AI Account Executive, Glass

Ramp•New York, NY

1d•$141,000 - $319,000

About The Position

Ramp is hiring an AI Account Executive to help build the commercial motion for its emerging portfolio of AI-native products. The role owns the full sales cycle, from pipeline creation and customer discovery through evaluation, close, and activation. The Account Executive works with Engineering, IT, Security, Procurement, and other stakeholders to translate complex AI capabilities into clear business outcomes. This is a founding seller role. The Account Executive will help define the market, qualification criteria, sales process, messaging, and playbooks, while winning early customers and turning field learnings into a repeatable system. Ramp is hiring at multiple levels; scope, title, and compensation will reflect experience and demonstrated ability to lead complex sales cycles and build new commercial motions.

Requirements

Track record of meeting or exceeding revenue targets in complex B2B software sales.
Experience owning multi-stakeholder sales cycles from pipeline generation through close.
Strong discovery and business-case development skills, including quantifying ROI, total cost of ownership, and measurable operational outcomes.
Technical fluency and intellectual curiosity; ability to discuss integrations, data flows, security, reliability, and AI capabilities with technical stakeholders.
Executive presence and clear communication with CFOs, CTOs, Finance leaders, Engineering teams, Procurement, and Security.
Strong pipeline discipline and forecasting judgment.
High agency and comfort operating in ambiguity; willingness to build processes when no playbook exists.

Nice To Haves

Experience with six-figure contracts or enterprise customers.
Success selling a new product, emerging category, or technical solution without a fully established playbook.
Familiarity with structured sales methodologies such as MEDDICC or Command of the Message.

Responsibilities

Source, qualify, develop, and close net-new opportunities for Ramp’s AI products; own pipeline creation, revenue, and forecast accuracy.
Help customers identify valuable AI use cases and connect technical capabilities to urgent business problems in an emerging category.
Navigate complex buying groups across Finance, Engineering, IT, Security, Procurement, and executive stakeholders.
Quantify ROI, total cost of ownership, operational impact, and risk reduction to build business cases and secure executive sponsorship.
Partner with Solutions, Product, and Engineering to scope demonstrations, pilots, security reviews, and implementation plans.
Shape positioning, discovery, pricing, objection handling, and competitive messaging through customer engagement.
Document repeatable qualification criteria, buyer patterns, use cases, proof points, and deal strategies.
Communicate customer feedback and deal obstacles to Product and Engineering to influence the product roadmap.
Help establish standards, culture, tooling, and operating cadence for Ramp’s AI sales organization.

Benefits

Flexible PTO
Centralized home-office equipment ordering
Health and wellness stipend
Budget for intra-office travel
Weekly coffee stipend
United States: 100% medical, dental, and vision insurance coverage for the employee, with partial dependent coverage
United States: One Medical annual membership
401(k) with employer match on contributions made while employed by Ramp
Fertility HRA (up to $10,000 per year)
Parental leave of up to 16 weeks (birthing and bonding) or 8 weeks (bonding only) at 100% pay
Pet insurance
In-office lunch, snacks, drinks, and other perks
Relocation expense coverage to NYC or SF, if needed
Canada: Group medical, dental, and vision coverage through Sun Life
Canada: Life, AD&D, and disability coverage
Canada: Fertility drug coverage (up to $4,000 lifetime)
Canada: Group Retirement Plan with employer match (RRSP + DPSP)
Canada: Parental leave of up to 16 weeks (birthing and bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay
Canada: Employee Assistance Program and virtual care through Lumino Health
United Kingdom: Private medical insurance through Freedom Elite
United Kingdom: Virtual GP and at-home care via eMed x Livi
United Kingdom: Workplace pension through Penfold, with salary sacrifice option
United Kingdom: Parental leave of up to 16 weeks (birthing and bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay