SalesTechStar Interview with Chris Kelly, President of Go-To-Market (GTM) at Delinea

Chris Kelly, President of Go-To-Market (GTM) at Delinea shares proven best practices to help you drive your GTM processes in 2025 in this SalesTech interview:

__________

Tell us about yourself and your journey in the SaaS market.

My journey in the SaaS market spans over two decades, where I’ve had the privilege of leading diverse teams and driving growth for innovative companies. I’ve worked across various aspects of SaaS, from startups to established organizations, always with a focus on enabling and securing customers through technology. Joining Delinea allows me to bring that experience to the forefront, focusing on cybersecurity solutions that empower businesses in today’s dynamic environment.

What about today’s state of GTM in your view needs an overhaul?

Rather than overhauling, I see opportunities to sharpen our focus and align more closely with evolving customer needs. Cybersecurity is increasingly complex, with a surge in both human and machine identities. CISOs and cybersecurity leaders must prioritize strong identity security strategies while leveraging tools that simplify and automate controls. By aligning our GTM strategy to deliver this value, we can help accelerate our customers’ success.

What type of salestech and revtech platforms have you often relied on to drive GTM goals?

I rely on platforms that foster integration and actionable insights across teams. CRMs like Salesforce are indispensable, alongside AI-driven analytics for predictive decision-making. The key is creating a unified tech stack that empowers teams to execute seamlessly.

Read More: SalesTechStar Interview with Satish Shenoy, Regional VP of Technology Alliances at SS&C Blue Prism

As someone set to oversee Delinea’s new sales strategies, channel plans, and other sales initiatives: what fundamentals as a sales leader do you think work best when driving new plans in a new Sales role?

  1. Deep listening: Understand your team, customers, and market before making changes.
  2. Set clear, actionable goals: Align them to strategic priorities and ensure buy-in.
  3. Enable success: Equip your teams with the tools, training, and processes they need to excel.
  4. Foster collaboration: Build strong relationships across internal teams, customers, and partners.
  5. Stay agile: Continuously evaluate and adapt to market shifts and feedback.

Five daily sales best practices you’d leave everyone in B2B Tech Sales with?

  1. Understand your customer’s priorities.
  2. Focus on high-value opportunities.
  3. Use data to guide your approach.
  4. Communicate proactively with stakeholders.
  5. Always follow through.

Five thoughts on the future of SalesTech before we wrap up?

  1. AI and automation will personalize outreach at scale, freeing up sales teams from routine tasks and allowing them to focus on high-value activities, driving both efficiency and deeper customer relationships.
  2. Integrated SalesTech ecosystems will unify data across departments, breaking down silos and ensuring a consistent, real-time flow of insights that empower teams to collaborate and act more effectively.
  3. SalesTech will also deliver real-time insights, enabling sales leaders and teams to make data-driven decisions instantly, adapting quickly to changes in buyer behavior and market conditions.
  4. With more remote and hybrid teams, SalesTech will enable enhanced collaboration through integrated tools that allow sales teams to communicate, share insights, and work together effortlessly across locations.
  5. SalesTech will increasingly leverage advanced analytics to provide ongoing feedback, helping sales teams refine strategies, optimize performance, and stay ahead of evolving market trends.

Read More: A Quick Dive Into The Current State of B2B Customer Success

Delinea Logo Wordmark

Delinea is a pioneer in securing identities through centralized authorization, making organizations more secure by seamlessly governing their interactions across the modern enterprise. Delinea allows organizations to apply context and intelligence throughout the identity lifecycle across cloud and traditional infrastructure, data, and SaaS applications to eliminate identity-related threats. With intelligent authorization, Delinea provides the only platform that enables you to discover all identities, assign appropriate access levels, detect irregularities, and immediately respond to identity threats in real-time. Delinea accelerates your teams’ adoption by deploying in weeks, not months, and makes them more productive by requiring 90% fewer resources to manage than the nearest competitor. With a guaranteed 99.99% uptime, the Delinea Platform is the most reliable identity security solution available. Learn more about Delinea on delinea.com, LinkedIn, X, and YouTube.

Chris Kelly is the President of Go-To-Market (GTM) at Delinea, where he oversees Global Sales, Channel, and Customer Success. With more than 25 years of experience in the cybersecurity industry, Chris has a proven track record of scaling businesses and leading high-performing teams across all stages of growth, from startups to global enterprises.

Also Catch –

Episode 210 Of The SalesStar Podcast: The Latest in AI Across SalesTech and MarTech with Dominik Facher, Chief Product Officer, ZoomInfo