James Foy
Cybersecurity ISR | Enterprise & MSSP Pipeline Builder | Sales Execution + Technical Acumen | Early-Stage SaaS
I help early and growth-stage cybersecurity companies turn product into revenue. My focus is building repeatable pipeline and closing early customers in enterprise and MSSP markets — especially when brand awareness is low and messaging is still evolving.
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I work closely with founders, product, and marketing to test positioning, refine ICPs, and create sales motions that scale. At Stellar Cyber, I’ve driven multi-million ARR impact while building large enterprise and MSSP pipeline for an AI-driven SecOps platform. My background spans SaaS, security, data, and telecom — consistently centered on creating outbound motion, opening net-new accounts, and turning early traction into predictable pipeline. I’m most effective where: products are early or evolving messaging needs validation outbound needs structure first enterprise logos matter I bring a builder mindset: test quickly, learn fast, refine the motion, and create revenue.
GTM Index
- HISPANICS AND TECHJOB
- Founder(Volunteer)8Y 3M
Founder(Volunteer)
Hispanics and Tech
Built a community focused on access, mentorship, and opportunity in tech. Connected professionals with career pathways and startup opportunities Supported outreach between companies and underrepresented talent Participated in national speaking and startup events
- JAFOY CONSULTINGJOB
- Fractional GTM & Lead Gene…21Y 7M
Fractional GTM & Lead Generation Consultant
JAFOY Consulting
• Support early and growth-stage tech startups in building outbound structure and pipeline. Developed ICPs, messaging, and outbound frameworks Built early sales motion for SaaS and deep-tech startups Helped founders move from founder-led selling to repeatable pipeline creation
- Founder21Y 7M
Founder
JAFOY Consulting
Built outbound pipeline and GTM motion from scratch for early-stage cybersecurity and SaaS companies entering the US market — ICP development, cold sequencing, and prospecting playbooks before a sales team existed.
- STELLAR CYBERJOB
- Senior Sales Executive4Y 11M
Senior Sales Executive
Stellar Cyber
Sourced and qualified $75M+ in enterprise and MSSP pipeline cold — $100K to $2M ACV — selling AI-driven Open XDR into CISOs, SOC Directors, and MSSP operators across financial services, healthcare, manufacturing, and government. Exceeded quota at 150%+ throughout tenure — President's Club 2024 — in a competitive multi-vendor market where technical credibility was required before every first meeting. Built every dollar of pipeline from zero — phone, email, LinkedIn — no inbound support, no brand recognition; identical to the motion required at early-stage companies entering new markets. Opened conversations around AI-driven threat detection, ransomware prevention, attack surface reduction, a…
- Senior Inside Sales Execut…1Y
Senior Inside Sales Executive
Stellar Cyber
• Own outbound and pipeline development across enterprise, MSP, and MSSP segments for an AI-driven SecOps platform. Generated $5M+ direct ARR while building $75M+ qualified pipeline Consistently exceeded quota (150%+) in competitive enterprise security market Helped refine ICP targeting across enterprise SOC and MSSP buyers Partnered with marketing and product to sharpen messaging based on live customer conversations Opened new accounts in environments with low brand recognition
- Inside Sales Representative3Y
Inside Sales Representative
Stellar Cyber
Focused on creating repeatable outbound motion into enterprise and MSSP security teams. Built enterprise pipeline through targeted outbound and multi-threaded account strategy Engaged security leaders across SOC, IT, and operations stakeholders Helped mature sales playbooks as the company scaled
- INTEGRATIONWORXJOB
- Inside Sales Mgr3Y 11M
Inside Sales Manager
Integrationworx
● Built and managed $25M+ pipeline ● Led outbound prospecting and early discovery conversations ● Targeted technical and operational leaders ● Supported opportunities from first contact through qualification
- BD3Y 2M
Business Development
Integrationworx
• Developed a robust sales pipeline exceeding $25 million USD for a leading data integration and analytics firm. • Executed targeted lead generation strategies aimed at senior-level technical and operations executives. • Drove business development initiatives across the Food and Beverage, Energy, and Manufacturing sectors.
