Hunters and Unicorns

Join Paul Cap, Chief Revenue Officer at MongoDB, as he reveals his journey from finance to tech sales. He discusses the vital mindset shifts that fuel MongoDB's growth and shares insights on building high-performance teams. Paul emphasizes the importance of nurturing future CRO talent and the role of culture in hypergrowth. He also reflects on leadership during crises, advocating for empathy and mission-driven approaches. This conversation is packed with actionable lessons for both emerging leaders and seasoned pros.

In this episode of the East Coase Elite series, we sit down with Yotam Segev, co-founder and CEO of Cyera, to explore the incredible journey of building a cybersecurity unicorn. From the early days of a "B-minus" idea, Yotam shares how a relentless focus on customer feedback, not internal opinions, became the company’s compass. He reveals the difficult but essential pivot from founder-led sales to building a world-class team, the qualities he looks for in top-tier sellers, curiosity, paranoia, and hunger and the mindset that propelled Cyera to nearly $100M ARR and a $6B valuation in just four years. 🙌 Thanks to Our Sponsors! PGAI: https://www.getpg.ai & Selr: https://selr.ai 🏹 Key Topics Covered 00:00 - Intro 01:55 - From the military to founding Cyera 05:30 - Why *** is the only compass that matters 08:02 - How top salespeople act 09:16 - The importance of a humble approach 12:22 - The hardest part of the early stages 16:01 - Validating a hypothesis with "dollars" 20:00 - The impact of moving to the U.S. 20:31 - From founder-led sales to building the first team 29:19 - The market transition 32:39 - The three characteristics of a great seller 37:05 - The balance between a playbook and excitement 40:02 - The importance of energy and mindset 49:43 - The core dynamic of the co-founder relationship 52:17 - Cyera's North Sta 54:47 - Why top talent should join Cyera   💥 3 Biggest Lessons: Your Compass is the Customer: Your opinions don't matter; building a great product means constantly listening to and learning from your customers' pain points. Sales is a Team Sport: In an early-stage company, a founder must stay engaged in the sales process to build trust, as a salesperson alone can't provide the same assurance. Mindset is Everything: The difference between an average and exceptional performer is often their attitude. Bring energy, curiosity, and a relentless drive to everything you do. 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro. If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🦄 Connect with Hunters & Unicorns Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog 💬 Notable Quotes "Your idea sounds like a B-minus and that's a compliment. We're investing in the team, and if the customers tell us they want to buy that, we'll build it". "We don't build products according to those opinions. Maybe your mother. We build products according to the customers with a very attentive view to the customers' pain and to the guidance they're providing us". "A company only exists, the oxygen for a company is business. It's a net new ARR. That's the oxygen for these companies that we're all playing in". "The journey itself is the price. And it's not a full lack of ambition. Like we want to take over the world if we could and we're walking towards it". "The best sellers... are curious, genuinely interested, caring about the customers, the challenges, the pains, what they're trying to accomplish, why they're trying to accomplish it, why have they not accomplished it yet again and again and again". #softwaresales #huntersandunicorns #playbookuniverse

In this episode of the East Coast Elite series, we sit down with Austin Stefani, CRO at DBT Labs, to discuss his career journey from EMC to his current role.   austin shares his fundamental principles for sales leadership, emphasizing the importance of making every individual on the team successful.   We learn about his focus on skill acquisition, the value of learning from challenges, and why empathy is crucial for both employees and customers. Austin breaks down his "playbook" for problem identification and how to apply it at various stages of a company's growth, from building a sales process and managing pipeline to scaling international teams.   🙌 Thanks to Our Sponsors! PGAI: https://www.getpg.ai Seller: https://selr.ai   🏹 Key Topics Covered 00:00 - Intro 00:58 - Flipping the org chart upside down 01:48 - The fundamental principles of sales 05:00 - Focusing on productivity 07:13 - Using frameworks for problem identification 09:17 - Translating a sales mindset to a leadership role 12:48 - Skill training and retention 18:56 - The benefits of non-linear career progression 24:00 - Learning through setbacks and hard times 32:27 - Why Austin chose to leave Rubrik for DBT 35:35 - Empathy as a core leadership trait 41:31 - The biggest challenges and learnings as a CRO 43:35 - The advantages of in-house company culture 49:55 - The playbook as a blueprint   💥 3 Biggest Lessons:   Flipping the Org Chart: Leaders are overhead, and their primary job is to make every individual sales rep successful.   Embrace the Hard Times: The only way to get through tough situations is through them, which is how you acquire new skills and become more resilient.   Playbooks are Blueprints: A playbook is a framework for problem identification, not a step-by-step instruction manual to be applied universally.   🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro   If you enjoyed this episode, please drop a like/share and subscribe to our channel!   🦄 Connect with Hunters & Unicorns Website: http://huntersandunico... Twitter:   / huntersun1corns   Instagram:   / huntersandunicorns   Blog: http://huntersandunico...   💬 Notable Quotes   "If you're in one job and you just go the next job and the job after that and you're just learning from people that are exactly like you, there's only so much skill that you can get."   "Productivity is like the most important metric and everything services that."   "The leaders that do that really well will be able to grow with the company."   "I think it's a blueprint, not an instruction manual."   "Trust is generated by the quality of the questions you ask. The amount of try it next time like try talking... If somebody comes and asks you... 'I need some advice or can I pick your brain', next time somebody says that try saying nothing but questions about 10 minutes into this. The person will reach across the table, grab your arm and say, 'Oh my gosh, you solved my problem.' And they'll leave and you'll just be like, 'I didn't say a word.'"

