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Chirag Shah on Scaling From $30M to $1B and Prepping Companies for IPOs | Mostly Classics

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Nov 27, 2025

Guest

Chirag Shah

Chirag Shah, CFO of Motive with a wealth of experience in scaling businesses, shares his journey from scaling companies from $30M to nearly $1B. He discusses key signals for accelerating growth, how to balance efficiency in hypergrowth, and the intricacies of preparing for an IPO. Chirag reveals the importance of predictability for a successful public transition, challenges faced by public companies, and thoughtful advice on deciding whether to go public or remain private. Leading with experience, he emphasizes the value of financial discipline alongside growth.

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ANECDOTE

Finance To GM Stretch Built Empathy

Chirag left finance to run Cornerstone business units to learn sales, product, and marketing.
That GM stretch made him a more empathetic and effective CFO on return.

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ADVICE

Only Gas Growth With PMF And Capacity

Do only ramp growth if you have clear product-market fit and a large addressable market.
Validate sales capacity and efficiency metrics before investing heavily in reps.

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ADVICE

Check Calendars And Ask Sales Leaders

Ask frontline sales leaders if they have unmet demand before hiring more reps.
Add headcount when reps are tapped out and calendar capacity limits deals.

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Why Chirag became a GM

11:05 • 5min

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Finding his CFO product–market fit

15:56 • 5min

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How GM experience improved his finance work

20:39 • 38sec

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Signals that a company should accelerate

21:16 • 2min

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Reading sales rep capacity to add headcount

23:30 • 2min

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Supporting functions when scaling sales

25:44 • 3min

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Operational pitfalls in rapid hiring

28:28 • 8min

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Biggest long pull to IPO: predictability

36:34 • 49sec

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How predictability affects valuation

37:23 • 2min

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Guidance framing and acceptable variance

38:54 • 4min

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S1 drafting, investor education, and roadshows

43:11 • 3min

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Underappreciated public company challenges

45:50 • 3min

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Why Cornerstone went private again

48:34 • 4min

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Should you IPO now or stay private?

52:25 • 2min

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Public versus private financial priorities

54:38 • 3min

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Balancing growth with financial discipline

57:15 • 4min

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Career moves that prepared him for CFO

01:00:59 • 3min

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Advice to his younger self

01:03:56 • 2min

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Finance tools he repeats buying

01:06:26 • 57sec

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Craziest employee expense story

How do you know when a company is ready to go public? And what do you do to prepare for this? Chirag Shah, CFO of Motive and former CFO of Kong and Cornerstone OnDemand, joins CJ to share insights from his experience of scaling businesses from $30 million to nearly $1 billion and tripling ARR. He talks about taking companies public and how he helped take one private again in a $5.2 billion deal. In this episode, he explains what signals indicate that a company is ready to accelerate its growth, the art and science of building sales capacity, and how to balance efficiency and growth in hypergrowth mode. He also covers how to achieve a great valuation without a strong performance, the biggest headache on the road to IPO, and whether you should IPO in the first place or remain private.

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Chirag Shah on LinkedIn: https://www.linkedin.com/in/chirag-shah-787b1b20/

Motive: https://gomotive.com/

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

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

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RELATED EPISODES:

From $30M to Almost $1B: A Guide to Hypergrowth, IPO Prep, and Navigating the Public Markethttps://youtu.be/_pJfdN5p-ik

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TIMESTAMPS:

00:00:00 Preview and Intro

00:02:57 Sponsors – Mercury | RightRev | Tipalti

00:06:49 Motiv CFO Intro & Company Background

00:07:01 Product Market Fit as a CFO

00:09:26 Lessons From Taking Companies Public

00:11:04 Preparing for Life as a Public Company

00:11:26 Moving From Finance Into a GM Role

00:12:50 Learning the Business Beyond Finance

00:14:23 Empathy for Sales & Carrying a Quota

00:15:51 Sponsors – Aleph | Fidelity Private Shares | Metronome

00:19:03 Asking Better Questions After Operating Experience

00:21:23 Knowing When to Accelerate Growth

00:23:16 High-ROI Capacity Signals

00:24:51 Scaling Requires Supporting Functions

00:26:19 The Art + Science of Adding Reps

00:27:53 Sales Team Buy-In Before Scaling

00:29:15 Reading Product-Market Fit Through Sales

00:30:08 Where Scaling Breaks First (Enablement)

00:31:36 Importance of SE / SC Ratios

00:33:13 Timing Supporting Hires

00:34:32 Maintaining Momentum While Scaling

00:36:33 Longest Pole in IPO Prep: Predictability

00:38:47 Building Confidence Through Consistency

00:40:45 Large Deals Swing Small Companies

00:42:41 Growth Still Drives Quarterly Volatility

00:44:43 Investor Education as a Core IPO Task

00:46:00 Harder to Make Big Changes Publicly

00:47:39 Managing Morale in Volatile Markets

00:48:33 Taking Cornerstone Private

00:52:32 Advice: Know Why You Want to Go Public

00:56:18 Efficiency Without Sacrificing Growth

01:00:58 Operating Roles Prepared Him for CFO

01:06:23 Finance Software Stack Overview

#RunTheNumbersPodcast #Hypergrowth #IPOreadiness #CFOInsights #MostlyClassics

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