- DECISION LENSJOB
- Inside Sales Mgr1Y 11M
Inside Sales Manager
Decision Lens
• Created a pipeline of $4 million for industry-leading AI SaaS software • Secured an average deal size of $25,000 MRR • Finished first out of startup sales team of 5 in lead generation/activity sprint Decision Lens is Money Ball for business, backed with an industry exclusive model called AHP which provides the analytics and algorithms to identify key elements for decision making. Common uses: IT Portfolio Prioritization, Budget and POM planning, Capital Planning, R&D, Product rationalization, Requirements Analysis, Vendor Selection, and Pro Sports Player selection * Fortune 500's * Intelligence Community * DoD - Navy, Air Force, Army, Marines * Federal Civilian * Professional Sports: G…
- TRACEGAINS,JOB
- BD Representative1Y 11M
Business Development Representative
TraceGains, Inc.
TraceGains supplies Supplier Performance/Risk Management software solutions to Food Manufacturers • Built pipeline in excess of $3 Million SaaS ($40,000 MRR) • Ranked #1 of 3 business development representatives
- CONNECTIVA SYSTEMSJOB
- Global Inside Sales Mgr2Y 11M
Global Inside Sales Manager
Connectiva Systems
Created a Global pipeline in excess of $20 million Global Inside Sales Manager for an enterprise-focused telecommunications software provider targeting Sr. Financial as well as Marketing executives. Responsibilities included sales process implementation, metrics management, campaign development, lead development, lead nurturing and sales execution. Executed Sales Strategies and Campaigns Tier 1, Tier 2 and Tier 3 telecom providers Targeted C suite Created a Pipeline in excess of $4 million
- SUBEX AZUREJOB
- Inside Sales Mgr1Y 11M
Inside Sales Manager
Subex Azure
Telesales, Business Development and Lead Generations for the Americas Division-for this provider of Revenue Assurance/ Fraud Management/ Customer Experience Management/ Service Activation software provider Quota Achievement of 115% Deal Size $650,000 and greater Created Pipeline in excess of $25 million Designed and implemented SFDC process
- TIAN SOFTWAREJOB
- Inside Sales1Y 11M
Inside Sales
tian software
Implemented Inside sales program for this software analytic start-up software company. Instituted lead generation efforts and follow up process established sales infrastructure and product introduction into targeted markets. Targeted Fortune 1000 companies in the retail, finance, telecom sectors
- BSDIJOB
- Inside Sales1Y 11M
Inside Sales
BSDi
Implemented Inside Sales program, responsible for direct sales of Open Source software and services. Successfully penetrated Level 3 Communications, IDT, US Bank Quota Achievement of 115%
- Job: Integrationworx — Business Development · 2018-04 – 2021-06 — • Developed a robust sales pipeline exceeding $25 million USD for a leading data integration and analytics firm. • Executed targeted lead generation strategies aimed at senior-level technical and operations executives. • Drove business development initiatives across the Food and Beverage, Energy, and Manufacturing sectors.
