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Ramp is building smart financial infrastructure for enterprise companies, automating how over $200B in annualized spend flows through 70,000+ organizations. The company handles payment authorization, risk flagging, spend categorization, and financial close processes. Ramp customers see median savings of 5% and revenue growth of 16% in their first year.
You will serve as the founding manager of Ramp's Public Sector Sales Development Representative (SDR) team, building this function from the ground up. You will own team strategy, hiring, coaching, and execution while partnering with Sales, Marketing, Product, and executive leadership to drive pipeline and revenue in this critical growth segment.
Key Responsibilities:
- Build and scale the Public Sector SDR function, including team structure, playbooks, messaging, and operating processes
- Hire, onboard, and train SDRs on Ramp's products, Public Sector positioning, buyer personas, competitive landscape, and sales tools
- Manage daily activity, quota attainment, and key performance metrics to foster a high-performing team culture
- Coach SDRs on complex outbound motions including account research, executive-level messaging, and strategic pipeline generation
- Create and execute career-development and leadership plans for direct reports through regular 1:1 coaching on time management, objection handling, prospecting strategy, and active listening
- Define Ramp's Public Sector competitive differentiation and develop resources to strengthen objection handling
- Lead cross-functional initiatives with Account Executives and partners across Product, Sales, and Marketing
- Report on segment performance and forecast pipeline to senior leadership
- Continuously optimize systems, processes, and operating rhythms to improve team output and efficiency
- Represent the Public Sector Sales Development team in cross-functional forums and with organizational leaders
Requirements:
- At least 2 years of quota-carrying individual-contributor sales experience with a consistent record of exceeding goals
- At least 3 years of experience building and leading sales development teams with a demonstrated record of exceeding team goals
- Success in fast-paced, results-oriented go-to-market environments (ideally within SaaS) and a history of outperforming quota in outbound sales
- Experience managing or selling into the Public Sector
- Passion for hiring and talent development with a thoughtful approach to team planning and career growth
- Proficiency with data-analysis tools and familiarity with email and call-automation platforms
- Ability to use data to inform decisions, build scalable systems, and identify process improvements
- Strong collaboration, communication, influence, and presentation skills
Nice-to-Haves:
- Experience selling financial-services products in a full-cycle sales role
- Experience building a Public Sector SDR function from the ground up or scaling a team within a new segment
- Experience at a high-growth startup
- Bachelor's degree from an accredited university
