Recruiting in a whiplash market: Beth Wolfe on fraud, pay corrections, and building real connections

Thomas chats with Beth Wolfe, Senior Director of Recruiting at Daxko, about today’s volatile hiring market, candidate trust issues, and recruiter best practices.

Beth shares her 12-year journey at Daxko through global growth and acquisitions, overseeing a recruiting team in the US and India and contributing to roughly 700+ hires as the company grew from about 150 to 850 employees.

They discuss the post-2022 swing from candidate-driven to employer-driven conditions, COVID-era overhiring, and a compensation “market correction” after inflated salaries and frequent counter-offers. Beth advises job seekers to personalize outreach, leverage mutual connections, and follow up politely, especially amid rising fraudulent applications enabled by AI. They cover fraud signals such as new email accounts, VPN use, VoIP numbers, camera-off interviews, and even purchased verified LinkedIn profiles, stressing recruiter intuition.

Beth attributes her career progression to tenacity, grit, curiosity, and courage, and recommends reading broadly, citing “Good to Great” and “Inspired” (Marty Cagan).

00:00 Welcome and introductions

01:04 Beth Wolfe background

01:59 700 hires at daxko

03:14 Day in the life

06:36 Why the market swings

09:17 Getting noticed by recruiters

12:14 Networking beyond Linkedin

15:21 Covid hangover and pay reset

35:56 Networking reciprocity

36:20 Approaching recruiters right

39:16 Beyond linkedin networks

41:28 Polite persistent followups

42:27 Market correction reality

46:26 Salary context and surveys

22:30 Career growth traits

55:17 Candidates respect feedback

59:22 Fraud signals in remote hiring

01:03:40 Spotting deepfake patterns

01:13:48 Wrap up and thanks

Gary Alterson on agentic SOCs, AI spend control, and building Sovereign AI

Thomas chats with Gary Alterson on the Cybersecurity Recruiter Podcast, covering Gary’s 30-year security career and why AI makes the current era especially impactful.

Gary describes Armor’s AI-embracing approach, including an agentic SOC that automates roughly 80-90% of triage, while outlining customer challenges with AI adoption: data privacy/security, runaway token spend, and inconsistent output quality.

He explains Armor’s Sovereign AI platform (sovai.com), which centralizes API keys, routes tasks across different models (including private models that avoid sending customer data to public models), enforces policies and budgets, improves prompts, provides prebuilt agent swarms and workflows, and shares development plans internally.

They discuss hiring for curiosity and self-starting traits, career advice: say yes, prioritize ruthlessly, find mentors and time management. Gary’s recommendation: the Manager Tools and Career Tools podcasts.

00:00 Welcome and banter

00:36 Guest intro and background

01:43 30 years in security

03:24 AI in the SOC today

04:52 AI risks and costs

07:37 Model routing and controls

12:52 Talent still matters

16:22 What is sovereign AI

20:04 Customer success and support

24:48 Career advice for SOC

31:07 Time management tactics

34:08 Standing out to advance

39:29 Books and podcasts

41:07 Wrap up and thanks

Nexo - Executive, GTM & Cybersecurity Recruitment https://www.linkedin.com/in/thomaspropen/

Protecting Student Data, Leading Security Teams, and Keeping Up With AI: Jeff Bailey on Security Leadership

Thomas chats with Jeff Bailey on the Cybersecurity Recruiter podcast about his career path from GameStop into security roles at Simmons Bank and now as Director of Security and IT at Apptegy, a K–12 communications platform focused on protecting sensitive student data across all 50 states’ regulations.

They discuss how rapidly evolving AI models (including Fable and Opus) are changing security work, vendor risk/GRC reviews as SaaS apps add AI features, and how teams can build small internal tools instead of buying expensive products.

Jeff shares leadership lessons on perception and trust: making security approachable (including his bright shirts), encouraging reporting, and empowering experts to challenge him, while managing workload to prevent burnout by aiming for 80% capacity.

They also cover AI’s impact on learning, CTF competitions, and parenting in an AI-saturated world. Book recommendation: “Time Management for Mortals” by Oliver Burkeman; Jeff also recommends Adam Grant’s work.

