The Cyber Go-To-Market Talk podcast for cybersecurity sales and marketing teams Urgency That Closes Deals: Lessons From Startup Sales - Josh Kriss, COO @ Geordie
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Feb 24, 2026 Josh Kriss, cybersecurity sales leader and COO at Geordie, who scaled teams at Darktrace, shares practical stories about building a one-team sales culture. He talks hiring for collaboration, keeping momentum in long enterprise deals, running disciplined discovery and POC kickoffs, and getting economic buyers engaged. Short, tactical conversations on creating urgency without pressure.
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Hire For One Team Mindset
- Hire for a one-team mindset by probing account-conflict stories in interviews to see if candidates escalate or collaborate.
- Josh asks how they handled territory disputes and expects peer-to-peer resolution rather than immediate leader escalation.
Hire Enterprise Sellers Who Prospect
- Seek enterprise reps who combine seven-figure deal experience with willingness to cold-call and self-prospect.
- Josh asks candidates how many self-prospected meetings they'd book and how they'd partner with BDRs to assess entrepreneurial fit.
Celebrate The Whole Revenue Ecosystem
- Celebrating wins should include the supporting ecosystem, not just AEs.
- Josh ran QBRs with SEs, BDRs and channel teams involved so motivation spreads across the whole revenue machine.