『Hunters and Unicorns』のカバーアート

Hunters and Unicorns

Hunters and Unicorns

著者： huntersandunicorns
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Introducing ’Hunters and Unicorns’ – the podcast that shows you what it takes to be #1 in software sales. Are you hungry for the inside scoop on what it takes to lead in the dynamic world of software sales? Join us each week as we dive deep into the journeys of the trailblazers shaping the tech landscape’s future. 🔍 Dive into pivotal past experiences. 🎙️ Unveil the Playbooks of Tech Titans! 🚀 Revealing strategies of tech leaders driving growth. 🎯 Insights from thought leaders, entrepreneurs, execs. 🔥 Ignite innovation, leadership, extraordinary achievements. 🌐 1M+ global downloads – a community of tech enthusiasts. 🦄🎉 Subscribe and discover what it takes to be #1 in software sales! 👋 We are your hosts, Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, a tech recruitment agency in the UK. Visit our website to find out more: https://huntersandunicorns.comCopyright 2020 All rights reserved. 出世 就職活動 経済学
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  • If You Think Taking Time Off Means You Are Losing — This Conversation Will Change Your Mind

    If You Think Taking Time Off Means You Are Losing — This Conversation Will Change Your Mind
    2026/09/09
    What happens when one of the most intense, competitive leaders in software sales finally decides to slow down? For Alex Patman, former CRO at Drata, stepping away from the game wasn't about losing his edge—it was about gaining perspective. In this episode of Hunters and Unicorns, Simon Kouttis and Ollie Kuehne sit down with Alex to unpack his journey from Fuze and Okta to becoming CRO at Drata, the mindset that drove his rapid rise through the software industry, and the leadership principles behind his success. Alex opens up about the tragic loss of his brother, why he made the decision to take time away from work, and how stepping back has changed his perspective on family, health, leadership, and his next professional mission. The conversation also explores the rapidly changing AI era, the pressures of modern sales leadership, and what it really takes to build and lead high-performing go-to-market teams. From increasing intensity and narrowing the focus to raising standards and leading from the front, Alex shares the playbook, principles, and competitive mindset that have shaped his career. In this episode: • Alex's journey from Fuze and Okta to CRO at Drata • Why pressure is a privilege—and the mindset of a “90-day contract” • How tragedy and time away from work changed his perspective • The importance of family, health, and mental resilience • Why curiosity and competitiveness can accelerate a career • Alex's perspective on the AI era and the future of software sales • The leadership principles behind high-performing GTM organizations • Why leaders need to increase intensity, narrow the focus, and raise standards • The importance of trust, communication, humility, and collective responsibility • How taking a step back can become the slingshot for the next chapter About Alex Patman Alex Patman is a former CRO at Drata and an experienced go-to-market leader who has built his career across high-growth technology companies including Fuze, Okta, and Drata. Known for his intensity, curiosity, competitiveness, and pace-setting leadership style, Alex has become one of the most prominent emerging leaders in software sales. Subscribe to Hunters and Unicorns for conversations with the leaders building, scaling, and transforming high-growth technology companies. About Our Sponsor: Big thanks to Aurasell for sponsoring this episode. Aurasell is an AI-native GTM platform designed to intelligently automate every aspect of the sales cycle—from prospecting and deal management to forecasting and coaching. #HuntersAndUnicorns #AlexPatman #Drata #SalesLeadership #GTM #SoftwareSales #AI #SalesStrategy #RevenueLeadership #B2BSales #ArtificialIntelligence #sales Timestamps: 0:00 — Trailer 1:17 — Welcome & Introduction 2:50 — Why Alex Is Taking Time Off 6:03 — Filling the Void & Keeping the Mind Active 10:47 — Why It's Important to Sit Through This 15:30 — Evaluating the Hardware Space 19:09 — Separating Signal From Hype in AI 21:19 — What He Looks for in a Founder 26:33 — How to Assess Founder GTM Commitment 30:04 — Career Arc — Fuse to Octa to Drata 37:33 — What Set Him Apart at Octa 41:37 — When Adam Arens Took Notice 44:17 — Managing Impatience & Over-Ambition 51:05 — Transitioning Into the CRO Seat 53:35 — Is It a Lonely Seat? 56:48 — Work-Life Balance as CRO 1:01:34 — What He Loves Most About the Game 1:02:54 — Guiding Principles & Leadership Style 1:05:41 — Closing
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    1 時間 11 分
  • The CRO Warning: He Was Winning Every Deal and About to Lose His Entire Team

