942: Building a Profitability Mindset | Sarah Spoja, CFO, Tipalti

It’s a question rooted in surprise headlines that has now become one of 2023’s favorite conversation starters for finance executives inside the tech realm: “Where were you when you heard the news about Silicon Valley Bank [SVB]?” For Tipalti CFO Sarah Spoja, the query instantly summons memories of being seated between two of Tipalti’s financing partners: JP Morgan and Hercules Capital, Inc. Or perhaps we should say two of its "future" financing partners. Spoja, along with Tipalti’s attorneys, had gathered in a conference room with prospective partners to finalize the terms of a deal designed to secure a $150 million debt-raise for the growing business. Looking back, Spoja tells us that the date of the gathering will forever be etched in her mind: Thursday, March 9, 2023. Within the next 24 hours, Silicon Valley Bank would be closed by the California Department of Financial Protection & Innovation, and the Federal Deposit Insurance Corporation (FDIC) would be named its “receiver.” The public would receive no advance notice of the bank's closing. Still, the escalating challenges at SBV were no secret, and as Spoja met that Thursday in March with Tipalti’s prospective investors, SVB (which had been solvent only 24 hours earlier) would be broke within hours as depositors rushed to withdraw their funds. Thus, the terms of Tipalti’s debt-raise were not the only business that Spoja was seeking to finalize as she took a seat at the table. Besides securing the $150 million in debt, Spoja and her treasurer were simultaneously tracking the removal of Tipalti funds from SVB in real time. “For finance people, the thought was ‘Okay, I need to protect my company, so I need to do X, Y and Z before wire transfers are cut off,'" she recalls. "But at the same time, in the backs of our heads, we were all thinking, 'I really hope that this isn’t going where it looks like it's going.'” Meanwhile, the terms finalized on Thursday, March 9, ultimately sealed a $150 million debt deal that would be announced by Tipalti in early that May. Why hadn't either of the prospective financing partners experienced cold feet in light of the escalating developments at SVB? Spoja tells us that “tougher diligence conversations” had already taken place to help to placate concerns about a changing economic climate. What’s more, she says, a “mutual trust” had been established that had allowed the deal to not to get stalled.    Still, you can’t help but hear the winds that were howling outside the doors of Tipalti’s March 9 meeting. Says Spoja: “It was a moment that a finance professional would always remember, particularly if they were in tech—because we all generally have a story.” There's little doubt, though, that Spoja’s story is better than most. –Jack Sweeney