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<div class="hero">
<span class="ey" style="color: #59e395;">ICP Playbook</span>
<h1>How to find <span class="grad">Series B cybersecurity companies</span> hiring SDRs</h1>
<p class="hero-sub">A cybersecurity company hiring SDRs is building outbound from scratch. Their entire prospecting stack is being selected right now.</p>
<div class="hero-actions">
<a href="#cta" class="btn-primary">Book a Demo →</a>
</div>
<div class="pipeline">
<a href="#s1" class="pipe-step"><div class="pipe-num">Step 01</div><div class="pipe-title">Qualify</div><div class="pipe-desc">5 filters to separate signal from noise</div></a>
<a href="#s2" class="pipe-step"><div class="pipe-num">Step 02</div><div class="pipe-title">Source</div><div class="pipe-desc">4 tools, what each gives and misses</div></a>
<a href="#s3" class="pipe-step"><div class="pipe-num">Step 03</div><div class="pipe-title">Prioritize</div><div class="pipe-desc">Signal priority + worked example</div></a>
<a href="#s4" class="pipe-step"><div class="pipe-num">Step 04</div><div class="pipe-title">Automate</div><div class="pipe-desc">What Landbase returns for this ICP</div></a>
</div>
</div>
<section class="sec sec-light" id="s1"><div class="si">
<div class="sec-head"><div class="sec-num">01</div><div class="sec-head-text"><h2>Qualifying filters</h2><p>Run every account through these 5 filters before it touches your CRM. An account should pass at least 4.</p></div></div>
<div class="filter-grid">
<div class="filter-card"><div class="f-head"><span class="f-val">18mo</span><span class="f-badge req">Required</span></div><div class="f-name">Funding recency</div><div class="f-desc">After 18 months, the sales stack is locked and SDR tooling is chosen. Budget peaks 3-14 months.</div><div class="f-verify"><div class="f-verify-label">How to verify</div><div class="f-verify-text">Crunchbase: Series B + last 18 months + cybersecurity.</div></div></div>
<div class="filter-card"><div class="f-head"><span class="f-val">100-500</span><span class="f-badge req">Required</span></div><div class="f-name">Headcount</div><div class="f-desc">Under 100: no ops budget, SDRs report to founder. Over 500: mature team with locked vendors.</div><div class="f-verify"><div class="f-verify-label">How to verify</div><div class="f-verify-text">LinkedIn company page: check employee count listed.</div></div></div>
<div class="filter-card"><div class="f-head"><span class="f-val">3+</span><span class="f-badge req">Required</span></div><div class="f-name">Open SDR/BDR roles</div><div class="f-desc">One SDR hire is a replacement. Three or more means they are building an outbound function.</div><div class="f-verify"><div class="f-verify-label">How to verify</div><div class="f-verify-text">Greenhouse/Lever careers page: filter for SDR/BDR.</div></div></div>
<div class="filter-card"><div class="f-head"><span class="f-val">CISO</span></div><div class="f-name">Selling to security buyers</div><div class="f-desc">SDRs prospecting into CISOs need specialized tooling and compliant, verified contact data.</div><div class="f-verify"><div class="f-verify-label">How to verify</div><div class="f-verify-text">Read SDR JD for CISO or security leader mentions.</div></div></div>
<div class="filter-card"><div class="f-head"><span class="f-val">$8-40M</span></div><div class="f-name">ARR range</div><div class="f-desc">Below $8M: founder-led sales, no SDR budget. Above $40M: established team, entrenched tools.</div><div class="f-verify"><div class="f-verify-label">How to verify</div><div class="f-verify-text">Crunchbase estimates or ~$150K ARR per employee.</div></div></div>
</div>
<div class="filter-note"><div class="filter-note-icon">ⓘ</div><p><strong>Scoring shortcut:</strong> An account passing all 5 filters with 3+ SDR roles posted in the last 10 days is in your top 1% by conversion probability.</p></div>
</div></section>
<section class="sec sec-dark" id="s2"><div class="si">
<div class="sec-head"><div class="sec-num">02</div><div class="sec-head-text"><h2>Source-by-source breakdown</h2><p>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.</p></div></div>
<div class="source-grid">
<div class="src-card "><div class="src-head"><span class="src-name">SOC 2 Vendor Directories</span><div class="src-meta"><span class="src-type">Industry Database</span><span class="src-time">~45 min</span><span class="src-cost">Free</span></div></div><div class="src-body"><div class="src-gives"><span class="icon">✓</span><p>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.</p></div><div class="src-miss"><span class="icon">✗</span><p>No hiring data. No funding info. You know they are compliance-ready but not if they are actively building an SDR team.</p></div></div></div>
