--- title: "How Cybersecurity Companies Find Leads on LinkedIn | traxy" description: "How security vendors and MSSPs find CISOs and IT leaders on LinkedIn: the signals that matter, fit checks, outreach without fear, and the traxy steps." canonical: "https://traxy.ai/blog/cybersecurity-leads-on-linkedin" last_updated: "2026-11-11" --- # How Cybersecurity Companies Find Leads on LinkedIn | traxy > How security vendors and MSSPs find CISOs and IT leaders on LinkedIn: the signals that matter, fit checks, outreach without fear, and the traxy steps. [Home](https://traxy.ai/) [Blog](https://traxy.ai/blog) [LinkedIn Lead Generation](https://traxy.ai/blog/topics/linkedin-lead-generation) Lead generation # How cybersecurity companies find leads on LinkedIn: signals, fit checks and outreach for vendors and MSSPs How security vendors and MSSPs find CISOs and IT leaders on LinkedIn: the signals that matter, fit checks, outreach without fear, and the traxy steps. By the traxy teamPublished Nov 11, 202626 min read ![How cybersecurity companies find leads on LinkedIn: signals, fit checks and outreach for vendors and MSSPs — traxy blog](https://traxy.ai/assets/blog-covers/cybersecurity-leads-on-linkedin.jpg) **In this article**[How do cybersecurity companies find leads on LinkedIn?](https://traxy.ai/blog/cybersecurity-leads-on-linkedin#how-do-cybersecurity-companies-find-leads-on-linkedin) [Who should a security vendor or MSSP reach on LinkedIn?](https://traxy.ai/blog/cybersecurity-leads-on-linkedin#who-should-a-security-vendor-or-mssp-reach-on-linkedin) [Which LinkedIn signals matter when you sell security?](https://traxy.ai/blog/cybersecurity-leads-on-linkedin#which-linkedin-signals-matter-when-you-sell-security) [How do you check that a lead fits before you reach out?](https://traxy.ai/blog/cybersecurity-leads-on-linkedin#how-do-you-check-that-a-lead-fits-before-you-reach-out) [How do you write security outreach that names the real reason without fear-mongering?](https://traxy.ai/blog/cybersecurity-leads-on-linkedin#how-do-you-write-security-outreach-that-names-the-real-reason-without-fear-mongering) [What should security vendors avoid on LinkedIn?](https://traxy.ai/blog/cybersecurity-leads-on-linkedin#what-should-security-vendors-avoid-on-linkedin) [How do MSSPs and security software vendors set this up differently?](https://traxy.ai/blog/cybersecurity-leads-on-linkedin#how-do-mssps-and-security-software-vendors-set-this-up-differently) [How does traxy run this end to end?](https://traxy.ai/blog/cybersecurity-leads-on-linkedin#how-does-traxy-run-this-end-to-end) [What are the limits?](https://traxy.ai/blog/cybersecurity-leads-on-linkedin#what-are-the-limits) [FAQ](https://traxy.ai/blog/cybersecurity-leads-on-linkedin#faq) [Related reading](https://traxy.ai/blog/cybersecurity-leads-on-linkedin#related-reading) [Open product docs](https://docs.traxy.ai/) **TL;DR:** Cybersecurity companies find leads on LinkedIn by reaching CISOs, security leaders and IT heads right after they show a reason to talk: a post or comment about an incident, an audit or compliance deadline, a tool they are frustrated with or evaluating, engagement with competitors' and security creators' posts, a view of your profile, or a new security leader or open security role found through research on the company. Check each person against your ideal customer profile, then send a short message from your own account that names the reason you are writing, without scare tactics. traxy runs that loop end to end. It finds high intent leads from social intent (what security and IT leaders post, comment on and like on LinkedIn, who views your profile, and who engages with the competitors, creators and company pages you track), keeps only people with a 50%+ ICP match, enriches and researches each one, then runs relevant, personalized LinkedIn and email outreach to them from your own connected accounts on autopilot. Autopilot starts after you approve. You test the campaign on sample leads and approve the launch, then it sends on its own, or you approve every message. This guide is for security software vendors (endpoint, identity, email, cloud and data security, SIEM and SOC tools, GRC and compliance automation), managed security and MDR providers (MSSPs), and security consultancies such as pen testing and vCISO firms, selling to CISOs, security leaders and IT heads. If you sell general managed IT rather than security, [how IT services companies find new clients](https://traxy.ai/blog/find-b2b-clients-without-cold-calling#how-do-it-services-companies-find-new-clients) is the closer fit. For how traxy's outreach works, see [LinkedIn outbound with traxy](https://traxy.ai/linkedin-outbound) . _traxy wrote this guide. The example searches and messages are made up to show the method. The two regulations mentioned link to their official sources, checked November 2026. Other points about the security market are general guidance, not statistics._ ## How do cybersecurity companies find leads on LinkedIn? They find leads by spotting the moment a security or IT leader shows the problem they sell against, and starting a conversation about it. On LinkedIn, that moment shows up as activity: a post about a long incident weekend, a comment asking who people use for pen testing, a like on a post about replacing a legacy SIEM, a view of your profile, or a company that has started hiring its first security engineer. Security is a hard market to cold-pitch. Security leaders hear from vendors constantly, many are wary of messages that open with a threat, and the decision usually involves several people. LinkedIn activity helps because it gives you something true to open with and tells you who to contact first. Work through six steps: 1. **Define who buys.