Inside the Mind of a $4+ BILLION Sales Leader, w/ Brian McCarthy

Hunters and Unicorns

In this episode of Hunters & Unicorns, East Coast Elite, we sit down with Brian McCarthy, President of Global Revenue and Field Operations at Rubrik. With a remarkable track record scaling high-performing teams and navigating through IPOs, Brian shares the foundational principles that shaped his leadership, putting people first, leading with love, and building structures that drive consistent performance. We explore how Brian transitioned from star seller to visionary leader, how he earned unshakeable team loyalty, and why systems like WANs can revolutionize your sales coaching. If you're serious about leading at scale with integrity, this is a must-watch.

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🏹 Key Topics Covered

00:00 – Intro & First Sales Job

04:20 – Choosing Leadership Over Sales

08:00 – WANs: Coaching with Metrics

12:10 – Building Loyalty Through Care

16:15 – Sales vs. Leadership Thinking

21:00 – IPO Learnings & Pressure

26:10 – Territory, Quota & Fairness

31:25 – Love-Driven Leadership

36:20 – Hiring for Intellect & Agility

42:05 – Structuring First-Line Teams

48:40 – Closing Advice & Reflections

💥 3 Biggest Lessons

1. Real leadership is people-first – Helping someone grow, even if it means leaving your team, is true leadership.

2. Structure drives consistency – Weekly Activity Numbers (WANs) give both clarity and accountability to teams.

3. Love creates loyalty – When leaders genuinely will the best for their people, performance naturally follows.

🙌 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.

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💬 Notable Quotes “If this is better for you and your family, leave. I will help you get promoted.” “You either really care about people and their development, or you don’t.” “Love is willing the best for others—and that’s how I lead.”

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