<div class="src-card"><div class="src-head"><span class="src-name">Crunchbase Pro</span><div class="src-meta"><span class="src-type">Funding + Firmographics</span><span class="src-time">~45 min</span><span class="src-cost">$49/mo</span></div></div><div class="src-body"><div class="src-gives"><span class="icon">✓</span><p>Filter by Series B + last 18 months + cybersecurity/infosec. Export company name, funding amount, date, investors, headcount. This is your starting universe.</p></div><div class="src-miss"><span class="icon">✗</span><p>No hiring data. No way to know if they are building an SDR team. Round classifications can differ from PitchBook.</p></div></div></div>
<div class="src-card"><div class="src-head"><span class="src-name">LinkedIn Sales Navigator</span><div class="src-meta"><span class="src-type">People + Hiring</span><span class="src-time">~60 min</span><span class="src-cost">$99/mo</span></div></div><div class="src-body"><div class="src-gives"><span class="icon">✓</span><p>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.</p></div><div class="src-miss"><span class="icon">✗</span><p>No funding data or ARR. Cannot filter by Series B. Requires cross-referencing Crunchbase for company stage.</p></div></div></div>
<div class="src-card "><div class="src-head"><span class="src-name">RSA / Black Hat Exhibitor Lists</span><div class="src-meta"><span class="src-type">Conference + Intent</span><span class="src-time">~30 min</span><span class="src-cost">Free</span></div></div><div class="src-body"><div class="src-gives"><span class="icon">✓</span><p>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.</p></div><div class="src-miss"><span class="icon">✗</span><p>Seasonal: RSA is in April, Black Hat in August. Lists go stale quickly. Not all companies exhibit even if they are scaling sales.</p></div></div></div>
</div>
<div class="src-total"><div class="src-total-val">4-6h</div><p><strong>Total manual time per list build across all 4 sources. Does not include email verification, CRM deduplication, or lead routing.</strong></p></div>
</div></section>
<section class="sec sec-light" id="s3"><div class="si">
<div class="sec-head"><div class="sec-num">03</div><div class="sec-head-text"><h2>Signal priority</h2><p>Same ICP, completely different buying windows. Use this to rank your list.</p></div></div>
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<thead><tr><th>Signal</th><th>What it means</th><th>Action</th></tr></thead>
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<tr><td>3+ SDR/BDR roles posted in last 14 days</td><td>Building a new outbound function. They need prospecting tools, data, and sequences before day one.</td><td><span class="pri p1">Act now</span></td></tr>
<tr><td>Head of Sales Dev or SDR Manager role posted</td><td>Leadership hire means budget is approved and they are building the team top-down. This person selects the tools.</td><td><span class="pri p1">Act now</span></td></tr>
<tr><td>Series B closed 3-14 months ago</td><td>Past the post-raise chaos, now executing on the outbound growth plan. Tool evaluations peak here.</td><td><span class="pri p1">Act now</span></td></tr>
<tr><td>Outreach/Salesloft/Apollo mentioned in SDR JD</td><td>They are actively naming the tools they want experience with. They are either already using them or evaluating alternatives.</td><td><span class="pri p2">High value</span></td></tr>
<tr><td>New VP Sales hired in last 60 days</td><td>New sales leader brings their own playbook and tool preferences. They will rebuild the SDR stack in their first quarter.</td><td><span class="pri p2">High value</span></td></tr>
<tr><td>Series B raised less than 30 days ago</td><td>Too early. Team is still finalizing headcount plans. Set a 60-day reminder and check back.</td><td><span class="pri p3">Wait</span></td></tr>
