In this episode of Run the Numbers, CJ sits down with Dominic Phillips, CFO of Samsara, to unpack what it takes to scale a capital-intensive SaaS business from startup to public company in under a decade. Dominic reflects on his six-plus years at Samsara through hypergrowth, COVID disruption, supply chain constraints, a down-round survival raise, and an IPO at the very end of the 2021 tech window. Drawing on his earlier career at ServiceNow under Mike Scarpelli, he shares how experience across FP&A, IR, corp dev, and treasury shaped his approach to capital allocation, investor education, and analyst management. The conversation dives into asset-based pricing, selling into non-discretionary operations budgets, balancing hardware and software economics, and building credibility with a broad analyst base while scaling past $1B in ARR.

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SPONSORS:

Brex is an intelligent finance platform that combines corporate cards, built-in expense management, and AI agents to eliminate manual finance work. By automating expense reviews and reconciliations, Brex gives CFOs more time for the high-impact work that drives growth. Join 35,000+ companies like Anthropic, Coinbase, and DoorDash at https://www.brex.com/metrics

Metronome is real-time billing built for modern software companies. Metronome turns raw usage events into accurate invoices, gives customers bills they actually understand, and keeps finance, product, and engineering perfectly in sync. That’s why category-defining companies like OpenAI and Anthropic trust Metronome to power usage-based pricing and enterprise contracts at scale. Focus on your product — not your billing. Learn more and get started at https://www.metronome.com

RightRev is an automated revenue recognition platform built for modern pricing models like usage-based pricing, bundles, and mid-cycle upgrades. RightRev lets companies scale monetization without slowing down close or compliance. For RevRec that keeps growth moving, visit https://www.rightrev.com

Rillet is an AI-native ERP built for modern finance teams that want to close faster without fighting legacy systems. Designed to support complex revenue recognition, multi-entity operations, and real-time reporting, Rillet helps teams achieve a true zero-day close—with some customers closing in hours, not days. If you’re scaling on an ERP that wasn’t built in the 90s, book a demo at https://www.rillet.com/cj

Tabs is an AI-native revenue platform that unifies billing, collections, and revenue recognition for companies running usage-based or complex contracts. By bringing together ERP, CRM, and real product usage data into a single system of record, Tabs eliminates manual reconciliations and speeds up close and cash collection. Companies like Cortex, Statsig, and Cursor trust Tabs to scale revenue efficiently. Learn more at https://www.tabs.com/run

Abacum is a modern FP&A platform built by former CFOs to replace slow, consultant-heavy planning tools. With self-service integrations and AI-powered workflows for forecasting, variance analysis, and scenario modeling, Abacum helps finance teams scale without becoming software admins. Trusted by teams at Strava, Replit, and JG Wentworth—learn more at https://www.abacum.ai

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LINKS:

Dominic on LinkedIn: https://www.linkedin.com/in/dominicphillips/

Company: https://www.samsara.com/

CJ on LinkedIn: https://www.linkedin.com/in/cj-gustafson-13140948/

Mostly metrics: https://www.mostlymetrics.com

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From SMB to Enterprise: The CFO Scaling Playbook With Andrew Casey | Mostly Classics

https://youtu.be/kMuJ6gAuEpg

Driving revenue without selling | Greg Henry of 1Password

https://youtu.be/f5FsNoG8A3E

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TIMESTAMPS:

00:00:00 Preview & Intro

00:02:40 Sponsors — Brex | Metronome | RightRev

00:06:18 Interview Begins

00:06:46 Dominic’s Early Career

00:08:47 From ServiceNow to CFO

00:09:47 Joining Samsara

00:10:54 COVID, Burn, and a Down Round

00:12:40 IPO Messaging and Investor Education

00:15:50 Sponsors — Rillet | Tabs | Abacum

00:20:27 Hardware + Software Story

00:21:29 What Samsara Does

00:22:30 Data, AI, and ROI

00:23:23 Horizontal Platform and Verticals

00:24:27 Growth Drivers at Scale

00:26:09 Selling Into Operations

00:28:19 Change Management in Legacy Orgs

00:29:46 Non-Discretionary Budgets

00:33:02 Storytelling Lessons from Scarpelli

00:36:14 Managing Analysts

00:39:23 Earnings Timing Strategy

00:41:06 Metrics and Investor Trust

00:42:38 Investor Communication Channels

00:44:22 Investor Days and Long-Term Vision

00:45:37 Annual Planning Maturity

00:48:24 Forecast Accuracy and Cadence

00:49:28 The 1000-Day Strategy

00:50:40 Top-Line and Margin Targets

00:51:59 Capital Allocation by Function

00:54:46 Becoming a CFO

00:58:21 Lightning Round and a CFO Mistake

01:02:41 End Credits

#RunTheNumbersPodcast #CFO #ScalingCompanies #B2BSaaS #PublicMarkets

This is a public episode. If you would like to discuss this with other subscribers or get access to bonus episodes, visit cjgustafson.substack.com

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