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Pre-Sales Masterclass: Earning Your Seat at the Elite Leadership Table

In this episode of Great Leaders UK, we are joined by Julia Weimer, Director of Solution Engineering UKI at Wiz, to discuss the critical, often underutilized role of pre-sales ...in driving elite sales execution.

Julia shares her unique journey from Security Analyst in a SOC to leading a high-performing SE team , emphasizing why Sales Engineers must be viewed as equal business partners to Account Executives, not just technical support.

She walks us through the importance of symbiotic relationships , leveraging structure like MEDDIC , and the power of empowering SEs to build technical champions.

🙌 Thanks to Our Sponsors!
PG AI: https://www.getpg.ai
Selr: https://selr.ai

🏹 Key Topics Covered
02:40 - SE/AE Relationships that Lead to Failure
05:27 - The Ideal SE Profile
07:40 - SEs as Deal Realists
11:50 - Driving Cross-Functional Alignment
16:15 - Nurturing Talent: Teaching Sales Methodology
23:45 - From SOC to SE: The Biggest Career Risk
27:57 - Diversity in Tech
39:17 - Recruiting Priorities
41:23 - The Motherhood/Career Balance
42:18 - Hiring for Entrepreneurial Mindset in SEs

🙌 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

💥 3 Biggest Lessons:

The SE Superpower is Reality: The sales engineer's superpower is the ability to look into the reality of an opportunity and be a realist about its progression. This means SEs must be empowered to act as the credible technical person and trusted advisor in the room.

Structure the Sales Instincts: For many technically inclined SEs, the sales aspect is not natural. Leaders must provide structure (like teaching MEDDIC) and enablement to help SEs embrace sales methodology as a new skill set.

Symbiosis Drives Success: Amazing things happen when sales and pre-sales embrace a symbiotic relationship and work together. This partnership ensures accountability where neither the AE nor the SE is left with an uneven workload, helping to avoid deals from falling "out of whack".

💬 Notable Quotes
"Sales engineering should always be treated as an equal partner to sales."

"It was probably the biggest career risk that I've ever taken."

"The balance is what I seek, and if you can find people that are really great with their people's skills and relatable... and also really like to solve problems. It's a perfect blend of both."

"If you give us that type of platform and that type of respect in an opportunity, then the world is our oyster."

"I really find that the sales engineering role is this gem of a role for those of us who are a little bit introverted, we really like tech and our skill sets are with the tech."

#softwaresales #huntersandunicorns #playbookuniverseShow More

Pre-Sales Masterclass: Earning Your Seat at the Elite Leadership Table

In this episode of Great Leaders UK, we are joined by Julia Weimer, ...

Who told you about this idea? 😲

How to Launch an AI Security Startup, with Kristian Kamber

In this episode of the Playbook Universe, we speak with Kristian ...

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 Oli 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 #playbookuniverseShow More

The 'Sibling' Culture That Drives 10x Performance in Software Sales

In this episode of East Coast Elite, we unpack the remarkable career ...

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
Seller: 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 #EastCoastEliteShow More

The Outlier Playbook: Finding 10x Talent & Winning at VC

In this episode of the East Coast Elite series, we sit down with Nakul ...

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 #EastCoastEliteShow More

The SDR Playbook: A Guide to Launching Your Tech Sales Career

In this episode of the East Coast Elite series, we sit down with ...

In this episode of the East Coast Elite series, we sit down with Madina Biryukov, 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.

🙌 Thanks to Our Sponsors!
PGAI: https://www.getpg.ai
Seller: https://selr.ai

🏹 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 Oli 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 #EastCoastEliteShow More

Getting back up after getting TACKLED in life and business

How to Win Under Pressure: A High-Performance Playbook

In this episode, we sit down with Dr. Amber Selking, a ...

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.

🙌 Thanks to Our Sponsors!
PGAI: https://www.getpg.ai
Seller: https://selr.ai

🏹 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."

#highperformance #performancecoaching #huntersandunicornsShow More

How I Landed a Job in Sales with a Cardboard Cutout, w/ Liam Mulcahy

In this episode of the East Coast Elite series, we sit down with Liam ...

In this episode of the East Coast Elite series, we sit down with Liam Mulcahy, Operating Partner at Kleiner Perkins.

Having worked with over 100 startups, from first-ever sales rep ...to operating partner, Liam shares his unfiltered playbook for success in the chaotic world of early-stage companies. We cover how to identify the right opportunities, what a founder-led sales motion looks like, the red flags to watch for in an interview, and the mindset needed to thrive in a high-risk, high-reward environment.

Liam also shares his famous cardboard cutout story that landed him a job at MongoDB, a company he helped take public.

🙌 Thanks to Our Sponsors!
PGAI: https://www.getpg.ai
Seller: https://selr.ai

🏹 Key Topics Covered
00:00 - Intro
01:53 - The Operating Partner Role at KP
05:18 - From Mongo to VC
09:34 - The Cardboard Cutout Story
11:53 - Product-Out vs. Customer-In
13:30 - Intrinsic Motivation for Startups
17:39 - The "Revenue-Generating PM"
19:53 - Qualifying a Startup as a Rep
23:26 - The Player-Coach Myth
27:49 - Scaling a Sales Team with Pods
30:34 - Evaluating Pre-Revenue Companies
35:22 - Finding the Right Company
40:30 - Red Flags when Interviewing Founders
48:09 - Faster Enterprise Buying Cycles
50:13 - The Future of Sales and AI
55:16 - The Value of Sales Training

💥 3 Biggest Lessons:

The DNA of a Founder: Look for founders who see sales as a first-class citizen and have a high emotional resonance with the problem they are solving, not just a homework assignment from a board.