    The CRO Warning: He Was Winning Every Deal and About to Lose His Entire Team
    2026/09/16
    What happens when you're winning every deal—but your team is quietly reaching its breaking point? For Zach Sikora, CRO at Endor Labs, one of the biggest leadership lessons of his career came when he realized that driving results wasn't enough. His team was succeeding, but they were also fatigued and he risked creating a culture built around compliance rather than commitment. In this episode of Hunters and Unicorns, Simon Kouttis and Ollie Kuehne sit down with Zack to explore his journey from EMC and AppDynamics to People.ai and now Endor Labs, and the leadership lessons he learned along the way. Zack shares the moment his COO warned him that he might have a “mutiny” on his hands, why accountability has to come with empathy, and how explaining the “why,” using data, humanizing leadership, and giving people a voice transformed the way his team operated. The conversation also explores building a modern GTM organization, the role of RevOps and enablement, AI and application security, Endor Labs' growth journey, and why developing leaders is just as important as hiring more sales reps. In this episode: • The leadership mistake that nearly cost Zack his team's commitment • Why winning doesn't mean your leadership approach is working • The difference between compliance and commitment • How to balance accountability with empathy • Why leaders need to explain the “why” behind every decision • How data can help bring sales teams along with the strategy • Why RevOps and enablement should come before scaling headcount • Building a culture focused on leadership development • How AI is changing application security and software development • Endor Labs' growth strategy and 100% channel approach • What it really means to build a high-performing GTM organization About Zack Sikora Zack Sikora is Chief Revenue Officer at Endor Labs, with leadership experience at EMC, AppDynamics, People.ai, and Endor Labs. His experience spans high-growth technology, enterprise sales, go-to-market strategy, and revenue leadership, with a strong focus on building teams and developing leaders. About Our Sponsor: Big thanks to Aurasell for sponsoring this episode. Aurasell is an AI-native GTM platform designed to intelligently automate every aspect of the sales cycle from prospecting and deal management to forecasting and coaching. Subscribe to Hunters and Unicorns for conversations with the leaders building, scaling, and transforming high-growth technology companies. #HuntersAndUnicorns #ZachSkora #EndorLabs #SalesLeadership #GTM #RevenueLeadership #SalesManagement #SalesStrategy #AI #Cybersecurity #B2BSales #leadership Timestamps: 0:00 — Trailer 1:28 — Welcome & Introduction 2:43 — When It Started to Click as a Leader 4:18 — Accountability With Empathy — The Turning Point 5:48 — How He Actually Implemented Change 7:47 — From Compliance to Commitment 8:31 — Leaning on Mentors Through the Hard Moments 9:09 — The App Dynamics Story — A Baptism of Fire 12:34 — What Made Him Choose App Dynamics Over MongoDB & Medallia 14:52 — Why Dolly Said He Wasn't Ready 16:05 — The Rise to Third Line — Zigs, Zags & Getting Passed Over 18:11 — How to Systematically Build a Team From Scratch 20:21 — The Power of Activity Data & Leading Indicators 22:55 — When Did He Know He Wanted to Be a CRO? 25:08 — Was He Always Chasing the Title? 28:50 — Playbook First, Domain Second 32:18 — How Important Is Founder Support for Your Strategy? 33:39 — The Critical Criteria When Assessing a CRO Opportunity 35:24 — How to Assess a Founder Before You're In 38:03 — What Drew Him to Endor Labs 40:07 — The Four Problems Endor Is Built to Solve 43:49 — How Endor Stands Up Against the Big Players 46:10 — What's Stopping a Foundational Model From Doing This? 48:04 — Where Endor Is on the Journey & What's Next 49:44 — Why Endor Is a Great Place for Sales Leaders Right Now 51:18 — Closing
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    52 分
  • From Terrible Manager to CEO — Here Is the Leadership Lesson That Changed Everything

    From Terrible Manager to CEO — Here Is the Leadership Lesson That Changed Everything
    2026/08/26
    What does it take to go from a Manager to a CEO—and become the kind of leader who helps others surpass you? In this episode of Hunters and Unicorns, Simon Kouttis and Ollie Kuehne sit down with Christina Brady, CEO and Co-Founder of Luster, to explore her journey from account executive to revenue leader, founder, and CEO. Christina shares how her passion for communication, leadership, and sales enablement shaped her career, why she believes leaders should be the “soil” that helps their people grow, and how AI can make sales teams better without replacing the human element. The conversation explores predictive enablement, emotional intelligence, sales performance, and why the future of AI in sales is about giving people better data, training, and feedback—not removing them from the process. In this episode: • Christina’s journey from account executive to CEO and founder • Why great leaders should help their people surpass them • How communication can transform sales performance • The role of emotional intelligence in sales • Why traditional sales training often fails • How AI can make salespeople better—not replace them • The future of predictive sales enablement • Why enablement should become a revenue center, not a cost center • How AI can identify and correct bad sales behavior before it happens • What the future of sales training and enablement looks like About Christina Brady Christina Brady is the CEO and Co-Founder of Luster, a company focused on transforming sales enablement through AI, predictive insights, training, and performance improvement. She has spent more than 20 years in go-to-market leadership, including roles across sales, enablement, customer success, and revenue leadership. Subscribe to Hunters and Unicorns for conversations with the leaders building, scaling, and transforming high-growth technology companies. #HuntersAndUnicorns #ChristinaBrady #Luster #SalesEnablement #SalesLeadership #AIinSales #SalesTraining #RevenueLeadership #GTM #B2BSales #artificialintelligence Timestamps: 0:00 — Trailer 2:07 — How Christina Became CEO & Co-Founder 6:32 — From Concept to Product 8:36 — Why This Problem Was Personal 11:11 — The Highs & Lows of the Journey 13:55 — Sales Methodology & Getting Certified 16:21 — From Terrible Manager to CRO 20:25 — Breaking Down Communication Barriers 25:46 — Reinforcement & Doing the Work 31:00 — Controlling Emotion in the Moment 35:04 — Radical Candor & Earning the Right 38:32 — The Psychology Behind It All 42:01 — Can Emotional Intelligence Be Learned? 44:38 — Where Luster Is Today 51:57 — Measurable Impact & Real Customer Results 54:37 — Identifying & Cloning Top Performers 57:37 — The Human Element in AI Enablement 59:33 — The Next Five Years for Luster 1:02:34 — Closing
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    1 時間 4 分
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