This Nepalese AI startup is helping major American companies close their biggest sales

Global AI startup SecurityPal, headquartered in Nepal, has emerged as a key player in helping major tech companies like OpenAI, Figma, and Airtable efficiently manage security compliance questionnaires for their enterprise sales processes.

The business need: Security questionnaires are a critical but time-consuming requirement for enterprise software sales, often involving hundreds of questions about data privacy, infrastructure security, and compliance measures.

• Companies like OpenAI typically dedicate multiple staff members to handle these questionnaires
• Sales engineers at companies like Grammarly previously spent significant time processing 10-12 questionnaires monthly
• Without completing these assessments, large enterprises cannot proceed with software purchases due to compliance risks

SecurityPal’s solution: The company combines AI technology with human expertise in Kathmandu to process security questionnaires rapidly and accurately.

• A team of 180 employees in Nepal works with proprietary software to complete questionnaires within 24 hours
• The process begins with a 4-6 week period to build a comprehensive Knowledge Library for each client
• The company has processed over two million security-related questions in four years
• Revenue has tripled in two years to over $10 million, with some clients paying seven-figure contracts

Company leadership and growth: Founded by Pukar Hamal, a Nepali-born U.S. citizen, SecurityPal has achieved significant growth since its 2020 launch.

• The company reached a $105 million valuation after raising $21 million in Series A funding led by Craft Ventures
• SecurityPal maintains offices in both Kathmandu and San Francisco, with 25 employees in the U.S.
• The company’s Nepal operation has become a model for tech development in the region, dubbed ‘Silicon Peaks’

Workforce development: SecurityPal has established a unique approach to building its workforce in Nepal.

• Employees receive competitive compensation, with analyst salaries ranging from $18,000 to $40,000
• The company provides comprehensive benefits including health insurance and vacation budgets
• Senior roles can earn $60,000 to $70,000, significantly above local market rates
• The company maintains high employee satisfaction with a net promoter score of 76

AI integration strategy: SecurityPal has adapted to the rise of generative AI by incorporating it strategically into its operations.

• The company uses AI tools to augment human analysts rather than replace them
• Competitors offering purely automated solutions have faced challenges with accuracy and reliability
• Major AI companies like OpenAI and Langchain choose SecurityPal over automated alternatives
• The hybrid approach allows for maintaining accuracy while increasing processing speed

Future outlook: SecurityPal’s impact extends beyond its immediate business model to broader regional development.

• Plans include expansion to Cambodia, the Philippines, and Vietnam
• The company is working with educational institutions to develop relevant security analyst curricula
• The success of SecurityPal’s model is inspiring other tech startups in Nepal
• Former employees are expected to launch their own ventures, potentially creating a startup ecosystem in Kathmandu