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Hunters and Unicorns

huntersandunicorns
Hunters and Unicorns
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  • How to Launch an AI Security Startup, with Kristian Kamber
    In this episode of the Playbook Universe, we speak with Kristian Kamber, CEO and co-founder of SPLX AI, about his journey from elite sales roles at AppDynamics and ZScaler to launching his own AI security startup. Kristian shares the inner drive and lessons learned, from a family restaurant business to the high-stakes world of Silicon Valley playbooks, that prepared him to lead a fast-moving, deeply technical company. He reveals the critical steps in finding the right technical co-founder, securing investment, and achieving product-market fit by listening intently to customers. This is essential listening for any sales professional considering the leap into entrepreneurship. 🙌 Thanks to Our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai   🏹 Key Topics Covered 00:00 - Intro 02:17 - The Inner Motivation to Be a Founder 03:44 - The Hard Decision: Leaving a Sales Career 04:47 - The Co-Founder Hunt and Validation 06:07 - Using Sales Skills to Vet an Idea 08:55 - The Turning Point: Securing Initial Investment 11:46 - The CEO Upskilling Curve: Investor Relations 15:28 - Sales Mindset as a Competitive Advantage 17:01 - Product Pivot: Listening to the Customer 20:19 - SPLX AI's Funding and Growth Timeline 24:30 - Evolving the CEO Role: From Sales to Strategy 27:38 - Hiring A-Players for an Early-Stage Startup 30:00 - The Unconventional Sales Mindset in the US 38:05 - The Importance of Moving Fast in Your Career 40:40 - Building Champions Outside Your Geo 47:49 - The 90-Day Product Innovation Cycle 50:46 - Advice for Aspiring Founders   💥 3 Biggest Lessons: The Best Founder is the Best Salesperson: A founder must be the best salesperson in the company, constantly selling to customers, investors, partners, and potential hires. Sales experience provides a crucial competitive advantage in validating the product, building trust, and driving aggressive motion. Finding a Co-Founder is Non-Negotiable: A sales-focused founder must pair with a deeply technical co-founder to balance skills and gain investor confidence. Kristian used his sales network and deep discovery skills to rigorously vet his co-founder's technical genius and commitment to the idea. Master the Market, Not Just the Playbook: While sales playbooks are essential, true success in a fast-moving market like AI security requires listening to customers and being willing to pivot immediately. Kristian's team shifted their product focus after realizing the European market wasn't ready, proving that market adoption dictates the product roadmap.   💬 Notable Quotes "I'm super coachable when it comes to things I don't know, but I'm super strict about things I'm 100% I know how to do it." "I knew I need to find the right co-founder who knows how to build a tech so I can do with him the business because I know what I can't do." "You should thank God you made your co-founder. That was the turning point for me. I said, wow." "I knew I need to sell before I even have a product." "The biggest job of an early stage founder is getting term sheets. It's the biggest job."   🙌 Thanks for listening! This episode was hosted by Simon Koutis 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   #softwaresales #huntersandunicorns #playbookuniverse
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  • The 'Sibling' Culture That Drives 10x Performance in Software Sales with Dave Goodmark
    In this episode of East Coast Elite, we unpack the remarkable career journey of David Goodmark, VP of Sales at Wiz, a story that serves as a masterclass in strategic career building. Dave shares how he consistently prioritized mentorship and skill acquisition over title or compensation, knowingly taking roles as an Individual Contributor (IC) after being a leader just to learn from the best in the industry. He discusses the power of the Playbook culture, the concept of reciprocal accountability that fosters deep team trust, and the importance of "earning your way in" to elite networks. This is a must-listen for anyone looking to scale their career by following great leaders and building an unshakeable skill set. 🙌 Thanks to Our Sponsors! PG:AI: https://www.getpg.ai Selr: https://selr.ai 🏹 Key Topics Covered 00:00 - Intro 02:09 - Sales Career Launched by Mentorship 04:44 - The Shift to Software Sales 10:48 - Earning Your Way In: The Playbook 17:19 - Stepping Back: Leader to IC at AppD 23:20 - The Long Game: Mike's Mentorship 33:10 - Inspection vs. Inspiration 35:06 - The Two-Sided Champion Equation 40:48 - The Wiz Turnaround Story 51:00 - Advice for Aspiring Sales Leaders 💥 3 Biggest Lessons: Follow the Leader, Not the Title: The most critical career decisions involve prioritizing who you work for a great leader and mentor, over a higher title, more money, or better short-term comfort. Dave consistently took an IC role after being a leader just to acquire a stronger, more teachable skill set from elite organizations. Master the Two-Sided Account: Career success and gaining champions is a two-sided equation. You must continuously add value (make deposits) to the professional relationships you rely on, and not merely withdraw favors. You can't draw from an account that has no deposits. Culture Needs Candor and Accountability: A highly effective sales culture operates with reciprocal accountability. The relationship must be honest and direct enough to allow for candid feedback (like being treated as siblings), which ultimately drives the mission faster. 