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 5–8 Account Managers, each managing a book of ~150 customers in Ramp's Mid-Market portfolio. You'll be responsible for coaching, mentoring, and developing your team while partnering closely with Sales, Marketing, Operations, Risk, Product, and executive leadership to drive outcomes for this segment. As a key member of the sales leadership team, you'll help build and refine Ramp's account management motion.

What You’ll Do

• Set and maintain a high-performing culture and morale by managing a group of exceptional 5-8 Account Managers

• Engage frequently with key customers and become deeply embedded in customer relationships with top accounts

• Oversee the daily activities and quota performance management of individual Account Managers to ensure key performance metrics are met

• Ensure the team exceeds spend activation, product activation, retention, expansion, and customer health goals

• Report on team performance and forecast to senior leadership

• Hire and train new Account Managers on Ramp’s product, buyer personas, competition, and tools through various methods (ie. role-plays, game film)

• Develop and execute career development and leadership plans for direct reports; inclusive of but not limited to daily 1:1 mentoring, coaching on sales skills, diving into customer call feedback, and leading enablement sessions

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

• Represent the Account Management team cross-functionally with leaders of other departments

What You’ll Need 

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

  • Cross and upsell experience is a plus

• Minimum of 5 years of experience building and leading account management teams with a proven track record of exceeding goal

• Prior demonstrated success in fast-paced, results-oriented GTM environments, ideally at SaaS companies

• 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

• Strong track record of negotiating, structuring and executing complex sales agreements

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

• Ability to leverage data to drive decisions, create systems, and identify process improvements to improve efficiency

• Strong collaboration and influencing skills, demonstrated through excellent communication and presentation skills

Nice-to-Haves 

• Experience at a high-growth startup