** The titles, company sizes, industries and regions you sell to, and the people to exclude. 2. **Pick the signals.** The incidents, deadlines, tool problems and situations that make your offer relevant. 3. **Find the people.** Search LinkedIn activity for those signals, track competitors and security creators, and turn on profile views. 4. **Check fit.** Keep the people who match your ICP at companies that can use what you sell, and drop the vendors, researchers and recruiters who engage with the same posts. 5. **Research each lead.** Check the facts that decide fit and give you a reason to write: regulated industry, team size, open security roles, a new leader, a trust center page. 6. **Reach out with the reason.** One short message per signal, from your own LinkedIn account and mailbox, that names what the person did and offers something useful. Selling security differs from selling most B2B software in a few ways, and each one changes how you use these steps: - **Trust decides who gets a reply.** A CISO is choosing someone to trust with their environment. Credibility in the first message counts for more than a feature list. - **Fear is the default pitch, so it doesn't stand out.** Many vendor messages open with breaches, attackers or fines. A message about what the person said or did is rarer and easier to answer. - **Timing follows the calendar.** Audits, certifications, renewals, budget cycles, board meetings and a new leader's first months open windows. Outside them, even a good fit may have no room. - **The audience is full of peers.** Security posts draw other vendors, researchers, students and recruiters as well as buyers, so fit checks matter more here than in most markets. - **Several people decide.** The CISO, the engineers who would run the tool, IT, compliance and finance can all weigh in. A practitioner who comments about a problem can be a strong first contact even if they don't sign. ## Who should a security vendor or MSSP reach on LinkedIn? Reach the person who owns the problem your product or service fixes. In large companies that is usually the CISO or a security leader under them. In mid-size companies it is a head of security, or an IT director who also owns security. In smaller companies it is often the IT manager, CTO, COO or founder, because there is no security team. Company type Who usually owns security Who else weighs in Good first contact Large company CISO, deputy CISO, VP or director of security, heads of security engineering, architecture, the SOC or GRC Security engineers and analysts, IT, procurement, legal and risk The leader of the team that would run your tool, or a practitioner who posts about the problem Mid-size company Head of security, security manager, IT director or VP of IT CTO, CFO, the compliance or GRC lead The head of security or IT director, who is often the same person Smaller company IT manager, CTO, COO or founder, often with no dedicated security person The outside IT provider, the cyber insurer, customers asking for proof of controls Whoever answers customer security questionnaires Regulated or audited company (healthcare, financial services, software sold to enterprises) The compliance or GRC lead together with the security leader Auditors, legal, the CEO Whoever owns the next audit or certification Match the contact to the product, too. A detection or SOC tool lands with the SOC lead and security engineering. Identity lands with IAM or IT. GRC software lands with compliance. An MSSP or MDR service goes to the head of security, or to the IT lead at companies with no security team. Put those titles, plus company size, industry and location, in your lead criteria. ## Which LinkedIn signals matter when you sell security? Six signals carry the most weight: posts and comments about incidents, compliance and audit deadlines, frustration with a tool or an active evaluation, engagement with competitors' and security creators' posts, views of your profile, and job changes or hiring for security roles. The first five show up as LinkedIn activity. The last comes from research on each lead. Signal What it looks like Where it comes from in traxy What it supports Incident posts and comments A leader writes about a phishing wave, a ransomware tabletop exercise, a rough on-call week or lessons learned; practitioners comment on incident news Social Intent Search and your signals A point of view or a resource on the topic, never on their own incident Compliance