Recruit Sales Like Moneyball
Ramp pays SDRs 2x the market rate and expects 40 to 60 booked meetings a month. SVP of Sales Max Freeman explains why he hires bankers and how Ramp ramps new sellers.
· 5 min read
Max Freeman is SVP of Sales at Ramp, the corporate card and spend management company that sells to the office of the CFO. He joined in late 2020, after quitting a job as a mid-market account executive to start over as an SDR at the young company. He has since built the go-to-market team that Ramp's founders, Eric Glyman and Karim Atiyeh, credit for much of its revenue growth. Freeman still sends at least five cold emails a day, and he runs onboarding, comp design and forecasting with unusual detail. He walks Harry Stebbings through all of it, using a mock interview as the frame. These signals are from an interview that Harry Stebbings did with Max Freeman on 20VC.
- Bankers as Sellers. Max Freeman hired investment bankers into Ramp's early sales team because they work without a nine-to-five, have business horsepower, and carry weight with CFOs. Calling a CFO cold and saying "I just quit Goldman to join this credit card business" worked when nobody knew the brand. Ramp pays these hires 2x what a standard SDR makes and expects 40, 50 or 60 booked meetings a month, 4 to 6 times a typical SDR's number. Two of those early bankers now run large pieces of the business. ▶ 2:09
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