👋 Hi, it’s Kyle from OpenView. Welcome to Growth Unhinged, my newsletter that explores the playbooks and hidden tactics behind today’s best startups.

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If you follow fast-growing startups, you’ve no doubt heard of Ramp, the corporate card and finance operations tech darling.

In March 2022, Ramp crossed $100 million in annualized revenue — hitting that milestone only two years after launching. The company continues to accelerate, reportedly growing by 4x in 2022 and recently acquiring Cohere.io, an AI-powered customer support tool.

Sri Batchu was Head of Growth during that period of hypergrowth — a role that spanned paid marketing, field marketing, lifecycle/CRM, automated outbound, SEO and growth product — and he managed channels that drove the majority of company pipeline. This wasn’t his first rodeo. Previously, Sri was Head of Growth at Instacart during the heady days of the pandemic and before that he was VP of Operations at Opendoor, a real estate tech unicorn.

Sri joined Growth Unhinged to reflect on his hard-won learnings about building a high-performing growth function. He unpacked growth motions for a product category that’s not traditionally PLG-friendly, how to foster a culture that prioritizes velocity, and what to look for when hiring growth pros.