and audit deadlines "Kicking off SOC 2", ISO 27001 prep, a customer security questionnaire, NIS2 readiness, cyber insurance questions Social Intent Search and your signals Audit prep, evidence collection, a readiness check Tool frustration or evaluation Alert fatigue, a SIEM bill, "anyone moved off our current EDR?", asking for MDR or pen test recommendations Social Intent Search and custom signals A comparison, a migration plan, a short session with an engineer Engagement with competitors and security creators Likes and comments on posts by competitors' leaders and company pages, and by the practitioners, podcasters and analysts your buyers follow Tracking: people, single posts and company pages Your view on the topic of that post Profile views A security or IT leader looks at your profile, often after a post, a talk or a message Profile views A light hello with one useful resource Job changes and security hiring A new CISO or head of security; open roles for SOC analysts, security engineers, a GRC manager or a first security hire Research on each lead A first-90-days review, cover while a role is open, managed help ### Posts and comments about incidents When a security leader writes about an incident, a phishing wave, a ransomware drill or a hard on-call week, they are telling you what is on their mind. That makes the topic a good reason to talk. It does not make their incident a sales opening. - **Write about the topic.** Someone who writes "what we learned from our tabletop exercise" is open to a conversation about tabletop exercises. Someone whose company is in the news for a breach is having the worst month of their year. - **Read the comment threads.** Comments on incident news and lessons-learned posts are where practitioners say what they would change: "we still can't see half our SaaS apps", "our backups were the only thing that worked". Those lines are the problem in the buyer's own words. - **Know what is public, and leave it out anyway.** In the US, public companies must report a cybersecurity incident they determine to be material on Form 8-K Item 1.05, generally due four business days after that determination ([SEC press release, July 26, 2023](https://www.sec.gov/newsroom/press-releases/2023-139) , checked November 2026). A disclosure being public doesn't make it a good opener. Don't mention it in a cold message. ### Compliance and audit deadlines Compliance work has dates, and dates create urgency without fear. A company starting SOC 2, preparing for ISO 27001, answering a large customer's security questionnaire, filling in a cyber insurance application or getting ready for a sector rule has a deadline and a list of gaps to close. - **What people post.** "Kicking off our SOC 2 Type II", "our first ISO 27001 audit is in March", "anyone have a good template for vendor security questionnaires?", "how are you handling NIS2 supplier requirements?" - **Who posts it.** Often the founder or CTO at a growing software company, the compliance or GRC lead at a mid-size one, and the CISO at a large one. - **Why executives post about it.** Some rules put security on the board's agenda. In the EU, member states had until 17 October 2024 to bring the NIS2 Directive into national law. As a rule, medium-sized and large entities in the sectors it covers have to take cybersecurity risk-management measures and report significant incidents, and the directive makes top management accountable for non-compliance ([European Commission NIS2 page](https://digital-strategy.ec.europa.eu/en/policies/nis2-directive) , checked November 2026). That is one reason compliance posts often come from executives, not only from the security team. For compliance and GRC offers, this is usually the strongest signal you have. Name the framework they mentioned, offer one practical thing for the stage they are at, and leave the penalties out. ### Tool frustration and evaluations A practitioner complaining about alert noise, a security leader asking whether anyone has replaced a legacy SIEM, or an IT director asking for MDR recommendations is telling you they may change something soon. Recommendation requests are the strongest form. The person has decided to look and is asking peers who to talk to. - **Complaints:** alert fatigue, false positives, a tool that is hard to tune, a renewal price, too many consoles. - **Switching:** "anyone moved from one EDR to another this year?", "looking at alternatives to our SIEM". - **Requests:** "can anyone recommend a pen testing firm?", "who do you use for 24/7 monitoring?" When the thread is public, a helpful reply in the thread often lands better than a cold DM, and a short note can follow. [How to find B2B buyers on LinkedIn who are switching tools](https://traxy.ai/blog/find-people-switching-tools-linkedin) covers this signal in more detail, including complaints about a competitor. ### Engagement with competitors' and security creators' posts The people who like and comment on posts by your competitors' founders and leaders, their company pages, and the security practitioners, podcasters and analysts your buyers follow care about the topic you sell. Track those profiles and pages, and check every engager against your ICP. - **Competitors.