Scaling an enterprise fintech from 0–1 might look easy from the outside—but sustaining growth and building a market leader is another story. In this Go Restive panel, Alloy’s Laura Spiekerman, Ascend’s Andrew Wynn, and Sardine’s Soups Ranjan share exactly how they’ve done it: from founder-led selling and the first sales hire, to dinner series that convert and swag that sparks conversations. Moderated by Restive Ventures Partner Cameron Peake, this is a myth-busting, detail-rich look at the strategies, habits, and mindset that turn ambitious startups into enduring enterprise companies.

B2B sales is always one of the top 3 topics that founders ask us about at Restive Ventures. Well, we heard you loud and clear! Earlier this year we held a panel at our Go Restive event with Andrew Wynn of Ascend, Laura Spiekerman of Alloy, and Soups Ranjan of Sardine about their experiences with sales and growing that part of the org. We got super granular, and it shows that you never stop learning how to sell- even the panelists were swapping techniques!

Some tidbits:

- Founders should stay in the lead sales role until at least $1M ARR - define your repeatable processes

- Avoid “short-term greed” - don’t try to introduce a second product into a sales cycle just because primary sales process is going well

- All of our panelists started with an SMB product before going to enterprise- this helped to refine the product and have cash to navigate the long sales cycle.

All of our panelists said they wished they could have heard this conversation as they were starting their companies. Give it a listen!

This is an audio session that was recorded as part of a Go Restive event in February 2025. As a lead up to the session, Cameron and Ryan discuss the conversation and their takeaways and highlights.

About Restive:

Restive is a seed stage fintech venture capital fund. We are former founders and operators and we aim to be your most helpful investor. We help you bridge the seed to A with capital and key industry partners in financial services to give you what you need to grow.

About The Restive Perspective:

The Restive Perspective is a series from Restive Ventures about our views on the market. We share founder interviews, commentary on the tech and VC industries, and other timely content to advance the discussion about the state of technology and fintech today.

To learn more about Restive and get in touch with us, please visit us at https://www.restive.com/.

fintech, venture, investing, Ryan Falvey, Cameron Peake, Tyler Griffin, VC, podcast, story, personal, background, founder story, founder origins

Ethan Bloch is the founder of Digit, one of the leading fintech companies of the past decade which sold to Oportun in 2021. In this conversation, Ethan reflect on his leadership journey, what he learned from his first company, and where he sees opportunity as he looks to build Digit’s second act. 

This is an audio session that was recorded as part of a Go Restive event in February 2025. As a lead up to the session, Cameron and Ryan discuss the conversation and their takeaways and highlights. 

About Restive:

Restive is a seed stage fintech venture capital fund. We are former founders and operators and we aim to be your most helpful investor. We help you bridge the seed to A with capital and key industry partners in financial services to give you what you need to grow.

About The Restive Perspective:

The Restive Perspective is a series from Restive Ventures about our views on the market. We share founder interviews, commentary on the tech and VC industries, and other timely content to advance the discussion about the state of technology and fintech today. 

To learn more about Restive and get in touch with us, please visit us at https://www.restive.com/.

fintech, venture, investing, Ryan Falvey, Cameron Peake, Tyler Griffin, VC, podcast, story, personal, background, founder story, founder origins

Ken Lin is the founder of Credit Karma, and one of the pioneers of the modern era of fintech. In his first conversation since stepping back from Intuit late last year, he shares his reflections on the Credit Karma journey, what he learned by leaning into authenticity, and what's next.

This is an audio session that was recorded as part of a Go Restive event in February 2025. As a lead up to the session, Cameron and Ryan discuss the conversation and their takeaways and highlights.

About Restive:

Restive is a seed stage fintech venture capital fund. We are former founders and operators and we aim to be your most helpful investor. We help you bridge the seed to A with capital and key industry partners in financial services to give you what you need to grow.

About The Restive Perspective:

The Restive Perspective is a series from Restive Ventures about our views on the market. We share founder interviews, commentary on the tech and VC industries, and other timely content to advance the discussion about the state of technology and fintech today.

To learn more about Restive and get in touch with us, please visit us at https://www.restive.com/.

fintech, venture, investing, Ryan Falvey, Cameron Peake, Tyler Griffin, VC, podcast, story, personal, background, founder story, founder origins

Meet Rashmi Melgiri. After a successful run as the #2 at Coverwallet, Rashmi saw a problem she was uniquely fit to solve– and she was driven to do it from the CEO seat herself. In this episode we feature: 

• Her company Functional Finance
• Her leadership journey and what it took to establish her own, authentic voice
• How she stepped off the consultant trajectory and became a founder
• How she was uniquely positioned to identify and act on a problem she saw in the market
• Lessons from running a company for a second time around
• A surprise puppet
• And much more!

