Hunters and Unicorns

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

In this episode of East Coast Elite, Simon Kouttis and Ollie Kuehne sit down with Martin Mao, co-founder and CEO of Chronosphere. From his early days at Uber to founding one of the most disruptive startups in observability, Martin shares what it takes to navigate uncertainty, build conviction, and win at scale. We dive into the mindset shifts behind leaving a tech giant to build something bold, how Martin sees the future of observability, and what it means to lead with clarity in a rapidly evolving market. If you're a founder, engineer, or operator seeking real insights from a builder at the top, this one’s for you. Key Topics Covered 00:00 Intro 02:10 What Makes a Strong Founder 04:48 Why Martin Left Uber 09:22 Founding Chronosphere 13:41 Competing with Industry Giants 19:05 The Startup Learning Curve 26:38 Early GTM Decisions 33:20 Scaling with Intent 39:40 Balancing Vision and Feedback 46:14 Leadership Lessons in Hypergrowth 50:12 What’s Next for Chronosphere 52:49 Closing Reflections   3 Biggest Lessons Leaving comfort for conviction: Martin’s leap from Uber shows that bold moves start with internal clarity, not external certainty. Product-market fit is just the beginning: Real traction comes from execution, team culture, and continuous iteration. Disruption requires ruthless focus: Be crystal clear on who you serve and why your product matters—then say no to everything else. Thanks for listening! This episode was hosted by Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns. 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 “You don’t need to have all the answers before you start.” “It’s not about being better—it’s about being different in a meaningful way.” “Startups work when you're solving real pain, not just building cool tech.” This episode is sponsored by SELR & PG:ai   #softwaresales #huntersandunicorns #playbookuniverse

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

The Brutal Truth About Scaling Customer Success, w/ Natasha Evans   Today we’re joined by Natasha Evans, VP of Customer Growth at Hook. Natasha shares the raw reality of going from chaos to clarity while building the customer success function inside a hypergrowth rocketship. We dive deep into the strategic thinking and tough decisions that shaped her journey—from running toward the fire in Saleslofts' early days to scaling operations and rebuilding customer teams at Hook. Natasha unpacks what it really takes to align customer growth with revenue in today’s high-velocity SaaS environment. If you're navigating messy growth, operational debt, or building CS from scratch, this conversation is packed with hard-earned insights. 🙌 Thanks to our Sponsors! PG AI: https://www.getpg.aiSelr: https://selr.ai   🏹 Key Topics Covered 00:00 – Intro 03:43 – Natasha's evolving career 05:50 – Building with No Playbook 08:43 – When Your Org Chart Fails 12:41 – Driving Revenue from CS 16:00 – Rebuilding Customer Success at Hook 22:10 – Scaling Fast Without Losing Focus 27:45 – Coaching vs. Commanding 32:12 – Mistakes That Made Her Better 36:30 – What Growth Looks Like Now 💥 3 Biggest Lessons Running toward chaos is how you earn your seat. The people who grow fast are the ones who face the hardest problems first. Customer growth must be tied to revenue. Fluffy CS doesn’t survive—alignment with GTM is critical. Rebuilding is part of scaling. You often have to break what you built to keep growing the right way.🙌 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 “Run towards the fire. The hardest problems are where growth comes from.” “Customer success has to earn the right to be there. You tie it to revenue or it dies.” “Sometimes you scale by breaking everything and starting over.”

