Run the Numbers

Rebeca Sanchez Sarmiento, CFO of Dotmatics and a pro in managing operational complexity, shares her wealth of experience with mergers and acquisitions. She reveals strategies for overseeing 16 P&Ls while striking the right balance between autonomy and integration. The talk dives into her forecasting frameworks and whether to embrace an 80/20 approach. Plus, Rebeca opens up about her career journey, the shift to remote work, and how these elements shape contemporary financial leadership.

Samarth Mital, Senior Director of Global Sales Strategy at Rubrik, shares insights from his journey as the company grew from $70 million to $1 billion in ARR. He discusses creating effective sales pipelines and the intricacies of territory design. Hear about the importance of accountability forums for pipeline inspection and how to optimize compensation plans to align with company objectives. Samarth also emphasizes the significance of a customer-first approach in managing renewals and the proactive strategies to tackle quota challenges within sales teams.

Curt Sigfstead, CFO of Clio and expert in stock-based compensation, shares his insights into the complexities and evolution of SBC. He sheds light on aligning equity strategies with company growth and effectively communicating their value to potential hires. The conversation navigates the challenges CFOs face in fostering trust while raising capital and balancing professional and personal demands. Curt also discusses the intricate fundraising processes and the significance of transparent equity valuation, all while adding a dash of humor with quirky expense tales.

Guy Melamed, CFO & COO of Varonis, shares insights from his leadership in major business model transformations. He discusses the challenges of shifting from a perpetual to a subscription model and now to SaaS, emphasizing effective communication with stakeholders. Melamed highlights the need for collaboration across departments and adapting sales incentives to align with corporate goals. He also reflects on balancing growth with financial prudence, personal career risks, and the importance of financial education for future generations.

Justin Coulombe, CFO of Miro and expert in SaaS business models, discusses his 'less but better' philosophy, emphasizing the power of strategic divestment to enhance focus and impact. He reveals how Miro utilizes data and predictive modeling to drive upsell opportunities and improve customer retention. The conversation touches on the balance between product-led growth and human-led sales, and explores the viability of per-seat versus outcome-based pricing models. Coulombe also offers insights on leading business transformations and the necessary shifts in SaaS practices for sustainable growth.

Navaid Mansuri, CFO of Dialogue Health and seasoned negotiator in media, discusses his unique journey from a private company to public, and back to private in under five years. He shares insights on the challenges of financial management during these drastic shifts and the art of adaptability in leadership, particularly within the telehealth sector during COVID-19. Mansuri also highlights the nuances of the Canadian IPO landscape and offers valuable lessons from his career mistakes, emphasizing the importance of networking and the right operational tools.

Sarah Spoja, CFO of Tipalti and expert in private equity operations, discusses the evolving role of CFOs in high-growth environments. She explores M&A as a growth lever, emphasizing the importance of preserving company culture during mergers. Sarah highlights how CFOs can balance strategic oversight with hands-on work and the dual role of strategist and salesperson. With insights into investor relations and effective time management, she shares tips on navigating the complexities of scaling a startup, all while keeping the process engaging and lighthearted.

Dive into the fascinating world of Snowflake’s IPO, the largest in tech history, which sent stock prices soaring on its debut. Explore the company’s innovative cloud data warehousing and a unique pricing model that sparked intrigue. Discover the impact of leadership changes and financial strategies on Snowflake's success. Learn about the meritocratic approach that shaped its culture and the focus on customer success that revolutionized revenue metrics. Plus, uncover the pricing strategy that ultimately left billions on the table.

Georgy Egorov, CFO of ZeroAvia, shares his impressive journey from AI drug discovery to leading a clean aviation revolution with hydrogen-powered airplanes. He dives into the challenges of securing funding for climate tech and the significance of building competitive products. Georgy emphasizes the crucial role of risk management in startups, drawing on his banking background. He offers insights into investor communication, combating greenwashing, and humorous anecdotes about the quirks of business expenses, making for an engaging discussion on innovation and sustainability in aviation.

Bill Koefoed, CFO of OneStream Software, shares his expertise on navigating the complexities of an IPO. He recounts the thrill of their stock soaring 34% on debut despite market turbulence. Bill reflects on the strategic decisions made during the challenging roadshow and emphasizes the importance of investor relations. With a background in Microsoft's investor relations, he reveals lessons in transparency and resilience. Plus, he provides amusing anecdotes about quirky expense claims, adding a light-hearted touch to his insightful journey.