Background
Delve is an AI-native compliance automation platform that helps companies achieve frameworks like SOC 2, HIPAA, ISO 27001, GDPR, and PCI DSS faster and with less manual effort. Founded by MIT AI researchers, Delve uses AI agents to automate evidence collection, continuously monitor security configurations, and streamline audits. By 2025, Delve had already gained traction with hundreds of companies and was preparing for its next stage of growth: raising a $32M Series A led by Insight Partners, with participation from CISOs at Fortune 500 companies.
Challenges
Delve operates in a highly competitive compliance automation market dominated by incumbents like Drata and Vanta, along with a wave of emerging startups (Secureframe, Comp, etc.). To stand out, Delve needed to
Prove it could win against better-funded, established players.
Accelerate enterprise pipeline velocity and credibility.
Show strong commercial traction to support its Series A fundraising.
Approach
From April to September 2025, Waqas partnered with Delve’s leadership and GTM teams to
Engage senior decision-makers (including a higher-gross manager at a key enterprise prospect).
Prioritize and advance high-value opportunities across Google Ads and LinkedIn channels
Align marketing and sales execution to accelerate compliance-driven conversations.
$5.59M
Google Ads channel
with $1.04M closed-won
$1.35M
LinkedIn channel
with $169K closed-won
$7M
Total impact
$1.2M closed-won within 6 months
In one of SaaS’s most crowded and competitive spaces, Delve was able to
Differentiate its AI-native approach from competitors like Drata and Vanta.
Build enterprise traction and shorten sales cycles despite category noise.
Demonstrate revenue traction that gave investors confidence to lead a $32M Series A.
By combining Delve’s product strength with Waqas’s enterprise go-to-market expertise, the company turned competitive pressure into momentum — establishing itself as a category leader in AI-powered compliance automation.
