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by huntersandunicorns
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. 👋 We are your hosts, Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, a tech recruitment agency in the UK.
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- 3 days ago48 min
Harness GTM President: Why a Great VC Investment Can Be a Terrible Place to Build Your Career
Nominate the next guest (and win a race seat!) here: https://tally.so/r/vXX0g0 Is the hottest AI startup actually the best place to build your sales career? In this episode of Hunters and Unicorns, Simon Kouttis and Ollie Kuehne welcome back a great friend of the show, Carlos Delatorre, President, Go To Market at Harness, to talk about what may be the most dangerous market sales professionals have ever seen and how to separate signal from noise when you’re making a career decision. Carlos explains why a company can be a great investment for venture capitalists but not a great place to build a career, why founder-market fit matters as much as product-market fit, and why the ultimate moat is distribution, not technology. He looks back on MongoDB’s crucible moment joining at around $30M, hitting $100M on open source, then reinventing with Atlas on the way to $2B and on the hardest, most impactful years of his career working for John McMahon. The conversation also covers which sales skills still matter in the age of AI, why the new bottleneck in software is everything that happens after the code is written, how Harness is rebuilding sales enablement with AI, the three pillars of sales execution that won’t be automated, and why the best career move is often to choose the best boss. In this episode: • Why VC funding is a signal, but not the signal • Founder-market fit and the two ways companies sub-optimize without it • Unit economics, thin moats and why hot PLG companies become sales execution games • Why distribution is the ultimate moat • MongoDB’s crucible moment: from $30M to $2B with Atlas • Why ARR doesn’t mean what it used to • The paradox: the best sales execution happens without the perfect product • Optimizing for development and growth instead of easy money • Which sales skills still matter in the age of AI • The new bottleneck: everything after the code • Winners and losers in the AI market • How Harness is using AI to rebuild sales enablement • Internal champions: why the mentee doesn’t get to pick • Pipeline generation, champion building and qualification • Choosing the best boss and the best boss’s boss About Carlos Delatorre: Carlos Delatorre is the President, Go To Market at Harness, where he oversees the sales and go-to-market functions behind the company’s AI software delivery platform. Earlier in his career he led sales at MongoDB, joining at around $30M in revenue, and worked for John McMahon at PTC, BladeLogic and BMC. This is his third appearance on Hunters and Unicorns. 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 more conversations with the leaders building, scaling, and transforming high-growth technology companies. #HuntersAndUnicorns #CarlosDelatorre #Harness #MongoDB #SalesCareer #FounderMarketFit #AI #SDLC #GTM #SalesLeadership #B2BSales #Leadership Timestamps: 0:00 – Trailer 1:31 – Welcome & Introduction 2:12 – The Most Dangerous Market We’ve Ever Seen 4:58 – Founder-Market Fit 8:33 – How to Spot the Right Founder 9:34 – Unit Economics and Thin Moats 11:47 – Why Distribution Is the Ultimate Moat 12:38 – Crucible Moments: MongoDB From $30M to $2B 15:27 – Why ARR Doesn’t Mean What It Used To 17:25 – Technology vs. Your Sales Career 18:40 – Why Work Harder Than You Need To? 20:02 – Chasing Money in a Hype Market 21:35 – Which Sales Skills Still Matter in the Age of AI 25:29 – AI and the New Bottleneck in Software 31:55 – Winners and Losers in the AI Market 33:23 – Ahead of the Wave: Harness’s Inflection Point 36:54 – How Harness Is Using AI in Its Own Sales Team 38:24 – Rebuilding Sales Enablement With AI 40:30 – How the Sales Profile Is Changing 42:41 – Internal Champions and the Three Pillars of Sales 45:09 – Choose the Best Boss 46:08 – The Future of Frontier Labs and Software Companies 47:45 – Closing
- 1 weeks ago50 min
The Sign You Are Ready to Lead — Their Win Feels Better Than Yours
How do you know you're actually ready for the next seat and how do you make sure every career move makes you better? In this episode of Hunters and Unicorns, Simon Kouttis and Ollie Kuehne sit down with Matthew Fermino, CRO at Fable Security, to unpack what it really takes to move from top rep to first-line leader, to second-line leader, and all the way to the CRO seat. Matthew explains why he has always optimized his career for development over everything else, why your career should tell a story, and how he knew he was ready to lead: when he took more pride in seeing someone he coached win a deal than in winning one himself. He breaks down the shift from telling to coaching ("people rarely argue with their own conclusions"), how to manage the peers you used to sit next to, and why first-line leaders are the most important role in the entire go-to-market team yet the one companies develop the least. The conversation also covers the jump to second-line