Sri Batchu

Head of Growth at Ramp

Sri Batchu is Head of Growth at Ramp, the fastest growing SaaS and FinTech business in history ($100M ARR in 2 years, 4X growth). Previously VP of Ops at Opendoor and Head of Growth at Instacart.

The Growth Scientist The Growth Architect

Dimension Profile

Strategic Vision 70%

Execution & Craft 70%

Data & Experimentation 70%

Growth & Distribution 95%

Team & Leadership 50%

User Empathy & Research 50%

Key Themes

B2B growth progression founder-led sales to paid marketing Ramp growth playbook growth team structure channel progression by cost fastest growing SaaS strategy

Episode Summary

Sri Batchu reveals the growth playbook behind Ramp, the fastest growing SaaS and FinTech company in history. He shares the optimal B2B growth channel progression from founder-led sales to paid marketing, explaining why cheaper channels should come first to build customer understanding before investing in expensive ones, plus how Ramp structures its growth team and prioritization framework.

Leadership Principles

→ Start with founder-led sales, then first salespeople, then low-cost marketing, then PR, then paid — channels get more expensive but more effective as you learn
→ The progression works because cheaper channels teach you about customers before you invest in expensive ones
→ Content, community, and small events should come before paid marketing and brand

Notable Quotes

"There's a general path most B2B companies should take: founder-led sales, first salespeople, low-cost targeted marketing, PR, then paid and brand. The channels get more expensive as you go but more effective as you understand your customers."
— On the optimal progression of growth channels for B2B companies

"They hit a hundred million dollar yearly run rate in two years, which is absurd, and in the last year grew 4X during a period where most companies barely grew at all."
— Lenny describing Ramp's unprecedented growth under Sri's leadership

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