Cyber Security AI firm

This client is an early-stage AI security and governance business, giving enterprises visibility into the AI tools their employees actually use, and helping them govern that usage safely. They sit at the sharp end of a problem most enterprises haven't caught up to yet: AI adoption happening faster than governance can keep pace with.

At this stage, a business's commercial engine is being built at the same time as everything else, and getting the foundations wrong is expensive to unwind later. I worked with the founding team to set up their commercial framework from the ground up: how deals are structured, priced and progressed, and the discipline needed to make that repeatable as the team scales rather than reinventing it with every new hire.

Alongside that, I supported the design of their commercial legal contracts, working through the terms that actually hold up under enterprise procurement scrutiny, not just what looks reasonable on paper. For a young, security-focused business selling into enterprise buyers, that legal rigour is part of the product's credibility, not a separate workstream.

It's a different kind of engagement to the larger diagnostic transformations I usually run, earlier stage, more foundational, but the same underlying discipline: build the structure properly once, rather than patch it repeatedly as the business grows around it.