On a recent episode of The Revenue Leadership Podcast, Kyle Norton, CRO at Owner.com, sat down with Nate Follen, Head of Business Systems Operations at Ramp, to discuss what it takes to build revenue systems at one of the fastest-growing companies in history.
Ramp’s growth is legendary—scaling to $100M ARR faster than any other startup and now valued at over $8B. But hypergrowth at this scale doesn’t just happen; it requires systems that can evolve in real time, automation that removes friction, and a relentless focus on speed without sacrificing scalability.
“The ability to say, ‘This is a great idea. Let’s make this change at scale—at over a thousand employees—and still do it really quickly is one of the great things about Ramp.”
One key theme stood out throughout the conversation: AI and automation are transforming how revenue teams operate. Nate shared how Ramp has structured its RevOps and sales systems for speed, what mistakes fast-growing companies need to avoid, and why AI-powered tools like Momentum.io are helping them stay ahead.
How Momentum.io Fits In
While the discussion covered many aspects of revenue operations, one tool kept coming up as a game changer—Momentum.io.
Both Kyle and Nate are active users of Momentum, leveraging it to:
✔ Automate CRM data entry and eliminate manual updates
✔ Catch deal risks before they become losses with AI-driven alerts
✔ Streamline sales-to-CS handoffs for a smoother customer experience
✔ Enhance forecasting and sales coaching with AI-powered insights
✔ Replace expensive call recording software with AI-driven transcription
Momentum isn’t just a "nice-to-have" at Ramp—it’s a core part of their revenue execution strategy.
Momentum.io: The AI Driving Sales Execution
One of the AI-driven tools making this possible is Momentum.io. Both Kyle and Nate are power users.
Instead of relying on manual tracking, Momentum automates deal intelligence, risk alerts, and CRM data entry—allowing Ramp’s revenue teams to focus on execution instead of admin work and becoming the data pipeline for the go-to-market and revenue teams and leadership.
Let’s break down exactly how it works in action.
1. AI-Driven Deal Risk Alerts: Saving Deals Before They’re Lost
Sales leaders always want to catch at-risk deals before they slip away. However, manually tracking buyer engagement signals across calls, emails, and meetings in a fast-paced environment isn’t scalable.
Ramp solved this problem with Momentum’s AI-powered risk alerts.
“We really want to catch those deals before we lose them. So now, if a buyer is disengaged—camera off, vague objections, noncommittal language—Momentum automatically pings the manager in Slack to step in before it’s too late.”
How it Works:
- Momentum analyzes buyer behavior across calls and emails.
- It flags disengaged buyers based on specific criteria (e.g., lack of eye contact, noncommittal language, or long response gaps).
- The system automatically notifies the sales manager in Slack so they can get involved early.
Impact:
✅ Fewer last-minute surprises in the pipeline
✅ Proactive deal saves before it’s too late
✅ Better forecasting and win-rate optimization
2. AI-Powered CRM Auto-Fill: Eliminating Repetitive Data Entry
Manually updating CRM records is one of the biggest drains on sales productivity. Ramp wanted a way to automate this grunt work without sacrificing data quality.
Enter Momentum’s AI-driven auto-fill.
“We got a larger volume of high-quality data by letting AI fill in the fields by default. Instead of asking reps to manually accept every update, we let AI handle it. Reps can edit if needed, but the default is filled.”
How it Works:
- AI analyzes call transcripts and email exchanges to extract key details (e.g., pain points, competitors mentioned, objections).
- CRM fields auto-populate with this information instead of requiring manual input.
- The sales team can accept, modify, or override entries, ensuring accuracy without repetitive work.
Impact:
✅ CRM data is always complete and up to date
✅ Reps spend less time on admin and more on selling
✅ Sales leaders get better visibility into deals
3. AI-Generated Sales Handoff Summaries: Seamless Transitions from Sales to CS
Once a deal closes, the handoff to Customer Success is critical. But vital deal context is often lost in translation between sales and post-sales teams.
Ramp uses Momentum’s AI-generated sales handoff summaries to ensure no detail is missed.
