20Sales: Inside Ramp's Sales Playbook: How to Build a $1.7BN ARR Sales Machine with Max Freeman, SVP Sales @ Ramp

Max Freeman is SVP of Sales at Ramp. He joined the company as its first sales hire. By 2025, he was leading more than 300 salespeople, helping build Ramp's sales organisation from the ground up. Ramp's latest reported revenue exceeds $1.7BN, with a valuation of over $40BN.

AGENDA:

00:00 Inside Ramp's Sales Playbook 05:00 How Do You Find Exceptional Sellers—and Why Bankers Make the Best? 18:00 How Do You Build an Outbound Machine That Scales Beyond Your SDR Team? 24:00 How Do You Shorten Sales Cycles Without Slashing Your Price? 27:00 How Should You Pay Your First Reps—and Incentivise New Products? 34:00 How Do You Onboard Reps Who Can Actually Sell? 40:00 How High Should Quotas Be—and How Long Should Reps Get to Ramp? 44:00 How Do You Drive Customer Expansion and Forecast Revenue Accurately? 54:00 How Do You Grow as a Sales Leader Without Taking Over Every Important Deal?