About Ramp

Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $100B in annualized spend flows in and out of 50,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books.

The problems are high-stakes, data-dense, and unforgiving.

We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome.

The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same.

If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it.

About the Role

You will be a front-line manager to a group of Enterprise Sales Development Representatives who are responsible for outbound prospecting and pipeline generation against Ramp's largest, most strategic accounts. This is an opportunity to build the enterprise SDR management function from 0→1 — you will be working with high-performing SDRs who have been promoted internally at Ramp and operate on a named book-of-business model with complex, multi-threaded deal cycles. You will be responsible for 1:1 coaching and mentoring, as well as developing strategy and working closely with leaders across Sales, Marketing, Product, and the executive team to drive positive outcomes for the enterprise segment. As a key member of the sales leadership team, you will have the opportunity to help build and refine Ramp's enterprise sales development motion.

What You'll Do

• Build and scale the enterprise SDR management function — defining team structure, playbooks, and processes for a named-account, book-of-business motion

• Set and maintain a high-performing culture and morale by overseeing the daily activities and quota performance management of individual SDRs to ensure key performance metrics are met

• Hire and train new SDRs on Ramp's product, enterprise buyer personas, competition, and tools through various methods (ie. role-plays)

• Develop and execute career development and leadership plans for direct reports; inclusive of but not limited to daily 1:1 mentoring, coaching on time management, objection handling, enterprise prospecting tactics, and active listening skills

• Coach SDRs on complex, multi-threaded enterprise outbound — including account research, executive messaging, and strategic pipeline generation

• Strategize with enterprise AEs, sales and marketing counterparts on pipeline and prospecting initiatives to meet company objectives

• Report on team performance and forecast to senior leadership

• Improve team output and efficiency over time by optimizing systems and processes

• Establish a library of prospecting resources for the enterprise SDR team

• Represent the Enterprise Sales Development team cross-functionally with leaders of other departments

What You Need

• Minimum of 2 years of quota-carrying sales experience as an individual contributor, with a proven, consistent track record exceeding goals

• Minimum of 4 years of experience building and leading sales development teams with a proven track record of exceeding goal

• Prior demonstrated success in fast-paced, results-oriented GTM environments, ideally at SaaS companies, and history of consistently performing above quota in an outbound sales environment

• Experience managing or selling into enterprise accounts with complex, longer sales cycles

• A passion and excitement for hiring, with a thoughtful approach to team planning and development

• Ability to articulate contractual, technical, and financial value points to customers, including executive leaders

• Proficiency in data analytics tools (ie. Salesforce, Looker, and Excel) and familiarity