** The founder, CTO or field CISO of each competitor who posts often, plus each competitor's company page. - **Security creators.** Practitioners who write about detection, identity, cloud or GRC, and the hosts of the podcasts and newsletters your buyers follow. - **Single posts.** A post that hits your topic dead on, such as a long thread on replacing legacy VPNs. Paste its URL and get the engagers who fit. - **Adjacent vendors.** Tools your buyers already run alongside yours. Their audiences overlap with yours without competing. Expect a lot of noise. Security content draws other vendors' sales and marketing people, researchers, students and recruiters. The ICP check and your exclusions do most of the filtering. When you write, talk about the topic of the post, not the fact that someone liked a competitor. [How to find leads from competitor LinkedIn posts](https://traxy.ai/blog/how-to-build-linkedin-competitor-watchlist) covers which profiles to pick. ### Profile views A security leader who views your profile has looked you up, often after a post, a talk or a message. It is a softer signal than a post about the problem, because you know they looked but not why. Keep the first message light, with one useful resource and no pitch. In traxy, switch on Profile views under Targeting > Signals > LinkedIn activity, then filter Leads by who viewed your profile, any time or in the last 7, 30 or 90 days. LinkedIn doesn't reveal viewers who browse in private mode, so some views stay anonymous. [How to turn profile views into leads](https://traxy.ai/blog/linkedin-profile-views-to-leads) has the full setup. ### Job changes and hiring for security roles A new CISO or head of security often reviews the tools, vendors and team they inherited in their first months. A company hiring SOC analysts, security engineers, a GRC manager or its first security person has decided security needs more capacity, and today that work is landing on someone already stretched. In traxy these signals come from research on each lead in a campaign, not from a live job feed. Find the people first, through Social Intent Search, Tracking and profile views, then have the campaign check each company: > "Check whether this company has an open role for a SOC analyst, security engineer, GRC manager or head of security, or whether a new CISO or head of security started there recently. Return the title, the link and the date. Mark verified only if the role was posted, or the person started, in the last 90 days. Otherwise mark not verified and say why." Make the date a rule, because old job posts and stale profiles stay online. Who to write to depends on the offer. An MSSP writes to the hiring manager about cover while the role is open, and a tool vendor writes to the new leader about their first 90 days, once they have had a few weeks to settle in. [Hiring signals in outbound](https://traxy.ai/blog/hiring-signals-outbound) covers timing and who to contact. ## How do you check that a lead fits before you reach out? Check three things: the person (role, seniority, and whether they own or influence the decision), the company (size, industry, region, and whether it can use what you sell) and the signal (what they did, when, and whether it relates to your offer). A like on its own is not intent. A person who fits, with a recent signal that relates to your offer, is worth a message. - **Set lead criteria.** Roles, departments, seniority and locations for people; size, industry, revenue, funding and keywords for companies. In traxy this is Targeting > Lead criteria, and only people with a 50%+ ICP match become qualified leads. - **Exclude the peers.** Add exclusions for sales, marketing and partnership roles, security recruiters, students and independent researchers. If you don't sell to other security vendors, exclude them as companies too. - **Keep customers and partners out.** Add their domains to the Blocklist, and add anyone who asked not to hear from you to Do not contact. - **Read the signal.** Each lead is labeled Warm, Related or Activity by how strong the evidence is, and shows the post, comment, like or repost behind it. Open it and check the date and the wording before you write ([signals docs](https://docs.traxy.ai/discovery/signals) ). - **Research the facts that decide fit.** Ask each campaign to check what your offer depends on (see the table below). - **Mark good and bad fits.