The pipeline motion your board is expecting
Series B is when cybersecurity companies outgrow their marketing motion. I rebuild it, as a fractional CMO or GTM advisor embedded with your CEO and revenue team.
the problem
Most cybersecurity companies arrive at Series B with a marketing function built for survival, not scale.
The campaigns are reactive. The pipeline is more founder-dependent than the board realizes. The team is small and stretched.
After the raise, that changes. The board has a number. The CRO has a number. Marketing is expected to contribute to both — predictably, not just occasionally.
That's the moment I'm built for. I come in as fractional CMO or GTM advisor and rebuild the demand motion for the stage you're actually in.
Fractional CMO
Ongoing embedded leadership. I own the marketing function, lead the team, and report directly to the CEO. Right for companies without
a CMO in seat.
GTM advisory
Board and CEO-level strategic counsel. Right for companies with marketing leadership in place
but needing senior GTM perspective.
GTM transformation
A defined engagement to diagnose, rebuild, and hand off a new demand gen motion. Right for companies coming off a stalled GTM strategy.
"Carey was the architect of our GTM motion at Black Kite. She came in, diagnosed what wasn't working, and built a demand creation strategy that took us from $7M to $30M ARR over three years. Her work changed the trajectory of the business."
— Eireann Connolly, CRO, Black Kite15 years building pipeline
9 of them in cybersecurity.
I've spent my career at the intersection of demand generation, GTM strategy, and revenue growth, working with some of the most recognized names in security.
I operate at the CEO and board level. I diagnose what's broken, build the motion that's missing, and make sure marketing is driving real pipeline, not just activity.
At Black Kite, I rebuilt the GTM motion from the ground up. We went from $7M to $30M ARR in three years. That's the kind of impact I make.
“Cybersecurity is a noisy market, so emerging companies have to figure out how to stand out without breaking the budget. Carey planned and executed campaigns that broke the mold, ultimately leading to the establishment of a new “Insider Threat” category in cybersecurity, a dramatic increase in awareness of our brand, and the achievement of our ambitious pipeline and revenue goals.”
— Mike McKee, CEO, AtaccamaThe organizations I help
Series B cybersecurity
Typically $10M–$30M ARR, where board expectations have jumped ahead of current marketing output.
Pipeline is a real problem
The demand gen motion is founder-dependent or stalled and the CRO and CEO both know it.
No CMO in seat
You need senior marketing leadership fast, without a 6-month executive search.
You move quickly
Decisions get made, experiments get run, and there's genuine urgency around the pipeline number.
LET’s TALK PIPELINE
If you're a cybersecurity CEO or board member and the demand gen motion isn't where it needs to be, I'd like to understand the situation.