205. Roeland Delrue, Co-Founder of Aikido Security - Why joining the buyer’s journey beats forcing MEDDICC-style sales processes
The SaaSiest Podcast28 Jan

205. Roeland Delrue, Co-Founder of Aikido Security - Why joining the buyer’s journey beats forcing MEDDICC-style sales processes

In this episode, we’re joined by Roeland Delrue, Co-founder of Aikido Security, the fast-growing application security platform that just became a unicorn in under 4 years.

Roeland shares what it really takes to scale a company at breakneck speed, from going 5× year-over-year, to balancing startups and enterprise in one GTM motion, to raising a Series B with a single goal: becoming “unignorable.” We unpack how Aikido uses product-led growth, brutal revenue focus, and buyer-first sales mentality to win in one of the most competitive markets in SaaS.

We spoke with Roeland about building for continuous wins, why revenue clarity beats buzzwords, and how Aikido joins the buyer’s journey instead of forcing rigid sales methodologies.

Here are some of the key questions we address:

  • How did Aikido grow from $5M to $20M+ ARR in one year?

  • What does it mean to build an unignorable company?

  • Why brutal focus on revenue simplifies product, hiring, and prioritization decisions

  • Why joining the buyer’s journey beats forcing MEDDICC-style sales processes

  • How product-led trials reduce churn and increase win rates

  • What it takes to scale from unicorn to decacorn (and why $100M ARR is the next real milestone)

🎧 Tune in to hear how Roeland is building one of Europe’s fastest-scaling security companies and why speed, product, and revenue discipline beat category buzzwords every time.

Avsnitt(210)

210. Jens Levin, Founder & CEO of Sitoo - No Overnight Success: 22 Years of Focus, Teamwork, and Playing the Long Game

210. Jens Levin, Founder & CEO of Sitoo - No Overnight Success: 22 Years of Focus, Teamwork, and Playing the Long Game

In this episode, we’re joined by Jens Levin, Founder & CEO of Sitoo, the retail SaaS platform powering in-store experiences for leading brands across the world. Today, Sitoo has 20M Euro in ARR, 40%+ ...

1 Apr 50min

209. Elena Verna, Growth at Lovable - How to Grow When Everyone Can Copy Your Product

209. Elena Verna, Growth at Lovable - How to Grow When Everyone Can Copy Your Product

In this episode, we’re joined by Elena Verna, growth expert and currently leading growth at Lovable, one of the fastest-growing companies in tech. Elena shares why the old growth playbooks are breakin...

26 Mars 1h 2min

208. Lisen Zethraeus, CMO at Stratsys - How to Make Your Experts the Face of Your Brand

208. Lisen Zethraeus, CMO at Stratsys - How to Make Your Experts the Face of Your Brand

In this episode, we’re joined by Lisen Zethraeus, CMO at Stratsys, to talk about how B2B SaaS companies can turn internal expertise into thought leadership that builds trust and creates demand. Strats...

19 Mars 50min

207. Adam Dorrell, CEO & Co-Founder of CustomerGaige - Founder-Led Sales vs Scaling: The Hard Transition Nobody Talks About

207. Adam Dorrell, CEO & Co-Founder of CustomerGaige - Founder-Led Sales vs Scaling: The Hard Transition Nobody Talks About

In this episode, we’re joined by Adam Dorrell, CEO & Co-Founder of CustomerGaige, for a candid conversation about one of the hardest founder transitions: when, and how, to step out of the sales seat w...

5 Mars 52min

206. Rahul Yadav, CEO of Paligo - The CEO Blueprint for High-Impact Executive Offsites

206. Rahul Yadav, CEO of Paligo - The CEO Blueprint for High-Impact Executive Offsites

In this episode, we sit down with Rahul Yadav, CEO of Paligo, for a practical conversation on leadership alignment - and how to run executive offsites that drive real clarity, trust, and follow-throug...

26 Feb 50min

204. Madhav Bhandari - VP Marketing, Storylane - How to Win in a World of 150,000 SaaS Tools: Pattern Interruption is your real mote

204. Madhav Bhandari - VP Marketing, Storylane - How to Win in a World of 150,000 SaaS Tools: Pattern Interruption is your real mote

In this episode, we’re joined by Madhav Bhandari, VP Marketing at Storylane, the demo automation platform helping B2B teams show their product before prospects ever talk to sales. Storylane is a profi...

23 Jan 56min

203. Kate Sygrove, Director of CS & Support, Mouseflow - Speak CFO: How CS Leaders Earn an Equal Seat at the Table

203. Kate Sygrove, Director of CS & Support, Mouseflow - Speak CFO: How CS Leaders Earn an Equal Seat at the Table

In this episode, we’re joined by Kate Sygrove, Director of Customer Success at Mouseflow, the SaaS platform for website behavioral analytics. Mouseflow is a $10M+ ARR business with 3,500 customers, 51...

9 Jan 49min

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