leadership, reading the business through data, building leaders who find the answers without you, extreme ownership at every layer, staying close to the field as a CRO, his turning point at Starburst, and why Fable Security is going after the biggest problem in cybersecurity: the human layer. In this episode: • Why you should optimize your career for development, not titles • Why your career should tell a story and the danger of short stints • What real development looks like: tying it to each person's "why" • How to know you're ready for first-line leadership • Why you don't have to promote every great IC • The fundamentals to master before you lead: conviction, forecasting, coachability • Managing the people who were your peers a week ago • Going from telling to coaching • How a brand-new leader recruits A players • Why the best sellers can sell anything • The difference between first-line and second-line leadership • Reading the business through data as you scale • Accountability at every layer of the org • Staying close to the field instead of managing from an ivory tower • His turning point at Starburst, from $1M in revenue and 20 employees to 600 • Building a coaching tree • Fable Security and the human layer of cybersecurity About Matthew Fermino Matthew Fermino is CRO at Fable Security, which is tackling the human layer of cybersecurity the risky behavior behind most breaches. Before Fable, he built his career at PTC, Perfecto and Starburst, where he joined at around $1M in revenue and helped scale the company through rapid growth, including building out Europe and APAC for the first time. 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 more conversations with the leaders building, scaling, and transforming high-growth technology companies. #HuntersAndUnicorns #MatthewFermino #FableSecurity #CRO #SalesLeadership #GTM #RevenueLeadership #SalesManagement #Coaching #Cybersecurity #B2BSales #Leadership Timestamps: 0:00 – Trailer 1:16 – Welcome & Introduction 1:51 – Why You Should Optimize Your Career for Development 2:42 – Short Stints and Why Your Career Should Tell a Story 4:31 – What Development Really Means 5:49 – Learning From Great Leaders at PTC 7:43 – How to Know You're Ready for First-Line Leadership 9:54 – You Don't Have to Promote Every
- 2 weeks ago50 min
From MongoDB to Startup — 50 Hours of Research Before He Said Yes
What happens when you leave one of the best sales playbook machines in the world to build your own? In this episode of Hunters and Unicorns, Simon Kouttis and Ollie Kuehne sit down with Stephen Macfarlane, Global Head of Sales at Pigment, to unpack the reality versus the expectations of leaving MongoDB after nine and a half years to take the top sales seat at a fast-growing startup. Stephen explains why the secret behind MongoDB was never a playbook but a set of standards, and how he brought that thinking to Pigment: from the two questions he asks every hire six months in, to the provocative hypotheses he put to the founders, bootcamps, leader training, and the first key hires he brought with him. The conversation also covers why it's lonely at the top, why commitment matters more than consensus, how to join an organization without being resented, the art of "releasing the work" at the right pace, and why Pigment is replacing incumbents in a market that was ready to be disrupted. In this episode: • Reality vs. expectations: from MongoDB to a startup head of sales seat • "What were you oversold on, and what were you undersold on?" • Why it's lonely at the top • A set of standards, not a playbook • Testing provocative hypotheses with the founders • Make the main thing the main thing • Bootcamps, leader training, and building repeatability • The first key hires to bring with you • Commitment over consensus • Releasing the work at the right pace • How to enter an organization without being resented • Finding champions at every level of the business • What to look for in your next role: leaders, product, and market • Pigment's mission and the AI-first EPM opportunity About Stephen Macfarlane Stephen Macfarlane is Global Head of Sales at Pigment, the AI-first planning and performance management platform. Before joining Pigment, he spent nine and a half years in sales leadership at MongoDB, one of the most respected go to market organizations in software. 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 more conversations with the leaders building, scaling, and transforming high-growth technology companies. #HuntersAndUnicorns #StephenMacfarlane #Pigment #MongoDB #SalesLeadership #GTM #RevenueLeadership #SalesEnablement #Startups #EPM #B2BSales #Leadership Timestamps: 0:00 – Trailer 1:14 – Welcome & Introduction 1:34 – From MongoDB to Global Head of Sales at Pigment 2:41 – The Two Questions: Oversold vs. Undersold 3:42 – It's Lonely at the Top 5:36 – Big Company to Startup: A Set of Standards, Not a Playbook 7:33 – The State of Play When Stephen Walked In 9:05 – Testing Provocative Hypotheses With the Founders 10:51 – Driving Change Through Trust 13:02 – What Transfers From MongoDB 15:13 – Make the Main Thing the Main Thing 17:14 – From Frantic Energy to Focused Energy 18:46 – Bootcamps, Leader Training & Repeatability <a href='https://www.youtube.
