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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 platform automates payment authorization, risk flagging, spend categorization, and financial close processes. Ramp customers save an average of 5% and grow revenue 16% in their first year.
In this role, you will manage a team of 6-8 Account Managers responsible for hunting, pitching, and expanding Ramp's enterprise customer base. Each AM carries a book of 60-70 enterprise customers with significant autonomy over growth strategy. This is a build role focused on creating repeatable, scalable sales motions rather than maintaining existing processes.
Key responsibilities include:
- Building and running a high-performing team of 6-8 Account Managers, setting culture, morale, and execution standards
- Engaging directly with key customers and top accounts alongside your team to build trust and long-term partnerships
- Owning team quota performance and pipeline generation across spend activation, product activation, retention, and expansion goals
- Forecasting and reporting team performance to senior leadership with clear visibility into what's working
- Hiring and developing the next generation of AMs through training on product, buyer personas, competition, and tooling via role-plays, game film, and real deal work
- Running daily 1:1s, dissecting call feedback, leading enablement sessions, and building career paths for each rep
- Continuously refining team processes and tooling to improve output and efficiency as the segment scales
- Representing Account Management cross-functionally with Sales, CX, CSM, Risk, and Product to remove blockers and drive outcomes
Requirements:
- Minimum 5 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 5 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 talent development
- Ability to articulate contractual, technical, and financial value to customers, including C-Suite and executive leaders
- Strong track record negotiating, structuring, and executing complex agreements
- Proficiency with data analytics tools (Salesforce, Looker, Excel) and bias toward using data to drive decisions
- Strong collaboration and influencing skills with excellent communication and presentation ability
- High agency and adaptability; comfort with complexity and change
- Willingness to tackle complex, challenging problems
Great to haves: Experience at a high-growth, top SaaS/AI startup; Bachelor's degree from an accredited university.
