Sector guide
Security buyers can tell in ninety seconds whether a seller understands the threat model. Our cyber practice is led by Fenn Hogan, a specialist in cyber security search and an ethical hacker, so the technical screen is real.
Key facts
Fenn Hogan, cyber security specialist
SecOps, cloud security, identity, GRC
Security premium at top of band
From kick-off, every engagement
Offensive security and pen testing platforms, SecOps and detection and response, cloud and application security, identity and access management, data security and DSPM, GRC and cyber risk quantification, network security and DDI, and OT and IoT security.
We have placed revenue teams for vendors across these categories including Tenable, Infoblox, Swimlane, Safe Security, Hexrays and Kovrr.
Security deals are budget-constrained, compliance-driven and heavily influenced by analyst positioning and peer reference. A seller from generic SaaS usually struggles because the discovery conversation is about threat surface and control gaps, not workflow efficiency.
We screen for the vocabulary and the buying-committee map: CISO, security architect, SecOps lead, procurement and, increasingly, the board risk committee.
Enterprise and named account executives, security sales engineers and solutions architects, channel and MSSP alliances managers, customer success and technical account managers, and regional leadership from RVP to CRO.
2026 pay benchmarks
| Role | UK | US | Note |
|---|---|---|---|
| Enterprise AE | £90k–£110k base · £180k–£220k OTE | $140k–$170k base · $280k–$340k OTE | Large-ACV roles run 5.5–6x quota-to-OTE |
| Sales Engineer / SA | £85k–£110k base · £105k–£140k OTE | $150k–$185k base · $190k–$240k OTE | 80/20 split; cyber and AI infra pay a premium |
| VP / CRO (EMEA or NA) | £170k–£230k base · £320k–£430k OTE | $200k–$300k base · $400k–$600k OTE | Equity typically 0.5–1.5% at Series B |
Full dataset: 2026 GTM salary and hiring benchmarks. Model the cost of a vacant seat with the quota loss calculator.
FAQ
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A short intro call is usually enough to tell whether we're the right partner for the search.
