Root: Laying the Foundation for Scalable Growth

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Root: Laying the Foundation for Scalable Growth

Case study

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Root is a cybersecurity company specializing in automated container security and patching. With substantial venture capital backing, a proven product, and an initial customer base, Root was poised for growth. As they prepared to scale, the Co-Founder recognized the need to establish a dedicated sales team to secure new enterprise clients. They sought to hire their first Enterprise Account Executive (AE) and a Sales Engineer to support the AE. Initially, they were open to candidates with experience in selling SecOps solutions, aiming to build a team capable of driving enterprise growth.

Research

We worked closely with Root to understand the specific customers they wanted to land and the personas they were targeting. Our market analysis highlighted the importance of bringing on salespeople who had previously operated at early-stage vendors and successfully built from 0–1. This ensured Root would be equipped with reps who not only understood how to win new business but also how to create repeatable sales processes in a startup environment.

Solution

We went to market targeting Account Executives with proven success as part of founding sales teams in cloud security or application security. Our focus was on candidates with strong track records of longevity and consistent performance. Through this approach, we successfully placed Root’s first sales hires — one on the East Coast and another in the Central region. This gave Root the firepower to win new customers, expand market presence, and lay the foundation for scalable revenue growth.