Run the Numbers
CJ Gustafson
Run the Numbers is a twice-weekly podcast about financial metrics and business models, designed for ambitious people operating tech startups. It's a collection of things host CJ Gustafson (CFO at Partstech and writer of Mostly Metrics) has learned and thought about in the trenches as a tech CFO.
This show is meant to serve as a playbook of sorts for the stuff CJ wishes he knew earlier in his career, both from experience and from copying people smarter than himself.
Topics frequently touch upon Startup SaaS Metrics, Annual Budgeting, Financial Forecasting, Headcount, Equity, Dilution, and Fundraising – and how all of these drive business performance and growth.
This show is meant to serve as a playbook of sorts for the stuff CJ wishes he knew earlier in his career, both from experience and from copying people smarter than himself.
Topics frequently touch upon Startup SaaS Metrics, Annual Budgeting, Financial Forecasting, Headcount, Equity, Dilution, and Fundraising – and how all of these drive business performance and growth.
Episodes
Mentioned books
10 snips
Jul 10, 2025 • 1h 5min
“Anything new needs to have AI core to its offering”: Amy Butte on How Navan Is Redefining Finance Ops
In this insightful discussion, Amy Butte, the CFO of Navan, shares her extensive background in finance, stretching from her days at the New York Stock Exchange to her current AI-driven role. She highlights how Navan integrates AI not just for document management, but for enhancing financial workflows. Amy also explores the challenges of building effective teams, the crucial debate of building versus buying tech solutions, and the significance of mentorship in leadership roles. Her anecdotes blend humor and experience, making for a captivating conversation.
13 snips
Jul 7, 2025 • 1h 18min
Inside the “PayPal Mafia”: One of the Most Influential “Seed Funds” in Tech History with Jimmy Soni
Jimmy Soni, bestselling author of The Founders, dives into the intriguing world of the PayPal Mafia, including icons like Elon Musk and Peter Thiel. He shares Thiel's bold predictions regarding the dot-com bubble and discusses the unconventional hiring strategies that shaped PayPal's culture. Soni also sheds light on the fraught relationship between PayPal and eBay, as well as the creative tactics that fueled user growth at YouTube. Get ready for a treasure trove of insights about one of tech history's most influential groups!
38 snips
Jul 3, 2025 • 1h 21min
The Modern CFO: Scott Engler on How To Master the Most Important Role in the Company
Scott Engler, CEO of Sync Executive Partners, dives into the crucial role of CFOs in corporate success. He boldly asserts that CFOs often outshine CEOs, particularly in private equity. Engler discusses the evolution of CFO responsibilities, emphasizing the shift from gatekeepers to proactive leaders driven by data. He offers insights on managing CEO relationships, the importance of financial storytelling, and tips for landing CFO roles, including negotiation strategies for equity packages. Expect revealing commentary on overcoming challenges and navigating performance dynamics.
31 snips
Jun 26, 2025 • 49min
Inside the CFO Tech Stack (and the Failure Museum): Insights From Norwest’s Sean Jacobsohn
Sean Jacobsohn, a partner at Norwest, invests in tech firms targeting CFOs and runs the Failure Museum, showcasing lessons from failed companies. He discusses the fragmented CFO software landscape and emerging disruptors challenging legacy systems. Jacobsohn shares insights on successful partnerships, the significance of domain expertise, and evolving tools like automated expense management solutions. He reflects on the six forces of failure and emphasizes the importance of learning from missteps to drive innovation in finance technology.
13 snips
Jun 23, 2025 • 57min
Big Systems Thinking for Building a Finance Org: Advice From a Zoom Hypergrowth Survivor
Sarah Riley, CFO of dbt Labs and former finance leader at Zoom, shares insights from her time navigating hypergrowth during the pandemic. She discusses the challenges of scaling operations and adapting financial strategies amidst skyrocketing user signups. Sarah highlights her strategic use of Helmer's Seven Powers framework to drive decisions. The conversation touches on evolving pricing models, integrating AI in finance, and converting finance teams from 'doers to reviewers', all while balancing efficiency with innovation.
41 snips
Jun 19, 2025 • 57min
a16z’s Alex Immerman on the Evolving Role of the CFO in the Age of AI
Alex Immerman, a Partner at Andreessen Horowitz, dives into the shifting landscape of the CFO role influenced by AI. He emphasizes the necessity for CFOs to adopt a founder's mindset and leverage AI to reshape financial frameworks. Alex discusses the stark differences in metrics between AI-native and traditional SaaS companies, underscoring the significance of LTV to CAC ratios. He also shares insights on what makes exceptional CFOs, their dynamic with CEOs, and the transformative challenges they face as they prepare for IPOs in an AI-driven world.
51 snips
Jun 16, 2025 • 1h 1min
The CFO As the Culture Leader: KPIs, OKRs, and Embracing Failure To Achieve Success
Bill Tole, CFO of TrustRadius, shares his insights on the critical role CFOs play in shaping company culture, particularly in software organizations. He discusses the importance of aligning Objectives and Key Results (OKRs) with team dynamics, emphasizing creativity and collaboration. Tole explains the difference between KPIs and OKRs and underlines how ambitious yet achievable goals foster innovation. He also introduces the Rule of 40 and highlights the necessity for financial literacy among employees to drive success.
12 snips
Jun 12, 2025 • 1h 6min
Customer-First Finance: PagerDuty's Secret to “Small” Public Company Success
Howard Wilson, CFO of PagerDuty, brings a wealth of experience from his role as chief commercial officer. He shares insights on the unique challenges remote public companies face and how customer trust plays a pivotal role in financial transparency. The conversation dives into innovative financial practices, the importance of customer-focused metrics, and adapting to market shifts post-IPO. Howard also discusses the significance of empathy in leadership and collaborative finance teams, along with humorous anecdotes about quirky expense claims that lighten the mood.
7 snips
Jun 9, 2025 • 1h 9min
From $30M to Almost $1B: A Guide to Hypergrowth, IPO Prep, and Navigating the Public Market
Chirag Shah, CFO of Motive and a whiz at guiding firms through the IPO process, shares his expertise on scaling businesses from $30M to nearly $1B. He dives into the crucial signs that a company is ready to grow, the balance of growth and efficiency, and the pitfalls of expanding sales teams too quickly. Chirag also discusses the emotional rollercoaster of IPOs, achieving great valuations, and whether going public is the right move. His insights provide a roadmap for navigating the complex landscape of hypergrowth and public markets.
11 snips
Jun 7, 2025 • 51min
Bet on Yourself, and Putting in "Time on the Board" (CJ gets interviewed)
In this engaging discussion, Lilly Wyden, host of the Shared Narratives podcast, interviews CJ about his journey from investor to CFO. They delve into the power of newsletters for career advancement and speculate on whether Substack writers will soon need talent agents. CJ shares insights on the memeification of finance, making it more fun and accessible. The duo also discusses the potential effects of corporate gossip on content creation and the importance of authenticity in brand partnerships.
