Stop Treating Agentic Cybersecurity GTM Like a Sales Project: Kristen Twining SVP Sales @ Reco

Kristen Twining is the SVP of Sales at Reco, a company that secures AI and agents, and she's rebuilding its go-to-market to be AI forward. Her argument is that agentic GTM can't be a sales project. She explains why marketing and RevOps have to be in it from the start, what she told her reps when she pulled their tech stack, and the go-to-market engineer hire nobody knew existed a year ago.
In this episode
Why Kristen calls it "a company agentic motion" and who has to be in the room
The unglamorous foundation work: data, the CRM, access and the tech stack
What she told her reps when she took the traditional tech stack away
How scoring for signal cut Reco's outbound target list by about 80%
The manual middle: reps working their lists with a go-to-market engineer while the automation catches up
What a great go-to-market engineer looks like, and why the job description took five or six drafts
Her favorite AI interview question for BDRs and AEs, and the answer her dad in his 70s would give
Overrated or underrated: Black Hat, a degree in sales, and work-life balance
About the guest
Kristen Twining is SVP Sales at Reco, which she joined in January 2026 after running Americas sales at FireMon, global sales at Illusive, ITDR sales at Proofpoint and a long run at HPE. She also hosts the podcast My Stilettos Hurt.
Notable quotes
"You can't confuse that with, I'm building a sales agentic motion. This is a company agentic motion."
"Nobody even knew what a GTM engineer was a couple years ago, maybe even a year ago."
"There's a language to AI and there's a translation."
Chapters
00:00 Intro
03:28 Spin the wheel
04:23 Why Kristen went AI-forward
07:14 The unglamorous foundation work
11:14 A company motion, not a sales one
12:26 Cutting the target list by 80%
19:37 Hiring for an AI-forward sales team
30:43 The go-to-market engineer
35:39 My Stilettos Hurt
41:11 Overrated or underrated
Support the show
The Cyber Go-To-Market Talk is the show for cybersecurity sales leaders, founders, CROs, and go-to-market operators looking to improve cyber sales performance and build more predictable revenue growth. Hosted by Andrew Monaghan, founder of Unstoppable.do, covering cyber sales leadership, revenue leadership, sales onboarding, forecasting, pipeline generation, and cybersecurity go-to-market execution.
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