Mostly metrics
Run the Numbers
E10: A CFO's Guide to Understanding Sales Teams, featuring Snyk's Ethan Schechter

E10: A CFO's Guide to Understanding Sales Teams, featuring Snyk's Ethan Schechter

We kick off our Thursday operator series with the VP of Sales at Snyk, Ethan Schechter. He and CJ get into how finance and sales can work together to set and achieve revenue goals, how to create a winning culture within your sales team, SPIFFs, PIPs, and much more. If you’re looking for an ERP platform, check out our sponsor, NetSuite:



NetSuite provides financial software for all your business needs. More than thirty-six thousand companies have already upgraded to NetSuite, gaining visibility and control over their financials, inventory, HR, eCommerce, and more. If you're looking for an ERP platform ✅ NetSuite: and defer payments of a FULL NetSuite implementation for six months.

Tropic is the next-generation Procurement Platform that’s helping modern CFOs take control of their budgets and bottom line. By combining approval workflows, supplier management, and pricing benchmarks all in one place, Tropic makes savings opportunities easy to find and act on. 🌴 Visit to learn how. 



The HR industry is at a crossroads. What will it take to construct the next generation of incredible businesses – and where can people leaders have the most business impact? Hosts Nolan Church and Kelli Dragovich have been through it all, the highs and the lows – IPOs, layoffs, executive turnover, board meetings, culture changes, and more. With a lineup of industry vets and experts, Nolan and Kelli break down the nitty-gritty details, trade offs, and dynamics of constructing high performing companies. Through unfiltered conversations that can only happen between seasoned practitioners, Kelli and Nolan dive deep into the kind of leadership-level strategy that often happens behind closed doors. Check out the first episode with the architect of Netflix’s culture deck Patty McCord.



@cjgustafson222 (CJ)

@TurpentineMedia (Turpentine)



(00:00) Episode Preview

(01:09) Start of interview

(02:37) How finance and sales can work together to set and achieve revenue goals

(05:36) How to create a winning culture within your sales team

(11:06) On ramping up and lead times

(13:29) Are sales people ever the victim of their own success?

(14:55) Sponsor: NetSuite

(17:21) On discounts and getting quick wins

(21:58) On SPIFFs: when to use them, structure, etc.

(27:23) Where should sales ops sit?

(30:54) When should you bring in sales enablement?

(31:42) How to think about PIPs

(36:31) SEGMENT: Long-ass Lightning Round

(39:06) SEGMENT: Rep Yo Stack - Sponsored by Tropic

(40:58) Craziest things a salesperson has tried to expense

Mostly metrics
Run the Numbers
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.