The "Player-Coach" Myth: The idea of a single person acting as both a top rep and a team leader is a "misnomer" that often leads to failure at an early-stage startup. It's better to hire great reps first, and then bring in a leader once the sales motion is proven.

Bet on Yourself: The best early-stage hires have an intrinsic motivation to prove they can succeed in a chaotic environment. They are not just looking for a prestigious role but for a chance to build something from the ground up.

🙌 Thanks for listening!
This episode was hosted by Simon Kouttis and Oli 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
"What is the condition where a company would be so desperate and in pain they'd want what we have? And if that's the case, will they pay us anything?".

"I bought a cardboard cutout of myself... It just said, can you see me working here?".

"If I'm going to hire you as a founding sales rep, I need you to walk through the door on day one as a great sales rep. I can't have to enable you to do the actual function.".

"The best early stage hires I've made is they're like revenue-generating product managers.".

"If you ask me in 10 years, there're going to be more or less salespeople, I'd say less... the markets are getting exponentially larger... and the models are getting better, faster to be able to do full jobs.".

#softwaresales #huntersandunicorns #playbookuniverse #EastCoastEliteShow More

The Playbook Behind MongoDB’s EXPLOSIVE Growth

In this episode of The Playbook Universe, we sit down with Paul Cap, ...

In this episode of The Playbook Universe, we sit down with Paul Cap, Chief Revenue Officer at MongoDB, to explore the core leadership principles and sales execution strategies that have ...driven one of the most explosive growth stories in tech.

Paul shares his personal path from finance into sales, the pivotal mindset shifts that helped him lead at scale, and the mission-first approach that keeps MongoDB thriving.

We dive into building high-performance teams, the early indicators of future CRO talent, and what separates great companies from the rest. Whether you're a first-line manager or a seasoned sales leader, this conversation delivers hard-earned lessons from the frontlines.

🙌 Thanks to Our Sponsors!
PG AI: https://www.getpg.ai
Selr: https://selr.ai

🏹 Key Topics Covered:
00:00 Intro
02:20 From Finance to Tech Sales
06:03 Lessons from 10+ Years at MongoDB
11:41 How to Spot Future CROs
16:32 Navigating Risk and Scaling with Vision
21:40 Coaching the Next Generation
27:15 Pressure, Competition, and Mental Agility
34:00 Culture and Character in Hypergrowth
40:28 Aligning Vision with Execution
47:10 Mission-Driven Leadership
52:40 The Real Role of a CRO

💥 3 Biggest Lessons:

Longevity at a hypergrowth company comes from aligning with its evolving mission — not just meeting KPIs.

Great CROs are developed early. The best ones were already overperforming as frontline reps.

Culture isn’t built top-down — it’s reinforced daily by how leaders show up and how teams respond to pressure.

🙌 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:

“Your job as a CRO is to turn strategy into execution — at scale.”

“You don’t just hire top talent, you cultivate it from within.”

“Sales isn’t just a function. When done right, it becomes a culture.”

#softwaresales #huntersandunicorns #playbookuniverseShow More

A $100M Valuation? So What?

How Yotam Segev Built a $6B Cybersecurity Unicorn 🦄

In this episode of the East Coase Elite series, we sit down with Yotam ...

In this episode of the East Coase Elite series, we sit down with Yotam Segev, co-founder and CEO of Cyera, to explore the incredible journey of building a cybersecurity unicorn. ...

From the early days of a "B-minus" idea, Yotam shares how a relentless focus on customer feedback, not internal opinions, became the company’s compass.

He reveals the difficult but essential pivot from founder-led sales to building a world-class team, the qualities he looks for in top-tier sellers—curiosity, paranoia, and hunger—and the mindset that propelled Cyera to nearly $100M ARR and a $6B valuation in just four years.

🙌 Thanks to Our Sponsors!
PGAI: https://www.getpg.ai
Seller: https://selr.ai

🏹 Key Topics Covered
00:00 - Intro
01:55 - From the military to founding Cyera
05:30 - Why *** is the only compass that matters
08:02 - How top salespeople act
09:16 - The importance of a humble approach
12:22 - The hardest part of the early stages
16:01 - Validating a hypothesis with "dollars"
20:00 - The impact of moving to the U.S.
20:31 - From founder-led sales to building the first team
29:19 - The market transition
32:39 - The three characteristics of a great seller
37:05 - The balance between a playbook and excitement
40:02 - The importance of energy and mindset
49:43 - The core dynamic of the co-founder relationship
52:17 - Cyera's North Sta
54:47 - Why top talent should join Cyera

💥 3 Biggest Lessons:
Your Compass is the Customer: Your opinions don't matter; building a great product means constantly listening to and learning from your customers' pain points.

Sales is a Team Sport: In an early-stage company, a founder must stay engaged in the sales process to build trust, as a salesperson alone can't provide the same assurance.

Mindset is Everything: The difference between an average and exceptional performer is often their attitude. Bring energy, curiosity, and a relentless drive to everything you do.

🙌 Thanks for listening!
This episode was hosted by Simon Kouttis and Oli 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
"Your idea sounds like a B-minus and that's a compliment. We're investing in the team, and if the customers tell us they want to buy that, we'll build it".

"We don't build products according to those opinions. Maybe your mother. We build products according to the customers with a very attentive view to the customers' pain and to the guidance they're providing us".

"A company only exists, the oxygen for a company is business. It's a net new ARR. That's the oxygen for these companies that we're all playing in".

"The journey itself is the price. And it's not a full lack of ambition. Like we want to take over the world if we could and we're walking towards it".

"The best sellers... are curious, genuinely interested, caring about the customers, the challenges, the pains, what they're trying to accomplish, why they're trying to accomplish it, why have they not accomplished it yet again and again and again".

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