- 3 weeks ago50 min
STOP Relying on Inbound — The Sales Muscle You Must Build Before Hard Times Hit
What happens to a sales team built on inbound when the inbound slows down? In this episode of Hunters and Unicorns, Simon Kouttis and Ollie Kuehne sit down with Mark Ebert, SVP of Revenue at Profound, to unpack how you build a world class sales organization in the middle of the AI gold rush one that is ready for the hard times before they arrive. Profound went from Mark and five reps in a room in Union Square to well over 50 ICs in about a year, mostly on the back of inbound demand. Mark explains why that is exactly the moment to start building the prospecting muscle, how he gets the whole org from himself on down to own its pipeline number, and why he hires people who want to learn rather than people chasing the hype. The conversation also gets personal: the advice that "no one's looking out for you in your personal life," why being on 24/7 is a myth, how he stays present for his family, and the "make the invisible visible" culture at Profound that changed the way he leads including why your reps may be afraid to tell you what's broken. In this episode: • Why strong inbound can hide a future pipeline problem • Building a prospecting culture from the top down call blitzes, competitions and no free passes • Hiring for learners: "What have you not mastered that you want to master here?" • Lessons from eight years building and leading at 6sense • Development plans and career paths in a hypergrowth sales org • "No one's looking out for you" work-life balance as a sales leader • Why being on 24/7 is a myth, and how to be present at home • MTIV: Make the Invisible Visible and why acting like everything's fine is the worst thing a leader can do • How to get honest feedback from reps who are afraid to give it • Profound's mission and the AEO opportunity About Mark Ebert Mark Ebert is SVP of Revenue at Profound, the AEO platform that helps brands understand how AI talks about their products and services. He started his career as a BDR, grew into complex enterprise selling, and spent around eight years building and leading the sales organization at 6sense before joining Profound. 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 more conversations with the leaders building, scaling, and transforming high-growth technology companies. #HuntersAndUnicorns #MarkEbert #Profound #SalesLeadership #GTM #RevenueLeadership #PipelineGeneration #SalesCulture #AEO #AI #B2BSales #Leadership Timestamps: 0:00 – Trailer 1:12 – Welcome & Introduction 1:54 – Building a Sales Org That Lasts Beyond the Good Days 3:51 – Staying Power in the AI Gold Rush 6:48 – Why the Foundations Matter: Hiring People Who Want to Learn 8:39 – Preparing for the Day Inbound Slows Down 11:49 – Everyone Owns the Pipeline Number 14:04 – Call Blitzes & Making Prospecting Fun 15:41 – Tuning Out the Noise & Finishing the Job 18:41 – Development Plans & Career Paths 20:53 – Who Is Mark Outside of Work? 23:06 – "No One's Looking Out for You" — Work-Life Balance <a href='https://w
- 4 weeks ago1h 2m
First-Pick CRO: How to Become the Person VCs Call Before the Job Goes Public
On this episode of Hunters and Unicorns, hosts Simon Kouttis and Ollie Kuehne sit down with Parm Uppal, Chief Revenue Officer at Chainguard, to unpack what it actually takes to become a "first-pick" CRO, the person VCs and founders call first when they need world-class go-to-market leadership. Parm shares hard-won lessons from his career at AppDynamics, DataRobot, Benchling, Luminary, and now Chainguard, covering: Why "develop down" beats "manage up" and how strong foundations make everything else easier Building internal champions and followship the right way The 3-stage framework for scaling revenue teams: product-market fit → repeatability → scale The "elephant, deer, and rabbits" method for structuring sales territories How his personal CRO scorecard cuts through inflated pipeline data in board meetings Mistakes made chasing hype cycles and picking startups at the wrong stage Why coachability and character are the hardest things to interview for Building a genuine CFO-CRO partnership and a common language with the board Why open-source software security is the next seismic shift as AI coding tools accelerate If you're a sales leader, aspiring CRO, or founder building your go-to-market org, this conversation is a masterclass in leadership, hiring, and scaling with intention. This episode is sponsored by Aurasell—intelligently automate every aspect of your sales cycle with the first AI-native, full-stack GTM platform. 🔔 Subscribe for more conversations with top revenue leaders and operators. #SalesLeadership #CRO #GoToMarket #B2BSales #StartupGrowth #RevenueLeadership #SalesStrategy #Chainguard #VentureCapital #TechSales #Podcast #Entrepreneurship #SaaS #OpenSourceSecurity #Leadership Timestamps: 0:00 — Trailer 1:25 — Introduction & Guest Overview 2:07 — What Makes You a "First-Pick" CRO 3:52 — Authenticity, Internal Champions, and Developing Talent 12:29 — The Elephant, Deer, and Rabbits Framework 17:02 — Your Key Priorities in the First 90 Days 22:01 — Pain Now vs. Pain Later 25:08 — Hiring for Coachability and Character 29:47 — Balancing Managing Up and Managing Down 31:20 — Learning From Your Biggest Mistakes at DataRobot 34:47 — Why You Built Your Own CRO Scorecard 43:52 — Building Relationships With VCs and Boards 47:56 — What Makes Someone a True Internal Champion 51:36 — "Develop Down": The Philosophy Behind Everything 52:25 — Why You Left Benchling for Chainguard 59:59 — Closing & Final Thoughts