** Record Good fit or Bad fit with a reason, and change your criteria when the same wrong type of person keeps coming through. What you sell Facts to research on each lead Security software (endpoint, SIEM, identity, email, cloud) Size of the security team, whether there is a CISO or head of security, tools named in job posts, cloud provider, recent funding MSSP or MDR Whether there is an in-house security team or 24/7 coverage, open SOC roles, headcount and office locations, regulated industry GRC and compliance automation A trust center or security page, frameworks mentioned (SOC 2, ISO 27001, HIPAA, PCI DSS), enterprise customers on the website, open compliance roles Pen testing, vCISO or security consulting Industry and size, recent funding or a new product launch, a new security leader, compliance mentions If you want the checks without sending anything, run a research-only campaign. It records the findings, so you can review fit before you build the outreach. ## How do you write security outreach that names the real reason without fear-mongering? Open with what the person did, make one useful point about it, and ask one easy question. Leave out breach statistics, threat language and anything about their company's incidents. Security leaders see fear-based pitches all the time, so a message about their own post or situation stands out and is easier to answer. 1. **Name the reason you are writing.** "Saw your post about starting SOC 2" is true and they can check it. "I was researching companies in your space" is not a reason. 2. **Talk about their work.** Write about their audit timeline, their alert queue or their first 90 days, and leave attackers, fines and headlines out. 3. **Offer something they can use without a call.** A readiness checklist, a sample policy, a short comparison, a write-up of how another team tuned a noisy detection. Practitioners trust what they can check for themselves. 4. **Claim only what you can back.** Security buyers check. Leave out numbers you can't source and outcomes you can't promise. 5. **Ask small.** "Want the checklist?" is easier to answer than "15 minutes this week?" in a first message. Fear-based opener (avoid) Reason-based opener (use) "Companies like yours are hit by ransomware every day." "Your post on running your first tabletop exercise was useful. The gap you named, backups nobody had tested, is the one we see most. Want the restore-test checklist we use?" "Non-compliance with NIS2 can mean heavy fines." "Saw you're mapping NIS2 supplier requirements. We built a short supplier questionnaire for that step. Want a copy?" "Your attack surface is probably bigger than you think." "You asked who people use for external pen tests. We test software companies your size and share the report format up front. Happy to send a sample." "I noticed you liked a post by one of our competitors." "That thread on SIEM ingest costs made good points. We wrote up how teams split hot and cold log storage to bring those costs down. Want it?" Five more openers, one per signal. They are made up. Each names the reason, makes one point and asks one question: - **Posted about starting SOC 2:** "Congrats on kicking off SOC 2. For teams your size, evidence collection is where most of the time goes. We keep a short list of the controls auditors ask about first. Want it?" - **Commented about alert fatigue:** "Your comment about tuning out half your EDR alerts stuck with me. We run detection engineering for teams without a full-time SOC, and cutting the noise is the first thing we do. Worth comparing notes?" - **New CISO, found through research:** "Congrats on the new role. Many new security leaders spend their first months mapping what they inherited, so we made a one-page tool and vendor inventory template for it. Want a copy?" - **Hiring SOC analysts, for an MSSP:** "Saw you're hiring two SOC analysts. While those seats are open, we cover nights and weekends for teams your size, so your day team isn't on call. Useful to talk?" - **Viewed your profile:** "We haven't met yet. I write about detection engineering for small security teams, and this week's piece on cutting alert noise might be useful. Happy to send it over." Keep the sequence short: a connection request with no pitch, a first message after they accept, one follow-up that adds something new, and an email step for leads with a verified work email ([sequences docs](https://docs.traxy.ai/outreach/sequences) ). traxy stops the sequence when someone replies, unsubscribes or hard bounces, so people who reply get no more follow-ups. Let the signal pick the message. traxy's own outbound works this way. A lead whose company is hiring for a specific role gets one template, and someone who has posted 2+ times in 30 days gets another ([a post by Adam Salmanov, traxy's founder](https://x.com/adamsalmanovbiz/status/2117357832274321568) ). For security, that means separate messages for SOC 2 starters, alert fatigue, new leaders and security hiring. ## What should security vendors avoid on LinkedIn? - **Pitching on someone's breach.** Mentioning a company's incident in a cold message reads as ambulance chasing and can end the relationship before it starts. - **Scare statistics.** Breach-cost and attack-frequency numbers appear in a lot of vendor messages. They won't make yours stand out, and buyers often question the source. - **Treating every engager as a buyer.** Many people engaging with security posts are peers, vendors, students or recruiters. Check fit first. - **Saying you saw them like a competitor's post.** Write about the topic of the post instead. - **Pitching in the connection request.