🦄 Connect with Hunters & Unicorns Website: http://huntersandunicorns.com Twitter: http://twitter.com/HuntersUn1corns Instagram: http://instagram.com/huntersandunicorns Blog: http://huntersandunicorns.com/blog 🙌 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! 💬 Notable Quotes "You could be a not great leader and have amazing people and do okay. And you could be the best leader on the planet Earth and have really bad people and you're going to be in trouble." "It doesn't matter how little you think someone might know about what they're trying to teach you... If you could try to take one thing away from these interactions..." "When you do treat each other, almost like you are siblings... It actually kind of creates a welcoming environment and atmosphere which only helps us get towards the mission faster when we're working and when we're building." "What your title is doesn't matter... build a skill set that teaches you how to do something to the point where you are consciously understanding of it." "You can't withdraw from an account that has no deposits in it." #softwaresales #huntersandunicorns #EastCoastElite
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  • The Outlier Playbook: Finding 10x Talent & Winning at VC with Nakul Mandan
    In this episode of the East Coast Elite series, we sit down with Nakul Mandan, founder and partner at Audacious Ventures, to discuss his unique approach to early-stage investing. After an 18-year career, Nakul discovered a powerful differentiator: an in-house playbook for recruiting exceptional talent and building scalable sales engines. He shares how his experience with a legendary sales leader transformed his investment philosophy, leading him to double down on "founder quality" and "10x individual contributors". We dive into tangible advice for founders on everything from identifying an urgent problem to solve to knowing when to hire their first sales team. Nakul also provides invaluable guidance for salespeople and execs looking to break into the world of venture capital. 🙌 Thanks to Our Sponsors! PG:AI: https://www.getpg.ai Selr: https://selr.ai 🏹 Key Topics Covered 00:00 - Intro & Background 02:16 - The Audacious Ventures Thesis 04:30 - A Sales Legend's Impact 06:14 - The Genesis of Audacious 10:48 - Founder, Market, Urgency 14:40 - Coaching Founder-Led Sales 18:57 - The Repeatable Pipeline 20:51 - When to Hire Your First Sellers 24:20 - The Hands-On VC Advantage 27:40 - The Sales Comp Sticker Shock 29:34 - Good vs. Great in Recruiting 36:15 - How Reps Evaluate Startups 43:29 - Evaluating Equity Packages 48:36 - Double Trigger Vesting Explained 50:20 - Hiring Your First Sales Leader 56:31 - The Hybrid Sales Role 💥 3 Biggest Lessons: Prioritize a Founder's Quality Over the Idea: The single biggest ingredient for startup success is the founder's ability to be a "force of nature" and attract other exceptional people. A great team can pivot and solve problems, but a great idea with a mediocre team is far less likely to succeed. The Problem Must Be Urgent: When evaluating an idea, ask if it solves an urgent problem for the buyer, not just an important one. People only pay for solutions to problems that they need to solve right now, and this urgency is a key indicator of a large, scalable market opportunity. Recruiting is Relentless: The difference between a "good" hire and a "great" hire is massive. Founders and VCs must be relentless in their pursuit of "10x" talent, a person who is in the 99th percentile of their profession. This requires deep back-channeling, a focus on recruiting as a core competency, and a willingness to pay for top-tier talent. 🦄 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 don't solve important but not urgent problems. People solve important and urgent problems". "The single biggest ingredient to startup success is the density of exceptional people in a company". "No VC can help you get to product market fit. But if you can get to product market fit, beyond that, there are some... frameworks that you can apply to build a scalable sales engine". "If you don't have an ICP, you're probably not ready for sellers". "I would argue that the difference between good and great is the same as the difference between good and absolutely horrible. It's light and day". #softwaresales #huntersandunicorns #EastCoastElite
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  • The SDR Playbook: A Guide to Launching Your Tech Sales Career with Madina Biryukov
    In this episode of the East Coast Elite series, we sit down with Madina Burkov, VP of Global Sales Development at Harness, to break down everything you need to know about starting a career in tech sales as a Sales Development Representative (SDR). Madina shares insights into the essential skills for success, how to assess if a company's SDR program is right for you, and the critical role SDRs play in generating pipeline and driving revenue. We also discuss practical advice on how to stand out during the application process, the importance of a growth mindset, and why the "gift of the gab" isn't the only path to a successful sales career. 