ICP Playbook

How to find Series B Cybersecurity companies hiring for RevOps

A cybersecurity company hiring RevOps is building outbound infrastructure for security-conscious buyers. Their entire pipeline process is being set up now.

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

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 security sales stack is locked. Budget peaks months 3-14 post-raise.

How to verify

Crunchbase: Series B + last 18 months + cybersecurity.

100-500Required

Headcount

Under 100: no ops budget, CTO runs sales. Over 500: mature security sales org with locked vendors.

How to verify

LinkedIn company page: check employee count.

2+Required

Open GTM roles

Two or more GTM roles means they are scaling outbound to CISOs and security leaders.

How to verify

Greenhouse/Lever: filter for sales or GTM titles.

CISO

Security buyer motion

JD mentions selling to CISOs, security teams, or compliance buyers. Needs specialized ops.

How to verify

Read JD for CISO, security, or compliance mentions.

$8-40M

ARR range

Below $8M: technical founder selling. Above $40M: established enterprise security sales.

How to verify

Crunchbase estimates or ~$150K ARR per employee.

ⓘ

Scoring shortcut: Cybersecurity companies with RevOps + 3 AE roles and SOC 2 in the JD are building enterprise security sales. Top 1% conversion.

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. Certification signals readiness for structured GTM.

✗

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

Crunchbase Pro

Funding + Firmographics~45 min$49/mo

✓

Filter by Series B + last 18 months + cybersecurity/infosec. Export company name, funding, headcount, investors.

✗

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

LinkedIn Sales Navigator

People + Hiring~60 min$99/mo

✓

Real-time RevOps job postings. People search finds VP Sales or CRO at cybersecurity companies. JDs reveal CISO-focused sales motion.

✗

No funding data. Cannot filter by cybersecurity sub-vertical or compliance maturity.

RSA / Black Hat Exhibitor Lists

Conference + Intent~25 minFree

✓

Major security conference exhibitors are investing in sales growth. Booth size correlates with budget. New exhibitors signal expansion mode.

✗

Seasonal: RSA in April, Black Hat in August. Lists go stale. Not all companies exhibit.

4-5h

Total manual time per list build. Cybersecurity has high vendor density: expect large universe but strict qualification needed.

Signal priority

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

Signal	What it means
RevOps role posted in last 14 days	Building pipeline ops for CISO-focused sales. This hire selects tools in first 90 days.
3+ GTM roles posted alongside RevOps	Scaling security sales team. Budget for compliant tools and data is allocated.
Series B closed 3-14 months ago	Past compliance audits, executing growth plan. Vendor evaluations peak here.

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.

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

Company	Contact	Signals	Fit
Acme Corp Series B, 180 emp	Sarah Chen VP Sales · Verified	GTM hire: 5d 3 roles open New VP Sales	94
TechFlow Series B, 310 emp	Marcus Rivera CRO · Verified	New CRO: 38d CRM migration 4 GTM roles	91
BuildRight Series A, 125 emp	Priya Patel Head of Sales · Verified	Hiring: 11d Funded 6mo ago	87
SignalStack Series B, 240 emp	James Kim VP Revenue · Verified	4 GTM roles G2 comparison	84

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.