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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.
The Product Partnerships team owns integrations that expand Ramp's product surface area, including tax and compliance automation, agentic commerce, data partnerships, international payments, and receipt/payment automation. This role focuses on strategic partnerships in emerging categories where the right partner doesn't exist yet or canonical partners move too slowly. Recent examples include selecting AI-native VAT compliance partners, white-labeling eInvoicing for international markets, shipping receipt automation, and building agentic payment partnerships.
You will own the full lifecycle of strategic product partnerships: sourcing and qualifying partners, negotiating commercial and legal terms, structuring integrations with Product and Engineering teams, launching, and scaling. You'll translate partner capabilities into product opportunities by working side-by-side with Product, Engineering, and Legal to scope what's worth building and manage risk/regulatory framing. You'll negotiate complex commercial terms including pricing, revenue share, MSAs, multi-year structures, and data/IP rights.
You'll quarterback launches across Marketing, Sales, and Solutions to ensure customer adoption. You'll build durable relationships with senior counterparts at partner organizations and run formal cadences like QBRs and executive syncs. You'll define and report against partnership KPIs that map to Ramp's product and revenue priorities.
The role requires working directly with Product, Engineering, Legal, and GTM teams. Success is measured by partnerships that move Ramp's product forward, not deals that move a number on a dashboard.
REQUIREMENTS:
- 7+ years in Business Development, Strategic Partnerships, Product Partnerships, Product Management, or related discipline, with clear track record of owning deals end-to-end (sourcing through launch)
- Experience structuring and closing partnerships requiring real product and engineering work (not channel referrals or reseller motions)
- Strong fluency with API-based integrations; comfortable scoping technical work directly with engineers and PMs, and translating between partner and product-side stakeholders
- Comfortable operating in ambiguity; experience picking partners in spaces with no obvious incumbent and making the call stick
- Strong commercial instincts: pricing, term structure, risk allocation, ability to drive contracts to signature without heavy legal hand-holding
NICE TO HAVES:
- Background in Product Management (strong preference)
- Direct experience negotiating data, API, or model-access governance terms (MCP, model providers, platform data exposure)
- Shipped a product partnership that opened a new vertical, geography, or category
- Prior exposure to ERP or accounting ecosystems
- Experience as design-partner manager for early-stage products