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<div class="ex-card hot"><div class="ex-label">High-priority: call this week</div><div class="ex-info"><div class="co-name">VaultShield (endpoint security)</div><div class="co-meta">Series B, $32M raised 8 months ago, 210 employees</div><div class="ex-sigs"><span class="ex-sig">4 SDR roles: 6 days ago</span><span class="ex-sig">Head of Sales Dev posted</span><span class="ex-sig">JD mentions Outreach + ZoomInfo</span><span class="ex-sig">New VP Sales: 52 days</span></div></div><p class="ex-verdict"><strong>4 signals firing simultaneously (3x P1, 1x P2).</strong> This company is building outbound from scratch under a new VP Sales. Reach the VP Sales or Head of Sales Dev within 48 hours of the SDR posting. Lead with how you solve the CISO prospecting problem.</p></div>
<div class="ex-card cold"><div class="ex-label">Low-priority: set a reminder</div><div class="ex-info"><div class="co-name">NetGuard (network monitoring)</div><div class="co-meta">Series B, $20M raised 3 weeks ago, 85 employees</div><div class="ex-sigs"><span class="ex-sig">1 SDR role posted</span><span class="ex-sig">Raised 21 days ago</span></div></div><p class="ex-verdict"><strong>1 signal, and it is P3.</strong> They just closed their round and are still planning headcount. One SDR role is likely a backfill, not a team build. Set a 90-day reminder and check back when they start posting multiple GTM roles.</p></div>
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<div class="sec-head"><div class="sec-num">04</div><div class="sec-head-text"><h2>What Landbase returns for this exact ICP</h2><p>Everything above (the qualifying filters, the source cross-referencing, the signal timing) is what Landbase does automatically.</p></div></div>
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<div><div class="lb-step-label">Step 1: Describe your ICP in plain language</div><div class="lb-prompt-card"><div class="lb-prompt-bar"><span class="lb-dot lb-dot-r"></span><span class="lb-dot lb-dot-y"></span><span class="lb-dot lb-dot-g"></span><span class="lb-prompt-url">app.landbase.com</span></div><div class="lb-prompt-body"><div class="lb-prompt-msg">Find me Series B cybersecurity companies that are actively hiring 3 or more SDRs, 100 to 500 employees, raised in the last 18 months</div><div class="lb-prompt-thinking">Scanning 1,500+ enrichment fields across your TAM</div><div class="lb-prompt-sub">Cross-referencing funding databases, job boards, tech stack detection, and org chart data</div></div></div></div>
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<div><div class="lb-step-label">Step 2: Review qualified, signal-enriched accounts</div><div class="lb-output-card"><div class="lb-output-bar"><span class="lb-output-count">187 accounts · 512 verified contacts</span><span class="lb-output-filters">5/5 filters · Signals attached · Scored</span></div><table class="lb-tbl"><thead><tr><th>Company</th><th>Contact</th><th>Signals</th><th>Fit</th></tr></thead><tbody>
<tr><td><span class="co">VaultShield</span><div class="meta">Series B, 210 emp, Raised 8mo ago</div></td><td>Rachel Torres<div class="meta">VP Sales · Verified</div></td><td><span class="sig">4 SDR hires: 6d ago</span> <span class="sig">Head of Sales Dev posted</span> <span class="sig">Outreach in JD</span></td><td><span class="sc">96</span></td></tr>
<tr><td><span class="co">CipherStack</span><div class="meta">Series B, 340 emp, Raised 11mo ago</div></td><td>Daniel Okafor<div class="meta">CRO · Verified</div></td><td><span class="sig">3 BDR roles: 9d ago</span> <span class="sig">New CRO: 41d</span> <span class="sig">Salesloft in JD</span></td><td><span class="sc">92</span></td></tr>
<tr><td><span class="co">ThreatLayer</span><div class="meta">Series B, 155 emp, Raised 5mo ago</div></td><td>Emily Nakamura<div class="meta">Head of Sales · Verified</div></td><td><span class="sig">3 SDR roles: 12d ago</span> <span class="sig">Raised 5mo ago</span></td><td><span class="sc">88</span></td></tr>
<tr><td><span class="co">SecureNode</span><div class="meta">Series B, 280 emp, Raised 7mo ago</div></td><td>Marcus Webb<div class="meta">VP Revenue · Verified</div></td><td><span class="sig">5 GTM roles open</span> <span class="sig">G2 comparison activity</span></td><td><span class="sc">85</span></td></tr>
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<div><div class="lb-step-label">Step 3: Push to your CRM in one click</div><div class="lb-crm-card"><div class="lb-crm-left"><div class="lb-crm-icon">↓</div><div><div class="lb-crm-text">Push 187 accounts to Salesforce</div><div class="lb-crm-sub">Enriched accounts</div></div></div><div class="lb-crm-btn">Push to CRM →</div></div></div>
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<h2>We'll run your ICP <span class="grad">on the call</span></h2>
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