 125 emp
Priya Patel
Head of Sales · Verified
Hiring: 11d Funded 6mo ago87
SignalStack
Series B, 240 emp
James Kim
VP Revenue · Verified
4 GTM roles G2 comparison84
Step 3: Push to your CRM in one click
↓
Push qualified accounts to Salesforce
Enriched accounts + verified contacts
Push to CRM →

We'll run your ICP on the call

Pick the ICP your team is building lists for right now. We'll type it into Landbase and show you the qualified accounts, contacts, and signals that come back.