ICP Playbook

How to find Series B Cybersecurity companies hiring SDRs

A cybersecurity company hiring SDRs is building outbound from scratch. Their entire prospecting stack is being selected right 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
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 sales stack is locked and SDR tooling is chosen. Budget peaks 3-14 months.
How to verify
Crunchbase: Series B + last 18 months + cybersecurity.
100-500Required
Headcount
Under 100: no ops budget, SDRs report to founder. Over 500: mature team with locked vendors.
How to verify
LinkedIn company page: check employee count listed.
3+Required
Open SDR/BDR roles
One SDR hire is a replacement. Three or more means they are building an outbound function.
How to verify
Greenhouse/Lever careers page: filter for SDR/BDR.
CISO
Selling to security buyers
SDRs prospecting into CISOs need specialized tooling and compliant, verified contact data.
How to verify
Read SDR JD for CISO or security leader mentions.
$8-40M
ARR range
Below $8M: founder-led sales, no SDR budget. Above $40M: established team, entrenched tools.
How to verify
Crunchbase estimates or ~$150K ARR per employee.
ⓘ

Scoring shortcut: An account passing all 5 filters with 3+ SDR roles posted in the last 10 days is in your top 1% 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
Industry Database~45 minFree
✓

Lists of SOC 2 certified vendors reveal which cybersecurity companies have reached the growth stage where they need outbound. Companies investing in compliance are also investing in sales infrastructure.

✗

No hiring data. No funding info. You know they are compliance-ready but not if they are actively building an SDR team.

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

Filter by Series B + last 18 months + cybersecurity/infosec. Export company name, funding amount, date, investors, headcount. This is your starting universe.

✗

No hiring data. No funding info. You know they are compliance-ready but not if they are actively building an SDR team.

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

Real-time SDR/BDR job postings and headcount growth. People search lets you find the VP Sales or Head of Sales Dev who owns the SDR team directly.

✗

No funding data or ARR. Cannot filter by Series B. Requires cross-referencing Crunchbase for company stage.

RSA / Black Hat Exhibitor Lists
Conference + Intent~30 minFree
✓

Cybersecurity companies exhibiting at major conferences are actively investing in sales and marketing. Exhibitor lists reveal company stage, booth size (proxy for budget), and named contacts.

✗

Seasonal: RSA is in April, Black Hat in August. Lists go stale quickly. Not all companies exhibit even if they are scaling sales.

4-6h

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
3+ SDR/BDR roles posted in last 14 daysBuilding a new outbound function. They need prospecting tools, data, and sequences before day one.
Head of Sales Dev or SDR Manager role postedLeadership hire means budget is approved and they are building the team top-down. This person selects the tools.
Series B closed 3-14 months agoPast the post-raise chaos, now executing on the outbound growth plan. Tool 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.

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.