In this episode of the East Coast Elite series, we sit down with Brian Trowbridge, VP of Sales at FireHydrant, to explore the brutal truths of startup life. From making high-stakes decisions with limited runway to navigating board dynamics and founder alignment, Brian unpacks what it really takes to succeed in an early-stage company. We dive deep into how he evaluated FireHydrant before joining, what he looks for in founders and boards, and how sales leaders should think about burn rate, valuations, and growth expectations. If you're in sales and considering a startup role, this episode is a must-watch.   🙌 Thanks to Our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai   🏹 Key Topics Covered 00:00 - Intro 01:00 - Startup chaos 05:00 From Startup Grind to Scalable Sales 09:17 The Hardest Hiring Lessons 13:46 Selling Without a Playbook 18:24 Coaching Reps to Think Critically 22:40 Building Repeatable Pipeline 29:03 Staying Grounded as a Sales Leader 35:17 Career Advice for Aspiring CROs 42:00 The Power of Humility in Leadership 50:30 The Role of Curiosity and Grit   💥 3 Biggest Lessons: Chaos is a Feature, Not a Bug: Embrace early-stage ambiguity—true sales leadership is forged in unpredictability. Hiring is Everything: The reps you bring on will define your success. Make every hire count. Ask the Bigger Questions: Scaling isn’t just tactics—it’s teaching your team how to think.   🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this episode, please drop a like/share and subscribe to our channel!   🦄 Connect with Hunters & Unicorns Website: http://huntersandunicorns.com Twitter:   / huntersun1corns   Instagram:   / huntersandunicorns   Blog: http://huntersandunicorns.com/blog   💬 Notable Quotes “If you have a mediocre RD, avoid it. I would even avoid a good company if I didn’t have a good RD.” “You’re not just asking ‘did I make my number?’ You’re asking: does this company even exist in 12 months?” “There’s no bigger mistake than hiring the wrong person—it costs you a year.” “Some founders just burn through VPs. You need to know that before you join.” “You’re wearing a hundred hats and trying to hit growth targets with minimal runway. It’s not for everyone.”   Tags #softwaresales #huntersandunicorns #playbookuniverse

Martin Mao, co-founder and CEO of Chronosphere, shares his journey from Uber to launching a game-changing startup in observability. He discusses the bold move of leaving a tech giant to pursue conviction, emphasizing the necessity of internal clarity. Martin highlights the importance of execution and team culture in achieving true product-market fit. He also delves into the challenges of navigating sales dynamics and scaling effectively, providing valuable insights for founders and operators on focusing on their audience and refining their vision.

