GTM 17: Navigating Life

GTM 17: Navigating Life, Legal and Security with Pukar C. Hamal

Pukar C. Hamal is the CEO and founder of SecurityPal, a company that makes security questionnaires. Pukar has a strong background in Startups and Tech having started out in San Francisco in the early 2010s in a time of booming innovation and creativity.

He talks about how startups ought to navigate the topic of data privacy. He also shares insights on what security leaders should look out for, understanding the context of your specific organization in managing data security, evolving with the times, advancing best practices, and more.

This discussion explores his experiences as a sales development representative, his philosophy on risk-taking and regret-minimizing, and some of his career lessons.

What You Will Learn:

  • What sales development representatives do.
  • Data privacy: what it is and what it means for startups.
  • What security leaders ought to look out for.
  • Pukar’s career learnings

Highlights:

(1:33) Pukar’s background story and SecurityPal beginnings.

(6:47) The future of the SDR rule with increased tech automation.

(12:25) The challenging nature of SDR roles.

(16:49) How the SDR environment has evolved over time.

(21:15) Pukar’s journey in tech: taking risks and minimizing regrets.

(27:40) How to resolve deals that are stuck in legal procurement.

(31:41) Advice for sales development reps on closing deals.

(45:30) What security leaders should be looking at.

(50:35) Pukar’s key career learnings.

Guest Speaker Link:
Linkedin: https://www.linkedin.com/in/pukarhamal/

Host Speaker Links:
LinkedIn: www.linkedin.com/in/ssbarker/
Newsletter: thegtmnewsletter.substack.com/

The GTM Podcast
Don’t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.

Before helping found GTMfund, Scott spent 4 years at Outreach as Director of Strategic Engagement. He was in charge of aligning key relationships with VCs, BoDs, ecosystem partners and community members to drive revenue and strategic initiatives across Outreach. Scott initially ran revenue/partnerships for Sales Hacker (which was acquired by Outreach in 2018). Prior to Sales Hacker, he led and built outbound Business Development teams at Payfirma and MediaValet. Scott also advises for a number of high growth start-ups and is the host/author of The GTM Podcast and The GTM Newsletter. At GTMfund, Scott leads all fundraising efforts and runs the media arm of the firm. He’s also responsible for assessing investments, team management, LP/community relationships and GTM support for founders.

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