The Cybersecurity GTM Hiring Index

Read this way: account executive and sales IC roles at 1,127 openings outnumber BDR and SDR roles at 261 by roughly four to one. Pipeline generation capacity leads closing capacity by a quarter or more, so a market hiring closers this much faster than pipeline generators is one where coverage problems surface two quarters out.

Marketing (640 open)

Sales (1,736 open)

BDR / SDR (261 open)

Partnerships (400 open)

Customer Success (397 open)

RevOps (143 open)

Read this way: Demand Generation and Growth is the largest marketing specialty at 167 of 640 open marketing roles, with product marketing at 124, demand generation at 167 and field and events at 102. Those three together are the bulk of marketing demand, and they are the three a company builds first after a Series A, which is a fair description of where the tracked universe sits. On the sales side, 479 of 1,736 open sales roles are sales engineering and presales, so anyone reading the sales bar as closers only is overcounting quota carriers by that amount. For a job seeker the practical use is narrower than the chart: pick your specialty on GTM Radar and the board shows only those roles, and the daily digest can be set to the same cut.

Read this way: leadership openings are scarce. Across 4,285 roles there are 43 at VP level or above (36 VP, 5 C-level, 2 SVP), plus 50 more carrying a Head of title, which sits anywhere between Director and VP depending on the company. Even counting Head of generously, that is 93 senior seats out of 4,285. For anyone searching at that level the practical implication is that the posted market is a fraction of the real market, and most of these seats get filled through networks before they are ever listed.

What each stage is hiring for

Each row sums to 100% of that stage's open roles, so this shows what a stage prioritises rather than how much it hires. Functions are grouped the same way GTM Radar's filter chips group them, so the two match. The finer split, presales against sales IC or product marketing against demand generation, is on the Function tab.

Read this way: sales is the largest block at every stage, which is expected. What moves is everything around it. Marketing runs highest at Series A and Series C, the two points where a company is usually repositioning rather than just selling more. Dedicated revenue operations barely registers before Series B and roughly doubles after, which is the point at which a company stops selling on founder energy and starts needing a system. Customer success is heaviest at PE-backed companies, where retention is the thesis.

Read this way: None of the 4,285 open roles carry an explicit fractional designation in this snapshot. The board only sees roles posted on a company careers page, so fractional engagements arranged directly do not show up in this count. The 28 contract and interim roles are a different profile: fixed-term backfills, maternity covers and project-scoped engagements at larger companies. GTM Radar and the daily digest both filter by employment type, so job seekers can isolate fractional or contract work without wading through permanent listings.

By function group

Every open role, grouped the way GTM Radar's filter chips group them.

Read this way: marketing sits at 48% remote, against sales at 46%. That is a 2 point gap, small enough that the two blocks behave much alike. Community and developer relations, which sits inside marketing, has 47 open roles at 55% remote, close to the marketing average. Check the detailed breakdown below before reading the category average as your own odds of a remote marketing role.

By individual function

Functions with fewer than 40 open roles are excluded, since a percentage on a small base is noise. They are listed underneath rather than dropped.

Held out of the chart above, shown for completeness: Marketing Leadership 48% of 31 roles; Sales Leadership 67% of 21 roles.

Read this way: the split tracks how much of the job depends on being in a room with someone. Customer success and sales engineering, which run on scheduled calls, sit at the top. Community and developer relations sits at the bottom, because the work is conferences, meetups and booths.

Read this way: the teal dot is the bottom of the band and the amber dot is the top. Band width matters as much as position: a wide band means the title covers genuinely different jobs at different companies, which is exactly where a candidate gets underpaid by accepting the title instead of negotiating the scope. Base is only part of the picture on revenue-carrying roles, where variable runs 40 to 50% against 10 to 25% on most marketing roles, so a base comparison across the two understates the sales side. On-target earnings for every role are in the CSV. Compare the roles that get confused with each other before writing or accepting a job description.

6.7% of open go-to-market roles are leadership positions: 287 of 4,285, or roughly 24.5 executive openings per 100 tracked companies.

Read this way: marketing carries one of the highest leadership shares on the board at 13.1%, 84 leadership roles out of 640 open marketing positions. A function hiring leaders at that rate is either building teams that do not exist yet or replacing leaders who did not last. Both readings point at the same thing: marketing leadership in cybersecurity turns over faster than the function can absorb, which is a structural problem rather than a hiring-pool problem. Function groups with fewer than 40 open roles are excluded, because a percentage on a base that small moves several points on a single posting.

Read this way: roles per company is the more useful column. A firm with a large tracked portfolio and a low roles-per-company figure has breadth; a firm with two or three tracked companies and a high figure has a small number of portfolio companies scaling hard right now. Firm names are normalized before counting, so Insight and Insight Partners, or a16z and Andreessen Horowitz, are counted once rather than split. Corporate venture arms are included and labelled as such.

Req count against how long those reqs have been open

Read this way: a high req count can mean two opposite things, and the count alone cannot tell you which. Roles that went up recently point at a plan that is funded and moving. Roles sitting open two or three times longer than the site median point at reqs nobody is closing, which usually comes down to a band set below market, a process that stalls, or a role scoped so broadly that no single candidate matches it. Verkada at 185 reqs with a 25 day median is the first case. Sophos at 0 with a n/a day median is the second. As a candidate, the second group is where an application is most likely to sit unread, and also where you have the most leverage if you are genuinely a fit.