** Connect with a short, specific note, and save the offer for after they accept. - **One campaign for every product and buyer.** Run one campaign per signal and offer: SOC 2 starters, alert fatigue, new security leaders, SOC hiring. - **Writing to the wrong person.** A SOC analyst can be your best champion for a detection tool and the wrong contact for a compliance platform. Match the role to the offer. - **Old signals.** A post from last year or a role that has been filled is not a reason. Check the date. - **Automating before the wording works.** With senior security buyers, approve every message until replies show the wording is right. Then let the approved campaign send. - **Ignoring opt-outs and existing customers.** Keep customers, partners and anyone who said no out of every campaign. ## How do MSSPs and security software vendors set this up differently? The method is the same; the buyer, the signals and the offer change. Software vendors usually sell one category to a security team that already exists. MSSPs and MDR providers often sell to companies where security sits with IT, or where the team is too small for 24/7 coverage. GRC vendors sell to whoever owns the next audit. What changes Security software vendor MSSP or MDR provider GRC or compliance vendor **Main buyer** CISO, security leaders and the team leads who would run the tool Head of security at mid-size companies; IT director, CTO or COO where there is no security team Compliance or GRC lead; founder or CTO at growing software companies; CISO at large ones **Signals that matter most** Tool frustration and evaluations, competitor engagement, new security leaders Security hiring, a stretched IT team, incident posts as a topic, insurance or customer questionnaires Audit and certification posts, security questionnaires, customer requirements **What to research** Team size, tools named in job posts, cloud provider In-house SOC or not, open security roles, locations, regulated industry Frameworks named, trust center page, enterprise customers **First offer** A comparison, or a short session with an engineer Cover while hiring, a short assessment, a sample monthly report A readiness checklist or a gap review ## How does traxy run this end to end? You set who fits and which signals matter. traxy finds high intent leads from social intent and checks each one against your ICP, then a campaign per signal researches each lead and prepares personalized LinkedIn and email sequences that send from your own connected accounts. You test on sample leads and approve the launch once, then it runs on autopilot, or you approve every message. ### 1\. Set up your ICP and signals Give traxy your website and it drafts your lead criteria (ICP) and signals, then shows a lead preview. Fix anything that's off: add the security and IT titles you sell to, the company sizes, the industries that matter (healthcare, financial services, software), your regions, and the exclusions above. Under Targeting > Signals, describe the problems, topics and situations that make a lead relevant, such as "starting SOC 2", "alert fatigue", "replacing a legacy SIEM" or "asking for MDR recommendations". You can also describe a custom signal in plain English, for example "mid-size healthcare companies preparing for a security audit with no dedicated security team". ### 2\. Search social intent in plain English Social Intent Search lets you describe the person and the need in plain English, and searches 71M+ scanned LinkedIn likes, posts and comments. Each person comes with the post or comment behind them, so you see the problem in their own words before you write. For example: > "Find CISOs and heads of security at US healthcare and fintech companies talking about getting ready for a SOC 2 or HIPAA audit." Other searches that fit security sellers: - "IT directors at mid-size manufacturers frustrated with alert fatigue from their current EDR" - "security leaders asking for MDR or 24/7 SOC recommendations" - "founders of B2B software companies stuck on enterprise security questionnaires" - "heads of security talking about replacing their SIEM because of ingest costs" Search in traxy, ask trax (the agent inside traxy), or ask Claude or ChatGPT through the [traxy MCP](https://traxy.ai/linkedin-mcp) . To keep finding these people, add the same problems as signals. More on the search itself: [Social Intent Search](https://traxy.ai/social-intent-search) . ### 3\. Track competitors, creators and company pages Under Targeting > People, track the LinkedIn profiles of competitor founders and leaders and of the security creators your buyers follow. Each profile gets a relationship tag: competitor, teammate, influencer, investor or custom. Under Targeting > Companies, add competitors and adjacent vendors by domain or LinkedIn company page, and traxy reads their LinkedIn page posts for engagers who fit your ICP. Tracking a company page finds the people who engage with its posts, not every employee at that company. To get the engagers of one post, paste its URL under Targeting > Posts. Track your own profile too, so people who engage with your posts become leads when they fit. ### 4\. Turn