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Ramp is building smart infrastructure for 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.
You will serve as a front-line manager for Ramp's founding Public Sector Sales Development Representative (SDR) team, building and evolving the Public Sector go-to-market motion from the ground up. This is a critical growth segment for the company.
Key responsibilities include:
- Building and scaling the Public Sector SDR function, including team structure, playbooks, messaging, and operating processes
- Managing daily activity, quota attainment, and key performance metrics for a high-performing team
- Hiring, onboarding, and training SDRs on Ramp's products, Public Sector positioning, buyer personas, competitive landscape, and sales tools
- Creating and executing career-development and leadership plans for direct reports, including regular 1:1 coaching on time management, objection handling, prospecting strategy, and active listening
- Coaching SDRs through complex, multi-threaded outbound motions, including account research, executive-level messaging, and strategic pipeline generation
- Defining Ramp's Public Sector competitive differentiation and developing resources to strengthen objection handling and go-to-market execution
- Leading cross-functional initiatives with Account Executives and partners across Product, Sales, and Marketing
- Reporting on segment performance and forecasting pipeline to senior leadership
- Continuously optimizing systems, processes, and operating rhythms to improve team output and efficiency
- Representing the Public Sector Sales Development team in cross-functional forums and with leaders across the organization
Ramp seeks people with high agency and high urgency who own problems end to end and make consequential decisions. The median Ramp customer saves 5% and grows revenue 16% in their first year.
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
- A 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
