Building Ramp's GTM Machine

A conversation with Max Freeman @ Ramp: from SDR at a seed stage company to VP of Sales of a $13B GTM machine

Here at Pathlight, we've noticed a vibe shift around GTM meta in the age of AI. It seems as though every quarter, there's a new company slapped onto the classic Bessemer "years from $1M to $100M ARR" chart that it's almost becoming a meme in itself.

I recently tweeted about new GTM meta that some of the fastest growing companies in the last few years have been doing, and decided that I would go straight to the source and interview the people behind the curtain of some of the fastest growing companies in this new age of AI. And of course, the first that I have to start with is Ramp.

I had the pleasure of hiring and working with Max Freeman, VP of Sales at Ramp. Every time I catch up with Max, I learn something new because of how fast the company is growing and evolving. In our chat, we cover:

Max's journey to Ramp and how he got in on the ground floor
Early Ramp outbound learnings
How to ensure tight feedback loops as an early stage company
Scaling outbound volume
His perspective on early sales comp
Interviewing early reps
AI automation and the future of SDRs
How to scale up a junior hire (Max started as an SDR!) to now managing 300+ sales people at a hyper growth company

Max has had an amazing journey over his past 5 years at Ramp and I'm excited to share that with you.

The goal of the series is to make this as actionable as possible, so feel free to jump to whatever section is most interesting for you and please give us comments and feedback on areas we could go deeper on next time!