Hunters and Unicorns

What Most SALES REPS Miss Before Joining a Startup, w/ Brian Trowbridge

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

How Martin Mao Built a Startup from Zero to MILLION$

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

Inside the Mind of a $4+ BILLION Sales Leader, w/ Brian McCarthy

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

SALES SOS, Episode 2 - How to hire A-Players

In this episode of Sales SOS, Hunters & Unicorns co-founders Ollie and Simon go head-to-head on one of the most misunderstood, yet business-critical skills in sales leadership: how to consistently hire A-players. Drawing from two decades of experience working with the world's most elite sales teams, we break down the true mindset, mechanics, and strategy behind world-class recruitment — and why most leaders are getting it completely wrong. What we cover:

• Why the super-rep mindset is killing your team-building potential

• The 3 stages of a winning recruitment process: Pipeline. Discovery. Close.

• The 3 WHYs vs the 3 WHY NOTs — the ultimate framework to avoid dropouts

• Feedback loops, debrief sessions, and how to control the narrative between interviews

• Why you should never make an offer unless you know they’ll say yes

• Backchanneling: how the best CROs use it to recruit like assassins — and how to avoid blowing it up

Whether you're a first-time hiring manager or a seasoned VP, this is your playbook for hiring without luck or guesswork.

🔗 Subscribe & Connect If this episode resonated, drop a comment, like the video, and hit subscribe. We’re here to help you build teams that win.

SALES SOS, Episode 1 - Career Defining Moves

After 200+ episodes and thousands of hours with the world’s top SaaS sales leaders, Hunters & Unicorns presents Sales SOS raw, practical conversations that dive deep into the mindset, strategies, and frameworks behind elite career growth in tech sales.

In this episode, Hunters and Unicorns very own Simon and Ollie answer four critical questions every ambitious sales professional should be asking:

1. What’s the common thread among top-tier CROs? Discover the power of “Career Champions” and why no one gets to the top alone.

2. Why are you being overlooked for promotions? It’s not always about performance. We unpack how alignment, visibility, and internal champions dictate career momentum.

3. How do you position yourself as the irresistible first pick? We share hard-earned insights into how the best salespeople get fast-tracked for leadership roles.

4. How do you break the glass ceiling — and stay there? From skill mastery to the right strategic choices, we talk about what it really takes to go all the way.

This episode is for ambitious AEs, aspiring leaders, and current managers ready to level up with clarity, intent, and strategy. If this episode hit home, don’t forget to like, comment, and subscribe. We drop practical gold every week.

#SaaSSales #CROCareer #TechSalesLeadership #SalesSOS #HuntersAndUnicorns

Great Leaders UK with Marina Ayton

In this episode of Hunters & Unicorns, Great Leaders UK, we sit down with Marina Ayton, VP UK&I at Wiz and co-author of The Female Sales Leader, to explore her remarkable journey from first-line to second-line leadership and back again.

Marina shares hard-won lessons on building and recruiting world-class teams, navigating rapid promotions, overcoming imposter syndrome, leveraging EQ alongside IQ, and championing diversity in sales. Whether you’re an aspiring sales leader or a seasoned executive, Marina’s playbook offers actionable insights to elevate your career and drive lasting impact.

🙌 Thanks to Our Sponsors!

PG AI: https://www.getpg.ai

Selr: https://selr.ai

🏹 Key Topics Covered

00:00 – Intro & Career Beginnings

01:30 – Transitioning from first line to VP

06:00 – Building the First Enterprise Team

12:00 – Transition to Major Deals Leadership

18:00 – Stepping into Second-Line Role

24:00 – Crafting Vision & Enabling Teams

30:00 – When to Step Back & Pivot

36:00 – Imposter Syndrome as Superpower

42:00 – EQ vs. IQ in Modern Sales

48:00 – Writing The Female Sales Leader

54:00 – Reflections & Future Outlook

 

💥 3 Biggest Lessons

1. Embrace Humility & Listen First – Early listening builds credibility; understand before imposing change.

2. Leverage EQ to Drive Trust – Emotional intelligence is irreplaceable; it underpins long-term partnerships and diverse teams.

3. Purposeful Career Moves – Stepping back into roles refines understanding of where you add value at scale.

🙌 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 dive, please 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 “Imposter syndrome can be a superpower if you let it drive you to earn your seat at the table.” “Leaders must give teams the tools to imagine the art of the possible.” “EQ is never replaceable by AI; it’s what builds genuine partnerships.” #softwaresales #huntersandunicorns #playbookuniverse

Great Leaders UK with Alice Carlisle

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

Great Leaders UK with Natasha Evans

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.”

Great Leaders UK with Deirdre Spillane

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

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💥 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.

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🙌 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!

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🦄 Connect with Hunters & Unicorns

Website: http://huntersandunicorns.com
Twitter: http://twitter.com/HuntersUn1corns
Instagram: http://instagram.com/huntersandunicorns
Blog: http://huntersandunicorns.com/blog

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💬 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.”

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Great Leaders UK - Libby Derbyshire

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