Andrew Wesbecher · Revenue leader for AI & cybersecurity startups

The record

The job: first customers to repeatable revenue.

Hired by founders and their boards to take a technical product from its first customers to a predictable number. The results below are from those builds.

$700K → $12MARR in five quarters as Global VP Sales & ChannelsTraceable

137%Net revenue retention, with 94% gross retention and an 80% POV win rateTraceable

2 → 80+Alpha customers to enterprise accounts as first global sales leaderLacework

135%Net revenue retention at 98% gross retention; growth drew two nine-figure acquisition offersLacework

$15M → $100MCompany bookings run rate during my tenure as first New York hireCisco Meraki

360%Year-over-year growth in Northeast strategic-account bookingsThousandEyes

Teams built and led: up to 40 people across reps, SEs, BDRs, channel, and sales ops.

What I do

Three ways I work with founders.

Full-time revenue leadership

CRO or VP Sales at an AI or cybersecurity company between $1M and $25M ARR, where the founder wants a partner who can design the system and still carry a bag.

Fractional CRO & GTM advisory

First revenue engine builds for AI security startups: ICP and account tiering, outbound, product-led growth where the product supports it, MEDDPICC, forecast cadence, and the first enterprise deals worked alongside the founder. Current and recent clients: Unbound Security, Realm Labs, Guard0, Opal Security, Stream.Security.

Angel investment

Through Madrone Capital I back technical founders in AI and security, then work hands-on with them on first sales hires, pricing, and go-to-market. Portfolio includes Oligo Security and ArmorCode. I also founded Powered_by Agency, which builds custom AI agents for small businesses.

The system

The build is the same every time.

Hire the team.
Define the ICP.
Install MEDDPICC.
Stand up channels.
Run the forecast cadence that makes the number predictable.

Since 2023, the engine runs on AI. I do not sell AI from a slide; I build with it daily and run my own pipeline on it. Enrichment, outbound, CRM operations, and deal intelligence run on AI agents with human-approved sends, so I sell AI infrastructure the way buyers actually adopt it.

Career

Twenty-six years, sold forward.

2023 – nowMadrone Capital & advisoryFounder, Angel Investor, GTM AdvisorFractional CRO and GTM advisory for AI security startups; angel investments in Oligo Security and ArmorCode; founder of Powered_by Agency.
2022 – 2023Traceable AIGlobal VP Sales & ChannelsRecruited by Jyoti Bansal. ARR from $700K to $12M in five quarters; 40-person org. Acquired by Harness for $900M.
2020 – 2022Contrast SecurityVice President of SalesEnterprise sales at the $1.4B application security company; accounts included PayPal, T-Mobile, SAP, and Intuit.
2017 – 2019LaceworkGlobal VP Sales & ChannelsRecruited by Sutter Hill Ventures as first global sales leader; built every revenue function from zero. Acquired by Fortinet.
2016 – 2017Forward NetworksGlobal Head of Sales, Channels & CSRecruited by Andreessen Horowitz as the company's first GTM executive, responsible for all revenue.
2014 – 2016ThousandEyesDirector of SalesNortheast strategic accounts, 360% YoY bookings growth. Acquired by Cisco for $929M.
2011 – 2014Cisco MerakiDirector of SalesFirst New York hire; company grew from $15M to $100M in bookings run rate. Acquired by Cisco for $1.2B.
2009 – 2011FISDirector of SalesEnterprise sales leadership for financial technology, New York.
2001 – 2009TIBCO SoftwareSenior Account ExecutiveEnterprise middleware to global accounts across New York and London, where I learned the trade.