In this episode of Hunters & Unicorns, East Coast Elite, we sit down with Brian McCarthy, President of Global Revenue and Field Operations at Rubrik. With a remarkable track record scaling high-performing teams and navigating through IPOs, Brian shares the foundational principles that shaped his leadership, putting people first, leading with love, and building structures that drive consistent performance. We explore how Brian transitioned from star seller to visionary leader, how he earned unshakeable team loyalty, and why systems like WANs can revolutionize your sales coaching. If you're serious about leading at scale with integrity, this is a must-watch. 🙌 Thanks to Our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai 🏹 Key Topics Covered 00:00 – Intro & First Sales Job 04:20 – Choosing Leadership Over Sales 08:00 – WANs: Coaching with Metrics 12:10 – Building Loyalty Through Care 16:15 – Sales vs. Leadership Thinking 21:00 – IPO Learnings & Pressure 26:10 – Territory, Quota & Fairness 31:25 – Love-Driven Leadership 36:20 – Hiring for Intellect & Agility 42:05 – Structuring First-Line Teams 48:40 – Closing Advice & Reflections 💥 3 Biggest Lessons 1. Real leadership is people-first – Helping someone grow, even if it means leaving your team, is true leadership. 2. Structure drives consistency – Weekly Activity Numbers (WANs) give both clarity and accountability to teams. 3. Love creates loyalty – When leaders genuinely will the best for their people, performance naturally follows. 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro. If you enjoyed this episode, please drop a like/share and subscribe to our channel! 🦄 Connect with Hunters & Unicorns Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog 💬 Notable Quotes “If this is better for you and your family, leave. I will help you get promoted.” “You either really care about people and their development, or you don’t.” “Love is willing the best for others—and that’s how I lead.” #softwaresales #huntersandunicorns #playbookuniverse

Discover the secrets to hiring A-players in sales leadership! Learn why focusing on super-rep mindsets can sabotage your recruiting efforts. Dive into a structured three-stage hiring process designed to enhance candidate engagement. Uncover the critical importance of feedback loops and how to ensure candidates are ready to say yes before extending offers. Explore backchannel hiring techniques employed by top executives to identify hidden talent. This insightful conversation is a must for anyone aiming to build winning teams!

Dive into the secrets behind career advancement in tech sales. Discover the power of 'Career Champions' and how they can elevate your path. Learn why promotions often hinge not just on performance, but on visibility and alignment. Find out how to become the top choice for leadership positions with insightful strategies. Plus, unearth the essentials for breaking the glass ceiling and thriving in executive roles. It's all about mastering skills and making strategic choices!

Marina Ayton, VP UK&I at Wiz and co-author of The Female Sales Leader, shares her journey through leadership in the tech industry. She discusses navigating transitions between leadership levels and the importance of emotional intelligence in sales. Marina emphasizes the necessity of embracing humility, overcoming imposter syndrome, and making purposeful career moves. With insights on building diverse teams and strategies to empower women in sales, she offers a playbook for aspiring leaders to thrive and make a lasting impact.

In this episode of Great Leaders UK, we sit down with Alice Carlisle, VP UK&I at Wiz, to uncover how she rose from first-line leader to one of the most sought-after roles in the cybersecurity industry. From taking a struggling ZScaler team and transforming it in under three quarters, to embodying Wiz’s values of confidence and humility, Alice’s journey is proof that authenticity and unrelenting work ethic drive lasting impact. She delves into the hard lessons of leading through fear-based tactics early in her career, learning the Force Management Playbook at AppDynamics, and then applying it to close LogicMonitor’s largest deal ever. Ultimately, we focus on how Alice builds culture, leading by example, caring genuinely for people, and creating internal champions, so that teams win together, not just as individuals. Whether you’re scaling a hyper-growth sales org, building a new culture, or simply looking to be a better human in leadership, Alice’s playbook is packed with actionable insights on driving growth through customer success and winning with authenticity. 🙌 Thanks to our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai 🏹 Key Topics Covered 00:00 – Intro 05:00 – Why Alice Was Chosen for Wiz 10:00 – Wiz Values: Humility & Authenticity 15:00 – Leadership Evolution: Leading Without Fear 20:00 – Early Work Ethic & Foundations 25:00 – Learning the Playbook at AppDynamics 30:00 – Applying Playbook at LogicMonitor 35:00 – Career Pivots & Decision to Join Zscaler 40:00 – Turning Around the Zscaler Team 45:00 – Building Culture & Final Reflections 💥 3 Biggest Lessons Authenticity Over Authority – Leading by fear alienates; leading by genuine care and humility builds lasting loyalty. Learn & Apply Fast – When you join a Playbook organization, absorb everything like a sponge and execute immediately – that’s how you prove its value. Culture Eats Strategy – Even in hyper-growth, small ritualistic acts (e.g., cleaning up after yourself) set the tone for accountability, trust, and team unity. 🙌 Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, and post-produced by the team at videoforce.pro If you enjoyed this deep episode, please drop a like/share and subscribe to our channel! 🦄 Connect with Hunters & Unicorns Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog 💬 Notable Quotes “People see through it as much as you might think they don’t. You have to genuinely care.” “Being right is not very valuable. It’s more important to be valuable than be right.” “The most important thing for me is I genuinely give a shit about people more than anything.” #softwaresales #huntersandunicorns #playbookuniverse