Welcome Connor Farrell, VP of Sales at OnRamp, on this episode of 🔥 The Lantern 🔥
OnRamp is the onboarding platform that helps B2B companies reduce churn, increase team capacity, and accelerate time to revenue…all the way up to Fortune 15 scale.
🚀 What’s happening at OnRamp right now? 🚀
After raising their Series A in early Q4, OnRamp has since tripled its GTM team in just three months.
New AEs, SDRs, Rev Ops, and Sales Engineering teammates are helping to build out every layer of the GTM function for 2026. When Connor joined just two years ago, there was one sales rep and an almost entirely inbound SMB motion.
Today? 3 of the Fortune 15 are customers.
📞 What’s working in GTM at OnRamp? 📞
Outbound is not dead at OnRamp! 75% of their pipeline comes from cold outreach.
They’ve built a fully outbound-led motion targeting mid-market and enterprises laser-focused on the right accounts, right use cases, and right personas.
Large enterprises like Cardinal Health use OnRamp to onboard every new pharmacy customer. Boston’s own Bullhorn uses it to help deliver a self-serve motion for their long-tail SMB base.
🤔 What has Connor learned from building a GTM team from scratch? 🤔
Good hiring is critical and a good hire is worth their weight in gold. Connor spends 30-40% of his time on recruiting, allocating time to his network, cold outreach & LinkedIn posts.
Early-stage GTM is not the easiest role in the world. But finding people who want to be in that environment is an unlock for the business!
🤝 How can we help OnRamp grow here in Boston? 🤝
OnRamp is still hiring! They have at least 2 open SDR spots and potentially more.
If you’re in GTM and want to join a fast-growing startup in Fort Point where the team is in the office every single day, reach out.
And if your company has an onboarding problem at scale, Connor and the team are ready to chat!