If You Think Taking Time Off Means You Are Losing — This Conversation Will Change Your Mind

What happens when one of the most intense, competitive leaders in software sales finally decides to slow down?

For Alex Patman, former CRO at Drata, stepping away from the game wasn't about losing his edge—it was about gaining perspective. In this episode of Hunters and Unicorns, Simon Kouttis and Ollie Kuehne sit down with Alex to unpack his journey from Fuze and Okta to becoming CRO at Drata, the mindset that drove his rapid rise through the software industry, and the leadership principles behind his success.

Alex opens up about the tragic loss of his brother, why he made the decision to take time away from work, and how stepping back has changed his perspective on family, health, leadership, and his next professional mission. The conversation also explores the rapidly changing AI era, the pressures of modern sales leadership, and what it really takes to build and lead high-performing go-to-market teams. From increasing intensity and narrowing the focus to raising standards and leading from the front, Alex shares the playbook, principles, and competitive mindset that have shaped his career.

In this episode:

• Alex's journey from Fuze and Okta to CRO at Drata

• Why pressure is a privilege—and the mindset of a “90-day contract”

• How tragedy and time away from work changed his perspective

• The importance of family, health, and mental resilience

• Why curiosity and competitiveness can accelerate a career

• Alex's perspective on the AI era and the future of software sales

• The leadership principles behind high-performing GTM organizations

• Why leaders need to increase intensity, narrow the focus, and raise standards

• The importance of trust, communication, humility, and collective responsibility

• How taking a step back can become the slingshot for the next chapter

About Alex Patman

Alex Patman is a former CRO at Drata and an experienced go-to-market leader who has built his career across high-growth technology companies including Fuze, Okta, and Drata. Known for his intensity, curiosity, competitiveness, and pace-setting leadership style, Alex has become one of the most prominent emerging leaders in software sales.

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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.

#HuntersAndUnicorns #AlexPatman #Drata #SalesLeadership #GTM #SoftwareSales #AI #SalesStrategy #RevenueLeadership #B2BSales #ArtificialIntelligence #sales

Timestamps:

0:00 — Trailer

1:17 — Welcome & Introduction

2:50 — Why Alex Is Taking Time Off

6:03 — Filling the Void & Keeping the Mind Active

10:47 — Why It's Important to Sit Through This

15:30 — Evaluating the Hardware Space

19:09 — Separating Signal From Hype in AI

21:19 — What He Looks for in a Founder

26:33 — How to Assess Founder GTM Commitment

30:04 — Career Arc — Fuse to Octa to Drata

37:33 — What Set Him Apart at Octa

41:37 — When Adam Arens Took Notice

44:17 — Managing Impatience & Over-Ambition

51:05 — Transitioning Into the CRO Seat

53:35 — Is It a Lonely Seat?

56:48 — Work-Life Balance as CRO

1:01:34 — What He Loves Most About the Game

1:02:54 — Guiding Principles & Leadership Style

1:05:41 — Closing