on profile views Switch on Profile views under Targeting > Signals > LinkedIn activity, so the security and IT leaders who look you up become leads when they fit. Filter by who viewed your profile and the time window you want, and save it as a view for its own campaign. ### 5\. Review qualified leads Only people with a 50%+ ICP match become leads. Each one shows its ICP match, a Warm, Related or Activity label and the post, comment, like or repost behind it. Filter by match band, mark Good fit or Bad fit with a reason, and save the audiences you want as shared views, such as "SOC 2 starters", "Alert fatigue" or "Viewed my profile". Shared views update as new leads come in, and campaigns use them as their audience. ### 6\. Enrich contacts Email lookup finds a verified work email for a lead, and phone lookup finds a phone number. Auto-Enrich looks up contact data automatically for newly qualified leads; it doesn't backfill older ones. ### 7\. Build a campaign per signal, with research on each lead In Outbound > Campaigns, or by asking trax, create one campaign per shared view. Give it the audience, your offer and the facts to research on each lead ([create a campaign](https://docs.traxy.ai/campaigns/create) ). The campaign researches each lead for those facts before any message is prepared, filters out the leads that don't fit and groups the rest by signal, with a personalized message variant for each group. You can run many campaigns at once on different signals. They run in priority order, so one lead never gets two campaigns at once. Campaign Audience (shared view) Research on each lead Offer SOC 2 starters Founders, CTOs and compliance leads who posted or commented about starting SOC 2 Trust center page, enterprise customers, open compliance roles A readiness checklist Alert fatigue Security leaders and engineers who wrote about alert noise Team size, SOC coverage, tools named in job posts A short session with a detection engineer New security leaders Security and IT leaders in your ICP, checked by research for a start date in the last 90 days Start date, company size, regulated industry A first-90-days inventory template Competitor engagers ICP fits who engaged with tracked competitors' posts Tools in use, team size Your view on the topic of the post ### 8\. Connect your senders Sending needs connected sender accounts: your LinkedIn account and a mailbox, under Settings > Sender accounts. Each sender has its own limits, active hours, ramp-up and email signature ([senders docs](https://docs.traxy.ai/outreach/senders) ). Keep volume modest. No tool can promise that LinkedIn won't restrict an account. ### 9\. Test, review and launch Run the campaign on sample leads first. The test prepares research and drafts and sends nothing, so you can check that the research supports every claim in each message ([review and launch](https://docs.traxy.ai/campaigns/review-and-launch) ). At launch you see who joins, who is skipped (held by another campaign or contacted before), the sender, the steps and the delivery mode. Then choose how it sends. In approval mode, each message waits in a review queue until you approve it, which suits senior security buyers while you tune the wording. Or let the approved campaign send on its own. That is the autopilot part, and it only starts after you have tested the campaign and approved the launch. ### 10\. Handle replies in one inbox Replies, unsubscribes and hard bounces stop the sequence. Each lead has one conversation across LinkedIn and email, and you can pause a lead's sequence to take over. Lead alerts and reply notifications can go to Slack, and leads can go to a webhook, Clay, Zapier or n8n. Connect Google Calendar to see the meetings booked with traxy leads. You can run the same steps from Claude, ChatGPT, Codex, Cursor or Grok through the [traxy MCP](https://traxy.ai/linkedin-mcp) : search social intent, research leads, draft, test and launch campaigns, manage sequences and senders, and reply in the inbox, with a yes in chat before anything sends or launches. ## What are the limits? - **LinkedIn activity only covers people who are active.** Some security leaders read LinkedIn but rarely post, comment or like. They won't show up in engagement data, so reach them through account lists, events and referrals. - **Engagement shows interest in a topic, not a decision.** A post about SOC 2 means the work is on their mind. Treat it as a reason to talk. - **Signals outside LinkedIn come from research.** Hiring, job changes, funding and tool changes are checked through research on each lead in a campaign, not a live event feed. Check the dates. - **Company pages give you engagers, not employees.** Tracking a competitor's page finds the people who engage with its posts, not everyone at the companies you want to reach. - **Profile views don't include private-mode viewers.** LinkedIn doesn't reveal them. - **Sending needs your own accounts.** traxy sends from the LinkedIn accounts and mailboxes you connect, within the limits you set. - **No tool can promise meetings.