Job description

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 $275B in annualized spend flows in and out of 85,000+ 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 7.5% 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 The next chapter of Ramp's growth runs straight through the customers we already have: 80,000+ finance teams who adopted us for one thing and haven't yet seen what the rest of the platform can do for them. Account Management owns that opportunity - and this role owns the team building the motion to capture it. You'll lead a group of 5-8 Account Managers, each carrying a book of ~300 Mid-Market customers with real latitude over how they grow it. This is a build role, not a maintain role: the playbooks, coaching systems, and performance bar you set are the ones this team runs on next year. Your ceiling is set by how well you turn individual AM judgment into a repeatable, scalable motion that grows the segment. WHAT YOU’LL DO - Build and run a high-performing team of 5-8 Account Managers - setting the bar for culture, morale, and daily execution. - Get embedded in the relationships that matter. Engage directly with key customers and top accounts alongside your team, especially where trust is being built or repaired. - Own the number. Manage quota performance and pipeline generation across your team to hit spend activation, product activation, retention, and expansion goals. - Forecast and report team performance to senior leadership with clear-eyed visibility into what's working and what isn't. - Hire and develop the next generation of AMs - training on product, buyer personas, competition, and tooling through role-plays, game film, and real deal work. - Coach relentlessly. Run daily 1:1s, dissect call feedback, lead enablement sessions, and build career paths for every rep on your team. - Turn what works into a system. Continuously refine team processes and tooling to improve output and efficiency as the segment scales. - Represent Account Management cross-functionally, partnering with Sales, CX, CSM, Risk, and Product to remove blockers and drive outcomes. WHAT YOU’LL NEED - Minimum 3 years of quota-carrying sales or account management experience as an individual contributor, with a proven, consistent track record of exceeding goals (new business or cross-sell/upsell experience mandatory) - Minimum 3 years building and leading account management or sales teams, with a track record of exceeding goal (new business or cross-sell/upsell experience mandatory) - Prior success in fast-paced, results-oriented GTM environments, ideally at SaaS or AI companies - A genuine passion for hiring, with a thoughtful approach to team planning and development - Ability to articulate contractual, technical, and financial value to customers, including executive leaders - Strong track record negotiating, structuring, and executing complex agreements - Proficiency with data analytics tools (Salesforce, Looker, Excel) and a bias toward using data to drive decisions - Strong collaboration and influencing skills, backed by excellent communication and presentation ability - High agency and adaptability - no two days are the same, and the only constant is change - A desire and willingness to jump headfirst into complex, challenging problems for the good of the business. NICE-TO-HAVES - Experience at a high-growth startup - Bachelor’s degree from an accredited university BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL) - Flexible PTO - Centralized home-office equipment ordering - Health and wellness stipend - Budget for intra-office travel - Weekly coffee stipend UNITED STATES - 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents - One Medical annual membership - 401(k), including employer match on contributions made while employed by Ramp - Fertility HRA (up to $10,000 per year) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay - Pet insurance - In-office perks: lunch, snacks, drinks, and more - Relocation expense coverage to NYC or SF (if needed) CANADA - Group medical, dental, and vision coverage through Sun Life - Life, AD&D, and disability coverage - Fertility drug coverage (up to $4,000 lifetime) - Group Retirement Plan with employer match (RRSP + DPSP) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay - Employee Assistance Program and virtual care through Lumino Health UNITED KINGDOM - Private medical insurance through Freedom Elite - Virtual GP and at-home care via eMed x Livi - Workplace pension through Penfold, with salary sacrifice option - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay REFERRAL INSTRUCTIONS If you are being referred for the role, please contact that person to apply on your behalf. OTHER NOTICES Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Beware of recruiting scams: Ramp will only contact you through official @Ramp.com ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process. Ramp Applicant Privacy Notice ramp.com

Requirements

Must-haves

Build and run a high-performing team of 5-8 Account Managers - setting the bar for culture, morale, and daily execution.
Get embedded in the relationships that matter. Engage directly with key customers and top accounts alongside your team, especially where trust is being built or repaired.
Own the number. Manage quota performance and pipeline generation across your team to hit spend activation, product activation, retention, and expansion goals.
Forecast and report team performance to senior leadership with clear-eyed visibility into what's working and what isn't.
Hire and develop the next generation of AMs - training on product, buyer personas, competition, and tooling through role-plays, game film, and real deal work.
Coach relentlessly. Run daily 1:1s, dissect call feedback, lead enablement sessions, and build career paths for every rep on your team.
Turn what works into a system. Continuously refine team processes and tooling to improve output and efficiency as the segment scales.
Represent Account Management cross-functionally, partnering with Sales, CX, CSM, Risk, and Product to remove blockers and drive outcomes.
Minimum 3 years of quota-carrying sales or account management experience as an individual contributor, with a proven, consistent track record of exceeding goals (new business or cross-sell/upsell experience mandatory)
Minimum 3 years building and leading account management or sales teams, with a track record of exceeding goal (new business or cross-sell/upsell experience mandatory)
Prior success in fast-paced, results-oriented GTM environments, ideally at SaaS or AI companies
A genuine passion for hiring, with a thoughtful approach to team planning and development
Ability to articulate contractual, technical, and financial value to customers, including executive leaders
Strong track record negotiating, structuring, and executing complex agreements
Proficiency with data analytics tools (Salesforce, Looker, Excel) and a bias toward using data to drive decisions
Strong collaboration and influencing skills, backed by excellent communication and presentation ability
High agency and adaptability - no two days are the same, and the only constant is change

Nice-to-haves

Experience at a high-growth startup
Bachelor’s degree from an accredited university
BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL)
Flexible PTO
Centralized home-office equipment ordering
Budget for intra-office travel
Weekly coffee stipend

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

restai

Platform: ashby
Effort: quick

Benefits

Benefits detected in the listing.

Dental

Vision

401(K)

Pto

Parental Leave

Wellness