Juriaan Karsten

As a student of economic history at Erasmus University over ten years ago, I would not have imagined a career path in the business's growth, sales and marketing side. You could say I've hacked my way into it. Looking back at my path, from starting with app development in my dorm, raising capital and starting my first software company, the course seems inevitable. The further I got into my career while scaling a hardware startup to close to 1M in annual revenue, the more I realized that the commercial side of the business grants me tremendous satisfaction. This gradual transition from product focussed into commercial focus has led me to view the growth side of the business as an engineering exercise instead of only a people practice. Revenue growth and sales is a data-driven activity that can be designed, quantified, measured, iterated and perfected from an engineering perspective. Any business is merely a single iteration away from cracking a working formula. And so, I'm currently cracking the code as the Assistant VP of sales for BreachLock EU, the leading provider of Penetration Testing as a Service (PTaas). For those who don't know what a Penetration Test is, it's not us coming into your office to see if your BIC pens still have ink in them; no, it's companies paying us to utilize our in-house ethical hackers and proprietary software to find out how bad actors might find ways into their systems through whatever means possible (also called hacking and social engineering). In short, well-known fortune 500 enterprises and everything below it pay us to break into their stuff. I still pinch myself every day because it's the most exhilarating service in the world, right? To BreachLock, I bring a passion for Sales Excellence, Process Improvement, Templated Growth Models and Strategic Foresight. I work under the guidance of our founder and CEO, Seemant, to keep BreachLock the most recognized name in Pen Testing on the planet. To get a better grasp on how I think, here are some of my professional values: - Have big ideas. They bring you somewhere new and exciting. - Practice Shoshin, and have a permanent Beginners Mindset - Run towards fires. You'll get burned but learn faster and better. - Ask as many questions as you can. People like to share their knowledge. - Don't go for the credit. Go for the win. - Try and don't be afraid to fail. Just iterate out of the failure. In my own time, I am a husband, father and writer.

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