Run the Numbers

How Finance Becomes a GTM Partner, Not a Bottleneck | Chris Brubaker

Jan 19, 2026
Guest
Chris Brubaker
In this engaging discussion, Chris Brubaker, SVP of Finance at Postscript, shares his insights on transforming finance into a collaborative partner for go-to-market teams. He emphasizes the importance of establishing deal desks early and setting pricing guardrails based on data analysis. Chris showcases innovative automation strategies using AI, like a Slack bot streamlining deal processes. He touches on evolving metrics for forecasting and the critical balance between internal data and benchmarks. Plus, he shares a lighthearted private jet accounting story!
Ask episode
AI Snips
Chapters
Transcript
Episode notes
ANECDOTE

Timeshare Jet Didn’t Save The Startup

  • The company bought a timeshare private jet to shuttle executives to the office weekly and classified it as a business expense.
  • Chris investigated the accounting treatment and concluded it didn't fit the financials, and the company later closed.
ADVICE

Ship A Credible Three‑Statement Model

  • Do build a proper three-statement financial model before major raises so investors can trust projections.
  • Provide visibility into unique cost structures early, like usage-linked COGS, to explain margins to investors.
INSIGHT

Usage Models Shift Margin Conversations

  • Usage-based products introduce COGS and margin dynamics that look different from subscription SaaS.
  • Public comps like Twilio help frame financial presentation but require educating investors about reoccurring vs. recurring revenue.
Get the Snipd Podcast app to discover more snips from this episode
Get the app