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Ramp is building intelligent financial infrastructure for enterprise and SMB finance teams, automating how over $200B in annualized spend flows through 70,000+ companies. The company handles payment authorization, risk flagging, spend categorization, and financial close processes.
In this Manager role, you will lead a team of 5-8 Account Managers focused on expansion within Ramp's existing customer base of 80,000+ finance teams. This is a build role: you'll establish the playbooks, coaching systems, and performance standards that scale the segment. Each AM on your team manages a book of approximately 3,000 emerging and SMB customers with significant autonomy to grow their territory.
Key Responsibilities:
- Build and lead a high-performing team of 5-8 Account Managers, setting culture, morale, and execution standards
- Identify and prioritize where the team should focus, engaging directly with AMs on top accounts where trust is being built or repaired
- Own quota performance and pipeline generation across spend activation, product activation, retention, and expansion metrics; forecast weekly to senior leadership
- Hire and develop the next generation of AMs through training on product, buyer personas, competition, and tooling via role-plays, game film, and real deal work
- Coach relentlessly through daily 1:1s, call feedback analysis, enablement sessions, and career path development
- Systematize what works by continuously refining team processes and tooling to improve output and efficiency
- Partner cross-functionally with Sales, CX, CSM, Risk, and Product to remove blockers and drive outcomes
Ramp's median customer saves 5% on costs and grows revenue 16% in their first year. The company operates in a high-stakes, data-dense environment and hires people with high agency and urgency.
REQUIREMENTS:
- Minimum 2+ years of quota-carrying sales or account management experience as an individual contributor, with proven, consistent track record of exceeding goals (new business or cross-sell/upsell experience mandatory)
- Minimum 1+ years building and leading account management or sales teams, with a track record of exceeding goals (new business or cross-sell/upsell experience mandatory)
- Prior success in fast-paced, results-oriented GTM environments, ideally at SaaS or AI companies
- 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
- Proficiency with data analytics tools (Salesforce, Looker, Excel) and bias toward data-driven decision making
- Strong collaboration and influencing skills with excellent communication and presentation ability
- High agency and adaptability; comfort with complexity and changing priorities
- Willingness to tackle complex, challenging problems for the business
