Will Tomlins has sold through three very different eras of enterprise tech: 11 years at Canon, three years leading commercial and financial services teams at AWS, and now a run at Wiz, the cloud security company Google acquired for roughly $32 billion, its largest acquisition to date. He joined Wiz in June 2025, weeks after the deal was announced, and was still there nine months later when it closed.
I sat down with Tomlins, now Regional Vice President of Mid-Market and Enterprise Sales at Wiz, to talk about what actually moves enterprise deals forward, how AI is changing what security buyers care about and why he still shows up to no-go conversations as an RVP.
Why "pain and champion" beats every framework
Wiz runs a disciplined, MEDDPICC-driven sales motion. But ask Tomlins what separates deals that close from deals that stall, and the answer isn't a methodology, it's two things: pain and champion.
A prospect can check every box on a scorecard and still go dark. What Tomlins has seen, repeatedly, is that deals die when there's no one inside the account who wants the solution badly enough, for business or personal reasons, to push it through. Frameworks help sales teams stay organized. They don't replace the emotional intelligence needed to find, and back, a real champion.
AI is expanding the attack surface, and the sales conversation
According to Tomlins, the last 12 months have seen developer tooling and autonomous code deployment dramatically widen the cloud attack surface. That's changing what buyers ask for: conversations have moved from passive infrastructure security to visibility and governance, specifically, tracking which developers are shipping code and adopting AI tools without security sign-off.
Wiz encourages its own workforce to use AI to reshape daily workflows. But Tomlins is clear that AI has limits: it can't lead, coach, or develop a sales team. That's still a human job.
"Clock speed" over resume numbers
When hiring, Tomlins looks less at a candidate's past quota attainment and more at what he calls clock speed, how fast someone can learn something new and apply it the same day. It's a hiring bar built for a market moving as fast as cloud security is right now.
Leading from the front
Despite running a full region, Will still sits in on economic-buyer meetings and no-go calls. For him, that's not optional oversight, it's how Wiz's two values, "win together" and "lead by example," actually show up inside live deals instead of staying slide-deck language. He also points to a specific risk balance between company and rep as the real driver behind reps who outperform.
Watch the full conversation
If you're leading enterprise sales through long, multi-stakeholder cycles, trying to understand what AI is doing to cybersecurity buying, or thinking about what's left for sales leaders to teach once process gets automated, this conversation is worth your time.
Or listen below:
Spotify - https://open.spotify.com/episode/0f6cVMueHILeU5G7kCDDNr?si=9bf3c8d352d44339
Apple - https://podcasts.apple.com/us/podcast/17-will-tomlins-rvp-of-mid-market-enterprise-at-wiz/id1856255257?i=1000782830394
