Kathleen Lim Randall · Founder, Waypoint GTM Advisory

Fractional GTM Operator for Cybersecurity Founders.

GTM playbook creation and hands-on execution for cybersecurity and GRC software founders.

I work as a fractional GTM engineer, seller, and marketer — rolled into one role — for VCs and their early- and growth-stage B2B software founders selling into the enterprise.

Kathleen Lim Randall — Founder, Waypoint GTM Advisory
My super power
Technical depth
Sales rep + leadership experience
AI-native marketing skills
A GTM brain

25+ years building, leading, and transforming GTM motions at startups, PE-backed companies, and Fortune 500 software businesses — applied directly to your team, your pipeline, your deals.

Schedule a 30-minute intro → Text me: 310.318.4883 Connect on LinkedIn
What I do

Four ways I work with founders.

01

PMF & Sales Playbook Validation

Help founders validate product-market fit and their sales playbook using my knowledge, experience, and AI tools — both off-the-shelf and ones I've built.

02

VP Sales–Grade Outbound Support

A founder's personal VP Sales–grade SDR. Executive-grade outbound sales support — the right accounts, the right contacts, the right message.

03

Rapid GTM Strategy Assessment

A 2-week engagement that gives founding teams an objective, prioritized GTM action plan — to get to goal before runway wears out.

04

Fractional Growth Hacker

For early-stage startups. I build the basic systems, assets, and messaging you need to sell — done, not theorized.

The full services 1-pager

A printable summary of the four offerings — engagement model, deliverables, and what you get on a single page.

Download the 1-pager (PDF) →
Preview of the Waypoint GTM Advisory services 1-pager Download PDF
Featured productized service

Top of Funnel Managed Service

A signal-led, founder-driven managed service for early-stage cybersecurity and infrastructure founders who need to find their first PMF-pattern-matched customers — without burning cash on cold-list vendors and sequencer tools that assume product-market fit you don't have yet.

Learn how the Top of Funnel Managed Service works →

What founders & investors say

Trusted by founders, sales leaders, and the investors who back them.

"
Because of your guidance, focus, and leadership, the business feels genuinely turned around. We now have a clear and confident understanding of our market and a sharpened sense of direction. The difference, both operationally and culturally, is evident.
NB
Nicole Bucala
CEO, DataBee · LinkedIn
"
Kathleen is a secret weapon for cybersecurity startup founders. She brings deep sales expertise and an extraordinary ability to coach founders — many of whom have little professional sales experience — into confident, capable sales leaders. I've seen firsthand how her work can accelerate founder-led sales and drive real traction. I recommend her without hesitation.
RT
Roger Thornton
Ballistic Ventures
"
Working with Kathleen was a game-changer for our startup. Her personalized coaching and industry expertise propelled our go-to-market success.
RC
Reed Clayton
2× Founder
Background

25 years in GRC, audit, and cybersecurity GTM — practitioner to senior sales leader.

Kathleen is a go-to-market and sales leader with a primary focus on governance, risk, compliance (GRC), audit, and cybersecurity software. Over a 25-year span, she's worn the practitioner, consultant, GTM strategist, and senior sales leader hats — formulating winning strategies and establishing scalable sales processes for companies navigating complex, multi-buyer, platform sales motions.

She's been the first sales hire at a startup, the GM launching a U.K. company's U.S. business from zero, the Americas GTM leader running an 8-direct, 50-AE team through a successful PE exit, and the Director of Risk Solutions Sales at ServiceNow. Her ability to sell B2B SaaS to top risk-management executives has served global enterprises across finance, healthcare, energy, and government.

Kathleen doesn't deliver one-size-fits-all consulting templates. As an operator who has lived inside startup, growth-stage, and PE-backed environments, she builds data-informed, realistic game plans for teams with limited resources — and works alongside the team to execute them.

32%
Y/Y Americas growth at a PE-backed platform market leader — fueled the 2023 PE exit
5×
Revenue growth launching a U.K. startup's U.S. business from zero
5 yrs
As an IT auditor & Deloitte consultant
25+
Years across startups, PE, and Fortune 500 software GTM
Connect on LinkedIn
Credentials, recognition & affiliations

The receipts.

Roles

Archer IRM (PE-backed)VP Sales — Americas
ServiceNowDirector of Risk Solutions Sales
SureCloud (start-up)EVP Americas
RSA ArcherSenior Account Manager; Strategic GTM Leader
Optiv (fka Accuvant / ControlPath)Sales Engineer
DeloitteIT Auditor & Consultant

Certifications

  • CISSP — Certified Information Systems Security Professional, ISC²
  • CISA — Certified Information Systems Auditor, ISACA
  • GSNA — GIAC Systems and Network Auditor, SANS Institute

Education & Development

  • BBA, Management Information Systems — UT Austin, Red McCombs School of Business
  • AI courses, The Wharton School, University of Pennsylvania
  • Symphony Technology Group Private Equity — Inaugural Leadership Cohort (by nomination)
  • RSA Women's Leadership Program, Korn Ferry (by nomination)
  • Board Governance Workshop — 50/50 Women on Boards
  • Board Education — Athena Alliance

Awards & Speaking

  • 2023 Stevie Gold Winner — National Sales Executive of the Year
  • "GRC Program Implementation Challenges and How to Succeed" — Gartner IT Symposium / Xpo, Orlando, 2019
  • "The Journey from Spreadsheets to Integrated Risk Management" — CISO Conference, Dallas, 2019

Affiliations

ISC² · ISACA · 50/50 Women on Boards · Athena Alliance · OpenView Partners Executive Network · Private Board Directors Association

Industries Served

Financial services · Healthcare · Energy & utilities · Federal & state government · Technology & SaaS

Let's talk

Taking on a limited number of new clients in 2026.

If you're a founder or executive at a B2B enterprise software company and need an operator — not another deck — to help you get to repeatable revenue, let's spend 30 minutes on the phone.

Schedule a 30-minute call → Text me: 310.318.4883 Connect on LinkedIn
Or email kathleen@waypointgtm.com  ·  LinkedIn