00:00 Welcome and Catch Up

00:52 Jeff Bailey Career Intro

01:36 ADHD and Security Culture

03:27 Director Role at Apptegy

04:42 Fable vs Opus AI Talk

07:57 Kids Growing Up With AI

09:36 Token Costs and IPO Pricing

11:06 Purpose Protecting Student Data

13:54 Leadership and Approachability

18:32 Empowering Experts on Your Team

20:03 Avoiding Burnout at 80%

21:22 AI Like the Cloud Shift

22:28 New AI Security Reviews

23:06 Vendor Acronyms and Confusion

23:56 Adapt or Get Left Behind

25:50 AI Slop in Customer Touch

28:45 Using AI for Real Gains

31:30 CTFs and AI Cheating

33:07 Learning Still Needs Struggle

35:56 Book Picks and Wrap Up

For Executive, GTM, Cybersecurity searches, contact Tom: https://www.linkedin.com/in/thomaspropen/

Michael Greenlaw on AI, DevSecOps, and FedRAMP Automation: Speed, Risks, and the Need for Fundamentals

Tom and Michael discuss Microsoft’s strategy and licensing shifts pulling organizations toward Windows and Azure, and the frustration of incompatible cloud service naming across AWS/Azure/GCP. Michael describes using Claude to learn and build with LLMs rapidly, calling it “fast Google,” but warns about hallucinations, compounded errors in chained tasks, human limits in reviewing massive AI-generated code, poor handling of branching strategies, and the need for humans to own architecture and fundamentals.

They debate layoffs attributed to AI versus post-COVID overhiring and shareholder optics, and note AI’s growing impact on vulnerability discovery and exploitation.

Book recommendations: “How to Win Friends and Influence People” (Dale Carnegie), “The Trusted Advisor,” and “Thinking in Bets.”

00:00 Welcome and Intro

00:39 Career Path Update

01:25 Why Windows Again

05:41 Cloud Naming Frustrations

07:27 Keeping Up With Titles

09:12 AI Learning Acceleration

11:36 Curiosity in Hiring

15:39 Market Whiplash Era

19:11 FedRock and AI Experiments

22:19 Automating Workflows With RPA

24:31 AI Saving Lives Story

25:44 AI Pitfalls and Guardrails

31:09 Markets Overhyped AI

33:02 AI Errors And Whiplash

33:50 Why Juniors Still Matter

35:34 Overhiring Blamed On AI

38:11 Metrics Gaming And Talent

40:32 Shareholders And Productivity

42:28 AI Addiction And Frustration

47:08 Learning Boosts And Security Risks

51:58 Using AI With Responsibility

55:16 Scale Problems In Big Orgs

57:06 Books That Changed Everything

01:02:19 Closing Thanks And Wrap Up

Nexo - Executive, GTM & Cybersecurity Recruitment https://www.linkedin.com/in/thomaspropen/

00:00 Welcome and introductions

00:39 Lindsay career snapshot

01:41 Threat intel at Human

02:37 New book launch

03:33 Malware needs context

04:42 Spotting real people online

08:25 AI as attack amplifier

09:45 Phishing at scale

11:50 Democratized hacking risks

15:18 Path to VP leadership

20:00 AI proof risk communication

21:53 Time boxing MIT MBA grind

23:13 Writing a book discipline

23:49 Small wins and purpose

25:15 Book writing deepens mastery

26:39 Communication skills through practice

29:15 Behind the scenes struggles

32:02 Mentors versus sponsors

34:41 Security community collaboration

35:48 Whats next and book teaser

37:46 Boat go faster mantra

39:49 Final thanks and wrap up

Recruiting in cybersecurity & AI: Relationships, what great candidates do, and fixing broken hiring processes

Thomas hosts the Cybersecurity Recruiter podcast with Spencer Grant, lead recruiter at 7AI, discussing recruiting realities, relationship-driven hiring, and how top candidates stand out.