- Sep 30, 202659 min
From Customer Success to CRO: The Leadership Lessons That Changed Everything
What if the traditional path to becoming a CRO isn't the only path? In this episode of Hunters and Unicorns, Ollie Kuehne and Simon Kouttis sit down with Ozge Tuncel Ozcan, Chief Revenue Officer at Forter, to explore her unconventional journey from engineering and customer success to leading an entire revenue organization. Ozge shares why revenue is much more than bookings and pipeline, how her experience across customer success, professional services, sales development, and post-sales shaped her leadership, and why listening to customers can become a CRO's greatest advantage. The conversation also explores customer retention, product feedback, GTM strategy, AI, and why companies need to connect innovation, sales, and customer success instead of treating them as separate functions. In this episode: • Ozge's unconventional journey to CRO • Why customer understanding is at the heart of revenue • How customer success shaped her sales leadership • Why CROs need to think beyond bookings and pipeline • Connecting product, sales, and customer success • Using customer feedback to drive innovation • Building a more cohesive GTM organization • Why listening may be the most underrated leadership skill 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 more conversations with the leaders building, scaling, and transforming high-growth technology companies. #HuntersAndUnicorns #OzgeTuncelOzcan #Forter #CRO #SalesLeadership #GTM #RevenueLeadership #CustomerSuccess #B2BSales #gtmstrategy Timestamps: 00:00 Trailer 02:58 What Defines you as a CRO? 04:49 The Power of Listening 07:51 From Engineer to CRO 09:17 From MBA to McKinsey 12:00 The MongoDB Opportunity 18:00 Building a Customer-First GTM 24:00 Why Customer Success Matters 31:59 The Next Generation CRO 34:08 The Future of AI Adoption 36:20 How to Evaluate a Company 41:28 Innovation Meets GTM 45:01 Building a World-Class GTM Team 51:34 The Future of AI Commerce 54:12 Building Careers, Not Jobs 56:08 The New Path to CRO
- Sep 23, 20261h 1m
Cerebras EVP: His CEO Said One Thing and He Quit Everything to Join Him
What makes a senior GTM leader leave a successful career behind and bet on a company taking on one of the biggest challenges in AI? In this episode of Hunters and Unicorns, hosts Ollie Kuehne and Simon Kouttis sit down with Alex Varel, EVP of GTM at Cerebras, to unpack the decision that brought him into the world of AI infrastructure. Alex shares what he saw in Cerebras, why the demand for AI compute convinced him, and what he learned from moving between companies like MongoDB and Cerebras. In this episode: • Why Alex chose Cerebras over other opportunities • What makes Cerebras' AI infrastructure different • Taking on established players like NVIDIA • The importance of product differentiation in GTM • What Alex saw when he first met Cerebras' leadership • Why challenging markets attract great sales leaders • The mindset behind building and scaling a GTM organization A conversation about AI, enterprise sales, GTM leadership, career decisions, and what it takes to bet on a massive opportunity before everyone else sees it. Subscribe to Hunters and Unicorns for more conversations with the leaders building the future of technology and sales. 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. Timestamps: 0:00 — Trailer 1:45 — Welcome & Introduction 4:17 — How Did You Know Cerebras Was the Right Bet? 8:46 — How Cerebras Came to His Attention 11:37 — Meeting Andrew Feldman & the Taco Story 17:10 — Getting Up to Speed on a Technical Product 20:14 — Tackling a Highly Technical Sale 22:32 — Shifting From Feature Selling to Value Selling 26:35 — Growth & Scale — What It Looks Like Now 27:50 — How He Sees the Market Changing in 3 to 5 Years 32:03 — How He's Had to Change as a Leader 34:20 — Hanging Back & Proving Himself First 37:25 — What From the Old Playbook Transferred 43:34 — The No BS Culture at Cerebras 48:08 — Why You Don't Need a Large Sales Team 49:31 — European Expansion 51:42 — Advice for Anyone Making the Hardware Leap 54:30 — How to Assess a Comp Plan 56:47 — Imposter Syndrome at Cerebras 57:53 — Closing
- Sep 16, 202652 min
The CRO Warning: He Was Winning Every Deal and About to Lose His Entire Team
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
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About Hunters and Unicorns
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. 👋 We are your hosts, Simon Kouttis and Ollie Kuehne, founders of Hunters & Unicorns, a tech recruitment agency in the UK.
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