From MongoDB to Founder: How Deirdre Spillane bet on Herself Description In this episode of The Playbook Universe, we sit down with Deirdre Spillane, co-founder of Selr.ai and former sales leader at MongoDB and Segment. She shares her incredible journey—from building high-performing teams in one of the most feared sales orgs in tech, to stepping into the unknown and launching her own company. We dive into the power of coaching, the danger of drowning in data, and why understanding the “why” behind people’s actions is everything. If you're in sales, leadership, or considering your next bold career move—this is your playbook. 🙌  Thanks to our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai 🏹 Key Topics Covered 00:00 - Intro 01:54 - From Oracle to MongoDB 04:01 - Learning from Carlos Delatorre 06:58 - ICP and Hard Lessons in Fit 08:44 - Coaching Is About Trust 11:14 - How to Truly Meet People Where They Are 13:19 - Building Intentional Sales Teams 15:01 - Diversity of Thought in Sales 17:38 - Data Overload in Sales Leadership 21:19 - Tracking the Right Metrics 24:10 - Aligning Personal Why with Business Goals 27:03 - Grit, Motivation & Early Indicators of Success 30:49 - What Seller Actually Does 34:42 - Founder Life vs Sales Leader Life 36:59 - Why Coaching Is Her Life's Work --- 💥 3 Biggest Lessons 1. Trust Before Tactics: Effective coaching doesn't begin with playbooks—it starts by understanding and trusting your people. 2. Data Isn’t Insight: Sales orgs today are flooded with metrics, but the true game-changers are conversion points and coaching conversations. 3. Your 'Why' Is the Multiplier: Aligning your personal drive with business objectives creates clarity, resilience, and momentum. --- 🙌 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 --- 💬 Borrow these quotes from Deirdre! “Once you get this opportunity, you take it with both hands… and you leave nothing on the field.” “You’ve got to meet people where they are—that’s where the trust builds.” “We don't lack data—we lack the right coaching to make sense of it.” “Being gritty is more important than being gifted.” ---  

They Told Her Not to Work in Sales — She Proved Them ALL WRONG   Description In this episode of The Playbook Universe, we sit down with Libby Derbyshire, Sales Director at ComplyAdvantage, whose transformation journey is nothing short of extraordinary. From selling boat party tickets in Ibiza to leading with data and empathy at some of the UK’s fastest-growing startups, Libby shares the pivotal moment that changed everything — and the power of combining gut instinct with hard analytics. We explore her early experiences in sales, how Jeremy Duggan and Steve McCluskey shaped her development, what it means to build inclusive teams, and how she balances motherhood with high-performance leadership. Raw, inspiring, and deeply insightful, this is a masterclass in becoming more than the sum of your parts. 🙌 Thanks to our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai   🏹 Key Topics Covered 00:00 – Intro 00:39 – From Hard Work to Data-Driven Execution 03:01 – Learning to See the Patterns 06:03 – Becoming a Convert to the Playbook 08:17 – How Libby Leads Today 11:40 – Data vs. People: Earning Buy-In 14:38 – The ‘Cookie Cutter’ Myth 16:20 – Libby’s Unconventional Start in Sales 21:40 – Navigating Pregnancy, Leadership & Career Decisions 24:00 – Female Leadership & Real-World Challenges 27:00 – Imposter Syndrome and Identity at Work 30:00 – Balancing Motherhood and Ambition 34:00 – The Mission Behind ComplyAdvantage 38:00 – Values, Priorities & Why This Role Was the Right Move                   💥 3 Biggest Lessons1. Data doesn’t replace instinct — it amplifies it: Libby learned that great leadership isn't about abandoning your gut; it’s about backing it up with data that tells the real story. 2. Authenticity scales, imitation doesn’t: Early on, Libby tried to imitate powerful leaders, but real growth came when she embraced her own leadership voice. 3. Support isn’t just nice — it’s strategic: From Jeremy Duggan’s belief in young talent to Luke Rogers’ immediate support during Libby’s second pregnancy, backing people fully brings out their best. 🙌 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   💬 Borrow These Quotes From Libby!   "That was the day the lights went on for me."   "If I’m not getting value from data, why would I expect my reps to?"   "You can’t separate yourself from your values — they show up in every meeting."   "More was more. I learned that early, selling in Ibiza."   "I won’t put my family on hold anymore — I know my priorities."   Tags (SEO) Libby Derbyshire, sales leadership, ComplyAdvantage, Jeremy Duggan, female sales leaders, data-driven sales, sales playbook, Hunters and Unicorns, The Playbook Universe, sales transformation, motherhood and career, female empowerment, B2B sales podcast, sales manager advice, sales coaching, tech sales UK, revenue leadership, leadership podcast UK #softwaresales #huntersandunicorns #playbookuniverse