About Functional Finance:

Our mission is to empower insurance companies with innovative financial software. By making billing, payments, and reconciliation work together in one easy-to-use platform, our clients can focus on delivering exceptional service and growing their business.

https://www.functionalfi.com/

About Restive:

Restive is a seed stage fintech venture capital fund. We are former founders and operators and we aim to be your most helpful investor. We help you bridge the seed to A with capital and key industry partners in financial services to give you what you need to grow.

About The Restive Perspective

The Restive Perspective is a series from Restive Ventures about our views on the market. We share founder interviews, commentary on the tech and VC industries, and other timely content to advance the discussion about the state of technology and fintech today.

To learn more about Restive and get in touch with us, please visit us at https://www.restive.com/.

fintech, venture, investing, Ryan Falvey, Cameron Peake, Tyler Griffin, VC, podcast, story, personal, background, founder story, founder origins

Meet Ximena Aleman, the co-founder & CEO of Prometeo. After realizing the potential of open banking in Latin America, Ximena went on a journey of learning the importance of "market" fit in the "product market fit" equation. Hear that story and much more!  

In this episode, we discuss:

• Ximena's transition from journalism to tech, which was driven by her fascination with entrepreneurial stories.
• How it took multiple pivots to arrive at Prometeo.
• Going from No, no, no to yes, yes, yes: Her journey of product-market fit was more like market-product fit. 
• Building a strong network was crucial for securing funding and support.

About Prometeo: We are the leading fintech infrastructure company connecting global corporations with financial institutions in Latin America and the United States. We create innovative technological infrastructure, specializing in banking APIs.

About Restive:

Restive is a seed stage fintech venture capital fund. We are former founders and operators and we aim to be your most helpful investor. We help you bridge the seed to A with capital and key industry partners in financial services to give you what you need to grow.

About The Restive Perspective

The Restive Perspective is a series from Restive Ventures about our views on the market. We share founder interviews, commentary on the tech and VC industries, and other timely content to advance the discussion about the state of technology and fintech today.

To learn more about Restive and get in touch with us, please visit us at https://www.restive.com/.

fintech, venture, investing, Ryan Falvey, Cameron Peake, Tyler Griffin, VC, podcast, story, personal, background, founder story, founder origins

Learn more about The Restive Perspective and Restive Ventures at www.restive.com.

Meet Natasha Vernier, co-founder and CEO of Cable. A compliance leader within banking, she never harbored aspirations about being an entrepreneur- until she came across a glaringly obvious problem she couldn't turn away from. And from there Cable was born.

In this episode we dive into:

• Natasha's early journey and what compelled her to start Cable
• How she started her fundraise, and why she pushed for a higher initial salary
• Compiling a diverse cap table
• Her role as an LGBTQ+ leader in tech
• Cable's operating system and how she managed to refine their principles

And much more!

About Cable: Cable is the all-in-one effectiveness testing platform that helps you comply with your financial crime requirements. Whether you add 1 control or add 1,000 accounts, Cable is your central hub for complete automated controls monitoring as your business scales — and you won’t need to add more headcount. Say goodbye to manual dip sampling; say yes to growth with confidence in your compliance. Learn more at cable.tech.

About Restive: Restive is a seed stage fintech venture capital fund organized around speed. We are former founders and operators and we aim to be your most helpful investor. We help you bridge the seed to A with capital and key industry partners in financial services to give you what you need to grow. To learn more about Restive and get in touch with us, please visit us at https://www.restive.com/.

About The Restive Perspective

The Restive Perspective is a series from Restive Ventures about our views on the market. We share founder interviews, commentary on the tech and VC industries, and other timely content to advance the discussion about the state of technology and fintech today.

Follow us on Twitter:  

 / restivevc  

Follow us on LinkedIn:  

 / restiveventures  

fintech, venture, investing, Ryan Falvey, Cameron Peake, Tyler Griffin, VC, podcast, story, personal, background, founder story, founder origins

Meet Stephany Kirkpatrick, the founder and CEO of Orum. After joining LearnVest as an early employee and helping grow the company through their acquisition, she decided to strike out on her own. Always curious about why the payments ecosystem hadn't innovated in fifty years, she decided to create Orum to make money movement faster and immediate. She's overcome the challenge of being a solo, non-technical founder to raising through her Series B to investors like Inspired, Bain Capital, and Accel.

About Orum: Orum is the simplest API for fast, reliable payments. Learn more at Orum.io

About Restive:

Restive is a seed stage fintech venture capital fund. We are former founders and operators and we aim to be your most helpful investor. We help you bridge the seed to A with capital and key industry partners in financial services to give you what you need to grow.

About The Restive Perspective

The Restive Perspective is a series from Restive Ventures about our views on the market. We share founder interviews, commentary on the tech and VC industries, and other timely content to advance the discussion about the state of technology and fintech today.

To learn more about Restive and get in touch with us, please visit us at https://www.restive.com/.

fintech, venture, investing, Ryan Falvey, Cameron Peake, Tyler Griffin, VC, podcast, story, personal, background, founder story, founder origins

Learn more about The Restive Perspective and Restive Ventures at www.restive.com.