Spencer describes his career path largely shaped by following a strong manager and emphasizes providing a “three-star Michelin” candidate experience. They outline traits of great candidates: depth of technical understanding (the “whys”), outcome-focused thinking tied to business ROI and honesty paired with curiosity.

Spencer critiques broken application processes and advises proactive outreach after applying, strong interview preparation - company research, coding/system design readiness - and asking substantive questions.

They discuss AI’s impact on jobs, valuing human touch over automated screening, and Spencer’s Meta layoff and contracting path back to full-time.

Book recommendation: “The Mental Game: Winning the War Within Your Mind.”

00:00 Welcome and wins

00:47 Recruiter reality check

02:21 Spencer career intro

04:06 Relationships over tools

08:29 What makes candidates great

14:06 Curiosity and learning fast

19:03 Hiring process mistakes

23:37 Manual recruiting over AI

26:37 High touch candidate experience

27:43 AI expands security jobs

29:35 Layoffs and market cycles

31:52 Rebounding after Meta layoff

34:16 Contracting as a strategy

35:01 Office osmosis learning

39:04 Culture and knowledge sharing

42:04 Mindset book recommendation

46:54 Final thanks and wrap

Chad Fullerton on AI, Claude Code, and Staying Valuable in Cybersecurity Tom chats with Chad Fullerton, a former US Navy member and current VP of Information Security at ECI, about his career path, family life, and how AI is reshaping work.

Chad emphasizes fundamentals like caring, continuous learning, and maintaining a positive mindset, noting he consumes about 120 audiobooks a year.

He describes practical AI use cases such as using Claude to merge multiple pen test reports quickly, warns that deliverables and contracts will be reviewed by AI, and discusses token costs. He argues AI shifts value toward industry expertise, client-facing advisory skills, and automating small time savings at scale, not just coding, and advises professionals to adapt rather than fear disruption.

Book recommendations include Uniquely Human (Barry Prizant), Good to Great, and CISSP 11th Hour, plus Brandon Sanderson’s fantasy books.

00:00 Welcome and Setup

00:45 Meet Chad Fullerton

02:01 Day in the Life

03:18 AI Revolution Pace

04:37 Fundamentals and Growth

05:41 Learning Habits That Compound

09:39 AI in Security Workflows

11:55 Claude Code and Automation

18:43 Adapting to Disruption

20:42 Positivity and Hiring Signals

26:10 Layoffs and Reputation

27:41 LinkedIn Is Not Therapy

31:43 Clicks at Scale

34:01 Stop Being Cost Center

36:37 Advisors Beat Hoodies

40:14 Work Backwards Roadmap

42:21 Daily Learning Mindset

43:29 Books That Shaped Chad

47:29 Sales Outreach Done Right

49:08 Social Media Reality Check

49:56 Wrap Up and Next Time

Nexo - Executive, GTM & Cybersecurity Recruitment https://www.linkedin.com/in/thomaspropen/

Dixon Wright on career growth, leadership paths, and using AI without losing expertise

Thomas chats with Dixon Wright about his career progression and what drives promotions, emphasizing hard work plus being in the right place at the right time.

Dixon discusses playing the long game, building subject-matter expertise before leading, and the importance of choosing work you enjoy rather than chasing compensation. He highlights the value of early consulting for transferable skills, professionalism, and in-person learning, and warns remote work and AI can weaken development and enable shortcuts.

They explore AI’s ROI, token costs, and how metric-driven cultures can reward low-value ‘activity’, arguing expertise is still essential to evaluate ideas and business impact.

Book/podcast recommendations include How I Built This, Radical Candor, The Advantage, Deep Work, Digital Minimalism, Slow Productivity, and Unreasonable Hospitality.

00:00 Welcome and Guest Intro 01:30 Life as a Remote Dad

02:57 Career Growth and Promotions

05:31 Play the Long Game

08:32 Choose Passion Over Pay

12:49 Superstars vs Rock Stars

16:14 Why Consulting Builds Skills

20:09 AI Remote Work and Learning

22:57 AI ROI and Hidden Costs

35:03 Books Habits and Wrap Up