🏹 Key Topics Covered 00:00 - Intro 01:48 - Madina’s role and the purpose of an SDR 03:36 - How SDRs partner with Account Executives 06:22 - Key metrics for measuring SDR success 08:03 - What to look for when joining a tech sales company 09:13 - The essential qualities of a successful SDR 11:02 - Why sales is a skill that can be learned 14:49 - How deep an SDR needs to understand the technology 16:06 - Enablement and ongoing training for SDRs 19:20 - The SDR role in a long-term sales career 22:59 - Handling rejection 33:07 - Choosing startup vs. established organization 40:51 - The value of being proactive in your job search 47:43 - The benefits of working in an office vs. remote 51:51 - How to stand out when applying for an SDR role   💥 3 Biggest Lessons: Sales is a Learned Skill: Don't be discouraged if you don't have the "gift of the gab." Sales is a skill that can be learned and taught through practice and a strong growth mindset. The ability to be curious, ask good questions, and be coachable are key attributes for success. Quality Over Quantity: As an SDR, your focus should be on the quality of the meetings you book, not just the sheer number of them. High-quality meetings that turn into qualified opportunities are what AEs and sales leaders truly care about, and wasting an AE's time can damage your reputation within the company. Be Proactive: To break into the tech sales industry, especially as a new applicant, you must be proactive. Don't just submit an application and wait. Do your research on the company and its challenges, and then use LinkedIn to find and reach out to the hiring manager and other SDRs. This demonstrates your ability to do the job and helps you stand out from other candidates. 🙌 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 "The SDR role in tech sales... it's not for everyone, it's a grind, it's a tough, tough job". "You have to be genuinely interested in the product and what it is in the space as well in order to do well, otherwise it's going to be really, really tough". "Usually an executive or a person would get hundreds of emails and really only a handful of phone calls". "Being proactive... that's the key... and not just submitting an application and waiting for somebody to get back to you". "What do you think is going to really set you up for success, right? And what kind of organization is going to allow you to be successful?". #softwaresales #huntersandunicorns #playbookuniverse #EastCoastElite
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  • How to Win Under Pressure: A High-Performance Playbook with Amber Selking
    In this episode, we sit down with Dr. Amber Selking, a high-performance coach with a Ph.D. in Applied Sports Psychology. Dr. Selking works with elite athletes, executives, and organizations to help them achieve their best. She's the mental performance coach for LSU football and the Chief Culture Officer at Lipper, a global manufacturing company. Amber unpacks the science behind high performance, explaining how thoughts, emotions, and mindset directly impact physical and professional success. We dive into practical strategies like mental rehearsal, self-talk, and reframing failure, offering actionable advice for anyone in a high-pressure environment. 🏹 Key Topics Covered 00:00 - Intro & background 03:00 - The core science of human high performance 08:00 - The impact of mental rehearsal on the brain 12:30 - Mental performance for high-pressure professionals 16:30 - Understanding the power of self-talk 22:30 - How to apply self-talk and mental drills 28:00 - The power of breathwork in high-stress situations 35:00 - A new perspective on setbacks and failure 43:30 - The importance of mindset in leadership 49:30 - The difference between positive and productive thinking 51:30 - Building a championship mindset   💥 3 Biggest Lessons: Thoughts Are Electrical Signals: Our thoughts are not just ephemeral ideas; they are real electrical signals that influence our emotions, physical state, and ultimately, our performance. To perform at a high level, you must take control of your self-talk and choose productive thoughts over unproductive ones. Mindsets Are Bicep Curls for the Brain: Just as repeated exercises build muscle, repeated thoughts build mindsets. These mindsets act like filters on your brain, shaping how you perceive and respond to challenges. By intentionally practicing certain thoughts, you can build a "championship mindset" to handle pressure and setbacks effectively. Embrace Failure as First Attempt In Learning: In high performance, failure isn't a sign of weakness—it's a form of data. By changing your mindset to view setbacks as valuable information, you can focus on rapid recovery and iteration rather than emotional volatility. This approach allows you to learn from your mistakes and quickly get back to the next play. 🙌 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 "I help people deliver their best when their best is needed... I teach science." "The brain doesn't know the difference between what's real and what's imagined. So mental rehearsal actually builds talent at the neurological level." "Winning's hard, guys... And mental performance isn't about the sunshine and roses of thinking everything's wonderful, but rather trying to drive the consistency that it takes to deliver your best when your best is needed." "What starts the process? ...Thoughts. Who controls your thoughts? ...We do." "In terms of our mindset, F-A-I-L, it simply stands for First Attempt In Learning." Tags: #highperformance #performancecoaching #huntersandunicorns
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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. 🦄🎉 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.com
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