Matt Gilbo Email & Phone Number

Wilmington, Delaware, Us

Palo Alto, California, Us

A pioneer in the Cyber Risk Quantification Management (CRQM) space, Safe Security aggregates signals across people, processes, and technology to measure and mitigate enterprise-wide cyber risk in real-time.• Developed and implemented a comprehensive global GTM strategy and Sales function to drive enterprise and commercial sales revenue. Consistently exceeded performance targets, acquired 120+ new customers (+150% YoY), expanded the ASP from $90k to $150k, built a $65M deal pipeline, increased ASP from $80k to $130k in under 6 months, and increased ARR from $7M to $16.5M (+135%). • Developed a global enablement program and core GTM playbooks to reduce rep ramp from 13 to 5 months. • Managed an international team of 9 direct reports, 55 indirect resources, and an annual budget of $18M.• Repositioned the Global Sales Force and Ideal Customer Profile (ICP) to North America, Australia, New Zealand India, and UK by developing key targets, partners, and GTM strategies tailored to each region.• Successfully pivoted from a direct to 100% channel first strategy with National MMSPs/MSPs and Global SIs that included PwC, EY, KPMG, and Deloitte. Delivered key wins with Meta, Costco, Southwest Airlines, GSK, Thermo Fisher Scientific, Novartis, Glovo, and JPMorgan Chase & Co.

Tampa, Florida, Us

The force multiplier of security operations, ReliaQuest’s GreyMatter security operations platform automates detection, investigation, and response across cloud, endpoint, and on-premises tools and applications.• Developed and implemented a business strategy and playbook to accelerate enterprise sales across North America and expanded ReliaQuest’s presence within three national markets. Onboarded 30+ partners to transition from a direct sales to 100% partner-first selling model. Consistently surpassed business objectives, expanded the customer base by 150% YoY, and increased net new ARR from $1M to $20M+ in 2022 (+300% YoY).• Built, trained, and mentored Go-To-Market, Sales, Sales Development Representatives, and Sales Engineering teams, expanding from 3 to 40+ personnel. Developed a highly effective sales enablement program that reduced the ramp-up time for new Sales Representatives from 13 months to less than 5 months (-61.5%). • Closed lucrative deals with leading companies, including U.S. Bank, Land O’Lakes, Levi’s, Apache, Cedars-Sinai, Herbalife, Southwest Airlines, WestJet, Circle K, MGM, Caesars, Salesforce, Oracle, PCL, and Hyundai NA.

San Jose, California, Us

A pioneer of Privaci, the world’s first PrivacyOps platform, SECURITI.ai provides a centralized SaaS platform that automates primary functions for data security, privacy, governance, and compliance.• Developed and executed strategies to drive sales worldwide across enterprise direct, commercial channel partners, and global service integrators (GSI). Created the go-to-market strategy to scale from stealth mode to Series B, built the team, acquired 70+ customers, grew from zero to $5M+ in sales, and established a $36M pipeline.• Built 15 Enterprise and 8 Commercial sales teams from the ground up, including dedicated Customer Success, Channel, and GSI teams, 6 Sales Engineers, and 8 Business Development Representatives. Recruited, hired, and trained top talent and partners in Sales divisions across North America, United Kingdom, LATAM, and EMEA. • Implemented enterprise-wide strategic initiatives and defined a singular set of key performance indicators to quantify progress and provide real-time views and insights across various teams. Maintained a core focus on building CIO, CISO, and CPO relationships, securing Fortune 500 accounts, recruiting new talent, delivering strategy training to the Channel team, and providing best-in-class client outcomes via the Customer Success team.

Sunnyvale, California, Us

The leader in Zero Trust Segmentation, Illumio provides the only proven segmentation product suite purpose-built for Zero Trust security that stops hackers and malware from moving laterally through networks.• Transformed Illumio’s Enterprise and Commercial teams and led revenue growth initiatives in three key North American regions to maximize market share. Removed roadblocks to accelerate performance, created strategic plans to increase accountability, and leveraged creative, outside-of-the-box techniques to close pivotal deals. • Managed 9 direct and 35 indirect reports, across NA Enterprise, Commercial & Mid-Market, ISR, and Channel teams. Recruited and developed top talent in 9 Sales teams to deliver a 50% YoY increase in net new logo wins. • Achieved $11M in NN ACV (107% of target) in FY 2017 and 70% YoY Growth in ACV in FY 2018.• Developed an Enterprise Enablement Program that reduced rep ramp from 15 to 6 months, with 5 of 9 Teams managed achieved Presidents Club. Developed the North American Partner GTM Strategy, including building, recruiting, enablement, and onboarding of 25+ VARs and Partners. • Achieved key enterprise wins with Starbucks, WestJet, Thermo Fisher Scientific, Discover Financial, Salesforce, Workday, Oracle, Ticketmaster/Live Nation, BNY Mellon, Citi, United Airlines, and Chevron.

New York, Ny, Us

A pioneer in data security and analytics, Varonis (NASDAQ: VRNS) protects and secures enterprise data from internal and external threats through the automated analysis of data, account activity, and user behavior.• Led Enterprise, Commercial, SLED, and Public sector sales across the Pacific Northwest, Western Canada, Upper Midwest, Rocky Mountains, and TOLA regions. Grew the North America region from scratch and secured 1,500 customer accounts. Built and managed a team of 9 direct reports and 45 Field Sales Reps. • Achieved $11.5M (93% of goal) NN ACV and 30% YoY growth in FY 13, $17M (101% of goal) and 46% YoY growth in FY 14, $25M (105% of goal) and 50% YoY growth in FY 15, and $36.4M (125% of goal) in FY 16.

New York, Ny, Us

New York, Ny, Us

Portland, Oregon, Us