About the session

Winning enterprise clients can transform your startup's growth trajectory–but only if you can navigate complex security requirements and complex decision-making processes.

In this live session, experts from Vanta, Synthesia, and HubSpot break down strategies for fast-growing startups to successfully sell to enterprise clients while addressing security concerns that enterprise buyers demand.

This panel brings together deep expertise across compliance, AI security and enterprise sales. You’ll walk away with battle-tested approaches that you can use to confidently sell into enterprise without overwhelming your limited resources.

What You'll Learn

🤝 Find & Influence the Right Decision-Makers: Identify and win over key stakeholders within complex enterprise organizations.

🔐 Build Security Credibility–Fast: Practical approaches to demonstrate security maturity.

📈 Balance Customization vs. Scalability: Know when to adapt for enterprise requests and when to maintain your product integrity for sustainable growth.

👀 Leverage Social Proof Strategically: Create compelling credibility with limited reference customers through creative alternatives that enterprise buyers trust.

💰 Optimize Enterprise Sales Cycles: Structure your sales process and security responses to efficiently manage longer, more complex buying journeys.

🎁 Free Gifts 🎁

Simply sign up to the HubSpot for Startups program here (no purchase required), to get a FREE plan from Synthesia, up to 39% off Vanta, and up to 75% off HubSpot.

Synthesia is the world's #1 rated AI video software. It's used by 50,000+ teams to create videos at scale, saving up to 80% of their time and budget.

Meet the Speakers

Ronal Karia- Head of UKI Sales @ Vanta

Ronal Karia is a strategic and commercially driven People centric Sales Leader with 20 years’ experience driving success for global market leaders including Microsoft, Salesforce, Adobe and Slack. Drives sales growth and increases market share by developing and executing market strategy, leading organisational change and driving successful matrix organisations.

Currently leading the Go-to-Market for UK&I at Vanta, the market leader in the GRC and Trust.

Aviva Walsh - Head of Corporate Sales, Nordics @ HubSpot

Aviva Walsh is a senior sales leader at HubSpot with over nine years of experience driving partner and corporate sales across EMEA. She currently leads the Nordics Corporate Sales team and specializes in sales strategy, corporate growth, and team leadership across EMEA.

Martin Tschammer - Head of Security @ Synthesia

A seasoned cybersecurity leader, currently spearheading the world-class security and AI governance program at the hyper-growth AI-unicorn Synthesia. Martin leverages his past experiences as a startup CTO and product engineer to seamlessly integrate security into product development.

Anna Gordon - Head of UKI @ HubSpot for Startups

Anna manages the HubSpot for Startups program for UK & Ireland and partners with Investors, Accelerators and Incubators. She's passionate about connecting startups with the right knowledge, tools and network needed to scale. Prior to HubSpot, Anna worked at Enterprise Ireland where she both advised and secured investment for Irish tech startups and SMBs.

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How to Win Enterprise Clients: The Security and Sales Playbook