- Job: TraceGains, Inc. — Business Development Representative · 2012 – 2013 — TraceGains supplies Supplier Performance/Risk Management software solutions to Food Manufacturers • Built pipeline in excess of $3 Million SaaS ($40,000 MRR) • Ranked #1 of 3 business development representatives
- Job: Subex Azure — Inside Sales Manager · 2008 – 2009 — Telesales, Business Development and Lead Generations for the Americas Division-for this provider of Revenue Assurance/ Fraud Management/ Customer Experience Management/ Service Activation software provider Quota Achievement of 115% Deal Size $650,000 and greater Created Pipeline in excess of $25 million Designed and implemented SFDC process
- Job: tian software — Inside Sales · 1999 – 2000 — Implemented Inside sales program for this software analytic start-up software company. Instituted lead generation efforts and follow up process established sales infrastructure and product introduction into targeted markets. Targeted Fortune 1000 companies in the retail, finance, telecom sectors
- Job: Connectiva Systems — Global Inside Sales Manager · 2009 – 2011 — Created a Global pipeline in excess of $20 million Global Inside Sales Manager for an enterprise-focused telecommunications software provider targeting Sr. Financial as well as Marketing executives. Responsibilities included sales process implementation, metrics management, campaign development, lead development, lead nurturing and sales execution. Executed Sales Strategies and Campaigns Tier 1, Tier 2 and Tier 3 telecom providers Targeted C suite Created a Pipeline in excess of $4 million
- Job: Integrationworx — Inside Sales Manager · 2018 – 2021 — ● Built and managed $25M+ pipeline ● Led outbound prospecting and early discovery conversations ● Targeted technical and operational leaders ● Supported opportunities from first contact through qualification
- Job: Hispanics and Tech — Founder(Volunteer) · 2018-05 – present — Built a community focused on access, mentorship, and opportunity in tech. Connected professionals with career pathways and startup opportunities Supported outreach between companies and underrepresented talent Participated in national speaking and startup events
- Job: Stellar Cyber — Senior Sales Executive · 2022 – 2026 — Sourced and qualified $75M+ in enterprise and MSSP pipeline cold — $100K to $2M ACV — selling AI-driven Open XDR into CISOs, SOC Directors, and MSSP operators across financial services, healthcare, manufacturing, and government. Exceeded quota at 150%+ throughout tenure — President's Club 2024 — in a competitive multi-vendor market where technical credibility was required before every first meeting. Built every dollar of pipeline from zero — phone, email, LinkedIn — no inbound support, no brand recognition; identical to the motion required at early-stage companies entering new markets. Opened conversations around AI-driven threat detection, ransomware prevention, attack surface reduction, a…
- Job: JAFOY Consulting — Fractional GTM & Lead Generation Consultant · 2005 – present — • Support early and growth-stage tech startups in building outbound structure and pipeline. Developed ICPs, messaging, and outbound frameworks Built early sales motion for SaaS and deep-tech startups Helped founders move from founder-led selling to repeatable pipeline creation
- Job: BSDi — Inside Sales · 1998 – 1999 — Implemented Inside Sales program, responsible for direct sales of Open Source software and services. Successfully penetrated Level 3 Communications, IDT, US Bank Quota Achievement of 115%
- Job: Decision Lens — Inside Sales Manager · 2014 – 2015 — • Created a pipeline of $4 million for industry-leading AI SaaS software • Secured an average deal size of $25,000 MRR • Finished first out of startup sales team of 5 in lead generation/activity sprint Decision Lens is Money Ball for business, backed with an industry exclusive model called AHP which provides the analytics and algorithms to identify key elements for decision making. Common uses: IT Portfolio Prioritization, Budget and POM planning, Capital Planning, R&D, Product rationalization, Requirements Analysis, Vendor Selection, and Pro Sports Player selection * Fortune 500's * Intelligence Community * DoD - Navy, Air Force, Army, Marines * Federal Civilian * Professional Sports: G…
- Job: Stellar Cyber — Senior Inside Sales Executive · 2025-03 – 2026-03 — • Own outbound and pipeline development across enterprise, MSP, and MSSP segments for an AI-driven SecOps platform. Generated $5M+ direct ARR while building $75M+ qualified pipeline Consistently exceeded quota (150%+) in competitive enterprise security market Helped refine ICP targeting across enterprise SOC and MSSP buyers Partnered with marketing and product to sharpen messaging based on live customer conversations Opened new accounts in environments with low brand recognition
- Job: JAFOY Consulting — Founder · 2005 – present — Built outbound pipeline and GTM motion from scratch for early-stage cybersecurity and SaaS companies entering the US market — ICP development, cold sequencing, and prospecting playbooks before a sales team existed.
- Job: Stellar Cyber — Inside Sales Representative · 2022-03 – 2025-03 — Focused on creating repeatable outbound motion into enterprise and MSSP security teams. Built enterprise pipeline through targeted outbound and multi-threaded account strategy Engaged security leaders across SOC, IT, and operations stakeholders Helped mature sales playbooks as the company scaled
- School: University of Northern Colorado — Economics, Economics
- School: University of Northern Colorado — Economics
- School: University of Northern Colorado — Bachelor of Science, Economics
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