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. 🦄🎉 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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9/24/2020
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April 2, 2025
In this episode of THE PLAYBOOK UNIVERSE, we sit down with legendary CRO Dan Fougere, a pivotal force behind FOUR $1B IPOs. From engineering roots to building elite go-to-market engines, Dan unpacks the battle-tested frameworks that turned great ideas into generational companies. He shares hard-won lessons from PTC, BladeLogic, Medallia, and Datadog—including how to scale a sales org, recruit world-class talent, and align GTM with visionary founders. Whether you're a startup founder, CRO, or early-stage sales leader, this is a masterclass you don’t want to miss. Dan also reveals the make-or-break mindset shifts that helped him navigate adversity, imposter syndrome, and the constant pressure of building under extreme constraints. This episode is packed with insights you simply won’t find in any sales playbook. 🙌 Thanks to our Sponsors! PG AI: https://www.getpg.ai Selr: https://selr.ai 🏹 Key Topics Covered 00:00 Intro 02:00 Dan’s 4 IPO Journey 06:45 Why Mentorship Mattered Most 12:00 Building Datadog’s GTM from Scratch 19:30 When Founders Should Hire a CRO 26:00 Go-to-Market Mistakes Startups Keep Making 32:00 The Wrong Way to Hire Sales Leaders 36:30 Datadog’s Hardest Challenges 42:00 Leading Through Pressure & Burnout 48:00 The Power of Having Great Mentors 💥 3 Biggest Lessons 1. Your job as CRO is to make the CEO successful. Leadership alignment and trust are the ultimate foundations for scalable growth. 2. Play the long game—optimize for learning, not short-term comp. Dan’s biggest career leaps came from choosing mentorship over money. 3. Don’t break what’s working—build what doesn’t exist. Great GTM leaders complement product momentum by filling strategic gaps, not overhauling systems. 🙌 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 Dan! 🗣 “My job as a CRO is to make the CEO successful. Period.” 🗣 “Great sales orgs win even with an average product. That’s the secret.” 🗣 “Don’t try to fix what’s already working—go build what doesn’t exist.” #softwaresales #huntersandunicorns #playbookuniverse
February 7, 2025
In this episode of RAW STORIES LIVE, we sit down with Jennifer Ortegón, Enterprise Account Executive at Harness, to hear how she saved a major account on the verge of churn. With an RFP already in motion and a competitor lined up to replace them, everything was stacked against her. Jennifer had to dig deep, rebuild trust, and take a bold approach. From gathering data to relentless preparation, she and her team refused to back down, showing up day after day until they changed the game. This is a masterclass in resilience, strategic thinking, and leadership in high-stakes sales. 🏹 Key Topics Covered: 00:00 Intro 1:15 A crushing loss 4:16 The account no one wanted 8:03 The turning point 10:52 Winning back trust 12:46 The emotional moment 14:38 Lessons in resilience 💥 3 Biggest Lessons: 🔥 Data is power – Understanding real usage data gave Jennifer the leverage to turn the deal around. 🔥 Trust is earned through action – Showing up consistently and demonstrating commitment made all the difference. 🔥 Own the problem, own the solution – Jennifer refused to let go, took full ownership, and transformed a losing situation into a victory. 🙌 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! 🔗 Episode’s Links: Jennifer Ortegon on LinkedIn: https://www.linkedin.com/in/jenniferortegon/ Harness Website: https://www.harness.com 🦄 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: "This will be different." – Brian Johnson "We just kept showing up every day until we won the deal." – Jennifer Ortegon #rawstorieslive #softwaresales #huntersandunicorns
February 5, 2025
In this episode of RAW STORIES LIVE, we sit down with Josh Bey, VP of West & APJ at Obsidian Security, as he shares the gripping story of how he turned a seemingly unwinnable deal into a game-changing success. Facing financial pressure & personal life challenges, Josh breaks down the emotional investment, strategic pivots, and relentless determination that ultimately secured a massive win. This episode dives deep into the importance of resilience, the power of champion-building, and the art of navigating high-stakes negotiations. 🏹 Key Topics Covered: 00:00 - Intro 02:19 - A Scrappy Patch & an Unproven Market 05:11 - The Deal No One Believed In 07:08 - The Pivotal Meeting 08:59 - The Missing ‘Why Now’ 10:32 - Finding the Real Champion 11:38 - Everyone Gave Up, But I Had No Choice 13:29 - The Biggest Lesson in Deal Making 💥 3 Biggest Lessons: 1️⃣ Emotional investment can blind you – A deal isn’t real until you align it with the customer’s true business drivers. Personal stakes don’t equal urgency for the buyer. 2️⃣ The "why now" follows the "why anything" – If your deal lacks a compelling reason for change, there is no urgency. Customers must see value beyond just your product. 3️⃣ The real champion is the one who benefits the most – Look beyond those who like your solution. The real decision-maker is the one who gains money, a promotion, or influence. 🙌 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! 🔗 Episode's Links: 🔹 Connect with Josh Bey – https://www.linkedin.com/in/joshuabey/ 🔹 Learn more about Obsidian Security – https://www.obsidiansecurity.com/ 🦄 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 you don’t have a strong enough ‘why anything,’ you’ll never get a ‘why now.’” – Josh Bay 📢 "Customers don’t care about your fiscal year or personal stakes. They care about their business needs." 📢 "Find the champion who has something to gain—more money, a promotion, or expanded control." #rawstorieslive #softwaresales #huntersandunicorns
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