LinkedIn Let's Talk
Revenue Architect Seed to Exit
Mathew Varghese

Mathew
Varghese

The Architect of First Revenue. 25+ years walking into companies with no revenue playbook and building the entire go-to-market machine from scratch.

25+Years
$100M+Team Revenue
$22M+IC Revenue
3Acquisitions
Scroll
01
The Story

You are not just selling a product.
You are selling a belief about how the world is going to work.

I walked into Duo Security as their first enterprise sales rep. Nobody had heard of them. MFA was not a category yet. I spent my time convincing CISOs and IT leaders that the future of authentication looked nothing like the present. Then Cisco acquired Duo for $2.35 billion.

That experience shaped how I think about revenue at early-stage security companies. The hardest part of selling an early-stage security product is not the competition. It is convincing the buyer that the world is about to change.

Before Duo, I led Sales Engineering for the Americas at ArcSight, where I built out the enterprise SE team and stayed through their $1.5 billion acquisition by HP. After Duo, I joined Tanium as one of the first salespeople, built a greenfield territory from nothing, and generated over $22M in new revenue. Then Bromium, where I turned the sales motion around and the company was acquired by HP within a year. Then Silverfort, where my teams and I built over $60M in revenue.

Now I am CRO at Kindo.ai, and it feels like the early chapters of Duo all over again. Kindo is building the AI-native control plane for SecOps, DevOps, and ITOps. Not a chatbot wrapper. Not a point solution. An autonomous agent platform that actually acts on your infrastructure.

$2.35B
Duo Security acquisition by Cisco
$1.5B
ArcSight acquisition by HP
$100M+
Team revenue built across career
$22M+
Individual contributor revenue
$15M+
Pipeline built in 8 months at Bromium
02
The Track Record

Every chapter started with a blank page

Jun 2025 — Present
Chief Revenue Officer
After evaluating dozens of AI companies over 8 months, one conversation with CEO Ron Williams made it clear: Kindo is a true platform. Data sovereignty. AI-agnostic by design. Enterprise-wide agentic orchestration. Owns all GTM functions.
Current
Oct 2019 — Jun 2025 · 5 yrs 9 mos
Silverfort Silverfort
VP of Sales, Americas · First Sales Leader
Joined with fewer than 30 people and under $1M Americas revenue. My teams and I built over $60M in revenue and helped scale the company to 500+ people globally.
$60M+ Revenue
Sep 2018 — Oct 2019 · 1 yr 2 mos
Br Bromium ®
VP of Sales, North America
Recruited to turn around the sales org with an explicit acquisition goal. Restructured GTM, generated $15M+ pipeline within 8 months. Acquired by HP within one year.
Acquired by HP
Aug 2014 — Sep 2018 · 4 yrs 2 mos
Director of Strategic Accounts
One of the first enterprise salespeople. Greenfield territory, no pipeline, no playbook. Generated over $22M in new revenue as an individual contributor selling into Fortune 500 accounts.
$22M+ IC Revenue
Jan 2013 — Aug 2014 · 1 yr 8 mos
First Enterprise Rep → W.W. Director of Sales
Nobody wanted MFA. Took down Fortune 500 accounts, built out SE, account development, inside sales, and enterprise teams. Doubled accounts and tripled pipeline in 6 months. Cisco later acquired Duo for $2.35B.
$2.35B Exit
Dec 2005 — Jan 2013 · 7 yrs 2 mos
SE → SE Manager → Director of SE, Americas → Regional Sales Manager
Started as a Sales Engineer, promoted to Director of Sales Engineering for the Americas, leading 60+ engineers. After the $1.5B acquisition by HP, transitioned into direct sales.
$1.5B Exit · Foundation
03
The Craft

What I build

GTM Architecture

Full go-to-market infrastructure: ICP frameworks, territory maps, pipeline models, hiring plans, RevOps systems.

First Revenue

The hardest dollar to earn is the first one. Five companies, five times from zero.

Enterprise Security Sales

Deep domain expertise selling to CISOs, SOC leadership, and security teams. $150K-$500K ACV cycles.

Scale to Exit

Three acquisitions (HP twice, Cisco). I build with the exit thesis in mind from day one.

Team Building

Built and led teams from 1 to 60+. Sales, SE, BDR, CSM, Marketing, RevOps.

Technical Fluency

CS degree from Wayne State, career started as a sales engineer. I talk tech with architects and ROI with CFOs.

04
What They Say

The people I've worked with

Starting from a handful of folks, Mat built out sales engineering, account development, inside sales, and enterprise teams. He learned fast, onboarded new hires weekly, and developed a sales leadership team. We exceeded our sales targets every month, doubling accounts and tripling pipeline in 6 months.

Dug SongFounder, Duo SecurityManaged Mathew directly

Duo was acquired by Cisco for $2.35 billion.

Mathew has a unique ability to gain instant trust and credibility with customers and peers. He is one of those rare individuals that could aspire to just about anything and help everyone around him realize their true potential.

Gary Freeman, CISSPOpenTextReported directly to Mathew

The skills necessary to navigate in these waters are immense. A broad security knowledge base, an incredible will to win, tireless commitment to customer success. Matt has all of these qualities.

Keith DillonCyber Security LeaderManaged Mathew directly

One of those colleagues you could always depend upon to either have the solution or know where to find it. His customer relationships were off the charts.

Tony Black, MBA, FHIMSSHealthcare & Life Sciences LeaderSame team

At all times positive, sharp, detail-oriented, and ready to get the job done. He can talk business value and go deep technically.

Rick CacciaBuilding the Confidence Layer for Enterprise AICross-functional at ArcSight

There aren't enough superlatives to describe Matt. He was both the most technical and most sales-oriented among a team of outstanding Enterprise-focused Sales Engineers.

Brandon ConleyCRO, Oligo SecuritySenior to Mathew at Aventail

Matt's success came from a combination of his relationship building skills and his technical depth. He successfully managed a distributed team and built strong relationships.

Ansh PatnaikProduct Management Leader5+ years at ArcSight / HP

One of the most knowledgeable solution-sales oriented people I know. I would work for, or with Mathew anywhere.

John BradshawCyber Security ProfessionalSame team at ArcSight

One of the best account managers I have had the pleasure to work with. Strong experience in security architecture and meeting the needs of a challenging enterprise environment.

Keith Duemling, MBA, CHCIOVP/CISO, Catholic HealthBusiness partner

Mathew has a unique talent that not many professionals have in Sales. Being a top SE and now being a top Sales Manager driving continued success.

Darren GaetaManaging Director, PwCSame team

A class-A sales professional, always focused on making customers successful. Equally impressive in every role, from individual contributor to manager.

Alan BavosaVP Security Products, Appdome5 years at ArcSight

His sense of creativity and insatiable drive for premium results not only satisfied my organization, but he impressed members of my team with his flexibility.

Joshua KaimanUSMC Veteran & Sourcing LeaderClient at ArcSight (HP)
05
Beyond the Title

The full picture

Music Production

Creating with Ableton and Suno AI.

Photography

Same eye for composition as revenue architectures.

Training

Home gym, Dr. Rusin's functional protocols.

Building Things

AI agents, trading systems, creative tech.

EducationWayne State UniversityB.A. Computer Science
BaseDetroit MetroMichigan
FocusEnterprise AI SecurityGTM from Zero
LinkedInlinkedin.com/in/bluehat20+ Recommendations