** A signal gives you a better reason to reach out. Your offer and the conversation still decide the result. ## FAQ ### How do cybersecurity companies find leads on LinkedIn? They reach CISOs, security leaders and IT heads right after those people show a reason to talk on LinkedIn: a post or comment about an incident, an audit or compliance deadline, a frustrating tool or an evaluation, engagement with competitors' and security creators' posts, or a view of their profile. Job changes and security hiring add a second reason, checked through research. Then they send a short message from their own account that names the reason. traxy finds these high intent leads, researches each one and runs the LinkedIn and email outreach after you approve the campaign. ### What LinkedIn signals show a company may need a security vendor or MSSP? Posts about starting SOC 2 or ISO 27001, answering customer security questionnaires, alert fatigue or tool costs, requests for MDR or pen testing recommendations, comments on incident news, and engagement with competitors' posts. From research on each lead: a new CISO or head of security, open SOC or security engineering roles, or a first security hire. ### Should I mention a company's breach in my outreach? No. Even when an incident is public, a cold message about it reads as ambulance chasing. Write about a topic the person chose to post or comment on, such as a tabletop exercise or backup testing, and offer something useful on that topic. ### How do I keep other security vendors, researchers and recruiters out of my leads? Add exclusions to your lead criteria for sales, marketing and partnership roles, recruiters, students and independent researchers, and exclude security vendors as companies if you don't sell to them. In traxy only people with a 50%+ ICP match become leads, and you can mark Bad fit with a reason when the wrong type of person gets through. ### Can traxy find new CISOs and companies hiring for security roles? Yes, through research on each lead in a campaign, not a live job feed. Find the security and IT leaders first through Social Intent Search, Tracking and profile views, then have the campaign check each company for a new security leader or open security roles, with a date rule so old posts don't count. ### Can I check each message before it goes to a CISO? Yes. Test the campaign on sample leads first (nothing is sent), then pick approval mode at launch so each message waits in a review queue until you approve it. Once the wording works, you can let the approved campaign send on its own from your connected accounts. ### Can I run this from Claude or ChatGPT? Yes. Connect the [traxy MCP](https://traxy.ai/linkedin-mcp) to Claude, ChatGPT, Codex, Cursor or Grok, then search social intent, research leads, and draft, test and launch campaigns from chat. The AI asks for your yes before anything sends or launches. ## Related reading - [LinkedIn outbound with traxy](https://traxy.ai/linkedin-outbound) - [How B2B service firms find clients without cold calling](https://traxy.ai/blog/find-b2b-clients-without-cold-calling) - [How to find B2B buyers on LinkedIn who are switching tools](https://traxy.ai/blog/find-people-switching-tools-linkedin) - [How to find leads from competitor LinkedIn posts](https://traxy.ai/blog/how-to-build-linkedin-competitor-watchlist) - [Hiring signals in outbound](https://traxy.ai/blog/hiring-signals-outbound) - [Turn LinkedIn profile views into leads](https://traxy.ai/blog/linkedin-profile-views-to-leads) - [Social Intent Search](https://traxy.ai/social-intent-search) **Try it:** see how [LinkedIn and email outreach](https://traxy.ai/linkedin-outbound) runs in traxy, from the first high intent lead to the reply in your inbox. [Back to all articles](https://traxy.ai/blog) ## Keep reading [All LinkedIn Lead Generation guides](https://traxy.ai/blog/topics/linkedin-lead-generation) [Lead generation12 min read ## LinkedIn Lead Generation (2026): What It Is, Strategy, Tips and Tools for B2B What LinkedIn lead generation is, a 7-step B2B strategy, the 5 main tactics, tips, tools and metrics, plus every LinkedIn lead generation guide we publish. Updated Nov 10, 2026Read article](https://traxy.ai/blog/linkedin-lead-generation-guide-2026) [Lead generation10 min read ## How to extract comments from a LinkedIn post, and keep only the commenters who fit your ICP Four ways to extract comments from a LinkedIn post, what each returns and risks, and how to keep only the commenters who fit your ICP. Updated Nov 12, 2026Read article](https://traxy.ai/blog/extract-linkedin-post-comments) [Lead generation14 min read ## How to find leads from the people who engage with a LinkedIn company page Most company page engagers are employees, job seekers and peers. How to find the ones who fit your ICP, with the post that brought each one in. Updated Nov 12, 2026Read article](https://traxy.ai/blog/linkedin-company-page-engagers-leads) The right people are already out there. ## Find your warmest leads. _Send them personalized messages._ From relevant interest to personalized outreach. Put traxy to work. 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