Senior Manager, Partner Development

Ramp is a financial operations platform designed to save companies time and money. Our all-in-one solution combines payments, corporate cards, vendor management, procurement, travel booking, and automated bookkeeping with built-in intelligence to maximize the impact of every dollar and hour spent. More than 30,000 businesses, from family-owned farms to e-commerce giants to space startups, have saved $2B and 20M hours with Ramp. Founded in 2019, Ramp powers the fastest-growing corporate card and bill payment platform in America, and enables over $55 billion in purchases each year.

Ramp’s investors include Thrive Capital, Sands Capital, General Catalyst, Founders Fund, Khosla Ventures, Sequoia Capital, Greylock, and Redpoint, as well as over 100 angel investors who were founders or executives of leading companies. The Ramp team comprises talented leaders from leading financial services and fintech companies—Stripe, Affirm, Goldman Sachs, American Express, Mastercard, Visa, Capital One—as well as technology companies such as Meta, Uber, Netflix, Twitter, Dropbox, and Instacart.

Ramp has been named to Fast Company’s Most Innovative Companies list and LinkedIn’s Top U.S. Startups for more than 3 years, as well as the Forbes Cloud 100, CNBC Disruptor 50, and TIME Magazine’s 100 Most Influential Companies.

You will be a second-line manager to groups of Partner Development Representatives (PDRs) who are responsible for sourcing new partners across our entire ecosystem of partners, including Accounting firms, Private Equity/VC firms, and strategic alliances. 

You will drive strategy across the PDR team to ensure world-class partner recruitment across each vertical. This will include coaching and mentoring your managers, as well as working closely with leaders across Sales, Marketing, Product, and the executive team to drive positive outcomes for this segment. As a key member of the partnerships leadership team, you will have the opportunity to help build and refine Ramp’s partner development motion.

What You'll Do

• Own the execution of Ramp’s partner acquisition efforts across all current and future partner verticals, including accounting firms, financial institutions (e.g., private equity and venture capital firms), and alliances (e.g., systems integrators and accounting software partners), among others

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

• Hire and train new PDRs on Ramp’s product, buyer personas, competition, partner ecosystem, and tools through various methods (ie. role-plays)

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

• Strategize with Channel Sales, Marketing, and Operations counterparts on partner pipeline generation 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 PDR team

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

What You'll Need

• Minimum of 4 years of quota-carrying sales or partnerships experience as an individual contributor, with a proven, consistent track record exceeding goals

• Minimum of 3 years of experience building and leading sales or partner development teams (or similar) with a proven track record of exceeding goals and developing talent

• Prior success in fast-paced, results-oriented GTM environments—ideally at SaaS companies—with a strong performance record in outbound sales.

• 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 with email and call automation platforms

• Strong analytical mindset, with the ability to leverage data to drive decisions, create systems, and improve processes.

• Excellent collaboration and influencing skills, supported by strong communication and presentation abilities.

Nice-to-Haves

• Experience in Sales, Business Development, Partnership Management, or Channel Partnerships working directly in FinTech

• Experience in working directly with accounting firms, private equity firms, systems integrators, value-added resellers, or accounting software and ERP solutions

• A strong understanding of the fintech, payments, and partner recruitment space

• A strong understanding of partnership dynamics and go-to-market strategies involving systems integrators and value-added resellers

• Experience with financial services sales in a full-cycle sales role

• Experience at a high-growth startup

• Bachelor’s degree from an accredited university

• Experience at one of Ramp’s channel partners (private equity, venture capital, accounting software)

• Experience leading channel sales or partnership teams

Benefits (for U.S.-based full-time employees)

• 100% medical, dental & vision insurance coverage for you

  • Partially covered for your dependents

  • One Medical annual membership

• 401k (including employer match on contributions made while employed by Ramp)

• Flexible PTO

• Fertility HRA (up to $5,000 per year)

• WFH stipend to support your home office needs

• Wellness stipend

• Parental Leave

• Relocation support to NYC or SF

• Pet insurance

Other notices

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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