Meet Nami Baral. Born into a conservative family in Nepal, she decided to leave for America- and eventually become a successful multi-time founder. Meet Nami Baral, the Founder/ CEO of Niural (and previously the Founder/ CEO of Harvest).

Here, we dive into Nami’s story, where she shares:

-How she has taken calculated bets all her life, which gave her the perspective and confidence to launch Harvest and then Niural.

-How she continued to iterate to find product market fit at Harvest, and that once she found her ‘aha’ moment she went all in.

-That for her second company, she decided to have multiple co-founders to have meaningful help while building.

-What she’s building at Niural and how she’s hoping to transform payroll.

Watch to learn more about Nami, and check out the other amazing interviews we’ve done with founders.

About Niural:

Niural's all-in-one payroll, team management and compliance platform helps you streamline your hiring process, manage global payroll, and keep tabs on compliance.

Learn more about Niural by visiting https://www.niural.com/.

About Restive:

Restive is a seed stage fintech venture capital fund organized around speed. We are former founders and operators and we aim to be your most helpful investor. We help you bridge the seed to A with capital and key industry partners in financial services to give you what you need to grow.

About The Restive Perspective

The Restive Perspective is a series from Restive Ventures about our views on the market. We share founder interviews, commentary on the tech and VC industries, and other timely content to advance the discussion about the state of technology and fintech today.

To learn more about Restive and get in touch with us, please visit us at https://www.restive.com/.

fintech, venture, investing, Ryan Falvey, Cameron Peake, Tyler Griffin, VC, podcast, story, personal, background, founder story, founder origins

Meet Katrin Kaurov, the Co-Founder/ CEO of Frich, a social finance app aimed at Gen Z. Katrin became an international fashion model at age 14, and had to start managing money at an early age. As she grew up she realized that so many others were struggling to manage money, and she decided to do something about it. Luckily with her background- she knew how to make it cool.

This is our second episode in our series The Restive Perspective, which features a series about female CEOs and the journeys the took to launch their companies.

About Frich:

We wanted to break the money taboo and make money a social topic. That's why we created Frich. We believe in 100% transparency and raw truth. As a user, you can see how you compare to people just like you in all areas related to money. This gives you the confidence to make quick decisions that align with your financial situation. When it comes to money, sometimes there's no time for goal-setting—you just need to figure out the best thing to do as quickly as possible. That's what we aim to provide at Frich—a clear view of where you stand financially compared to your peers and potential solutions that have worked for your community.

At night, when we close our eyes, we dream of a world where everyone can feel confident about money, regardless of the school they went to or the family they grew up in. Join us at Frich, and let's make money a topic that's social and empowering!

Learn more about Katrin and Frich at https://www.getfrich.com/.

About Restive:

Restive is a seed stage fintech venture capital fund organized around speed. We are former founders and operators and we aim to be your most helpful investor. We help you bridge the seed to A with capital and key industry partners in financial services to give you what you need to grow.

About The Restive Perspective

The Restive Perspective is a series from Restive Ventures about our views on the market. We share founder interviews, commentary on the tech and VC industries, and other timely content to advance the discussion about the state of technology and fintech today.

To learn more about Restive and get in touch with us, please visit us at https://www.restive.com/.

fintech, venture, investing, Ryan Falvey, Cameron Peake, Tyler Griffin, VC, podcast, story, personal, background, founder story, founder origins

Get in touch with us at [email protected]!

Meet Ana Mahoney, the Founder/ CEO of Addition Wealth. The Restive Perspective features a series highlighting female CEOs, where we tell the stories and strategies of women in the CEO seat – especially as they made the leap to found their companies.

Ana is an inspiring leader and fierce operator, and we’re excited to share her story about how she wasn’t satisfied with any job out there- and so decided to create her own. Enjoy!

About Addition:

Addition is a holistic financial health platform that supports employees in taking action to control their financial lives. We are passionate about helping individuals with their personal finances, and we are technologists and financial experts committed to making finances easier to understand so employees can make smart financial decisions.

To learn more about Ana and her company, Addition Wealth, please visit https://www.additionwealth.com/.

About Restive:

Restive is a seed stage fintech venture capital fund organized around speed. We are former founders and operators and we aim to be your most helpful investor. We help you bridge the seed to A with capital and key industry partners in financial services to give you what you need to grow.

About The Restive Perspective

The Restive Perspective is a series from Restive Ventures about our views on the market. We share founder interviews, commentary on the tech and VC industries, and other timely content to advance the discussion about the state of technology and fintech today.

To learn more about Restive and get in touch with us, please visit us at https://www.restive.com/.

fintech, venture, investing, Ryan Falvey, Cameron Peake, Tyler Griffin, VC, podcast, story, personal, background, founder story, founder origins