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. ----------------------------------------------- Timestamps: 00:00 Intro 01:08 Why Ramp Hires Investment Bankers Into Sales 06:39 How to Hire Great Salespeople 09:09 How to Tell a Great Seller From an Order Taker 12:49 What Salespeople Should Look for When Joining a Startup 17:14 Why Sales Is Really an Engineering Problem 23:15 When Should You Verticalize Your Sales Team? 24:35 How to Compress Enterprise Sales Cycles 28:11 Why Your First Sales Reps Should Have No Quota 30:06 Why You Should Never Hire Just One Seller 34:13 The Biggest Sales Hiring Mistakes 36:38 How Ramp Onboards New Sales Reps 43:05 What Is a Healthy Sales Rep Productivity Ratio? 45:07 How Quickly Can You Tell if a Sales Rep Will Be Great? 47:29 Is Customer Success Actually Bullshit? 49:36 How Ramp Forecasts Revenue Within 5%...