“CSMs get an instant summary of champions, deal history, objections, and product commitments. No need to chase down the AE for context—it’s all there in Slack and Salesforce.”
How it Works:
- AI pulls the entire deal history—who was involved, key objections, and commitments made.
- It packages this into a summary and sends it to the CSM in Slack and Salesforce.
- The CSM gets instant context before onboarding begins, ensuring a smooth transition.
Impact:
✅ No more gaps between sales and customer success
✅ Faster, more effective onboarding
✅ Stronger relationships from Day 1
4. Slack Deal Rooms: Real-Time Collaboration on High-Value Deals
Keeping sales, RevOps, and leadership aligned on key deals can be a logistical nightmare. Email chains, spreadsheets, and fragmented updates slow everything down.
To solve this, Ramp uses Momentum’s Slack deal rooms.
“Instead of endless back-and-forth emails, Momentum creates a Slack channel for every major deal. AEs, SDRs, CSMs, and managers all have instant access to the same information.”
How it Works:
- Momentum auto-generates a dedicated Slack channel for high-priority deals.
- All relevant stakeholders (AEs, SDRs, managers, RevOps) are automatically added.
- AI updates the channel with key deal insights, alerts, and next steps.
Impact:
✅ Faster decision-making and deal execution
✅ Fewer information silos across teams
✅ Improved coordination between sales, CS, and leadership
Ramp’s other AI tools
In the podcast outside of Momentum, Nate dives into other AI tech that they use with some outcomes to be aware of:
Rox: AI-Driven Sales Productivity
One of the standout tools mentioned is Rox, an AI-powered sales productivity platform that transforms traditional CRM systems into proactive, intelligent assistants. Rox unifies fragmented customer data and deploys AI agents to provide actionable insights, enabling sales teams to operate more effectively. This approach shifts CRMs from passive data repositories to active systems that monitor real-time changes and assist throughout the engagement process.
Actively: Enhancing Sales Engagement
Another tool discussed is Actively, which focuses on improving sales engagement through AI-driven insights. By analyzing customer interactions and behaviors, Actively helps sales teams tailor their outreach strategies, ensuring more personalized and effective communication. This leads to higher conversion rates and a more efficient sales process.
Strategic Integration of Advanced Tools
Ramp's approach to integrating these advanced tools involves a strategic evaluation of building versus buying solutions. They initiate small engineering projects to understand specific problem areas and simultaneously pilot vendor solutions to learn from existing products. User adoption ultimately determines the best fit, ensuring the chosen tools align with operational needs and company culture.
The Business Case for Advanced Sales Tools
Implementing advanced tools like Rox and Actively offers several benefits over traditional technologies:
- Enhanced Data Utilization: AI-driven platforms analyze vast amounts of data to provide actionable insights, enabling sales teams to make informed decisions quickly.
- Increased Efficiency: Automating routine tasks allows sales representatives to focus on building relationships and closing deals rather than administrative duties.
- Personalized Customer Engagement: Advanced tools facilitate tailored communication strategies, leading to improved customer experiences and higher conversion rates.
- Scalability: These platforms can adapt to growing business needs, providing scalable solutions that evolve with the company.
In contrast to traditional tools like Gong, which primarily offer call recording and analysis, platforms like Rox and Actively provide a more comprehensive, AI-driven approach to sales productivity and engagement. This holistic integration of data and automation positions companies to stay competitive in a rapidly evolving market.
Final Thoughts: AI is the Future of Revenue Execution
Ramp’s approach to AI-driven sales execution isn’t theoretical—it’s happening right now.
Momentum.io is a core part of this shift, enabling sales teams to:
✔ Catch at-risk deals before they’re lost
✔ Automate CRM updates without rep friction
✔ Ensure seamless sales-to-CS handoffs
✔ Replace expensive tools with AI-driven insights
✔ Keep revenue teams aligned in real-time
For companies looking to scale without breaking—this is the playbook.
🚀 Ready to see how AI can transform your revenue systems? Learn more about Momentum.io.
To see what else Kyle and Nate talked about, watch the full interview: