Channel Partner Manager | ISV

Ramp•New York City, NY

About The Position

At Ramp, we’re rethinking how modern finance teams function in the age of AI. We believe AI isn’t just the next big wave. It’s the new foundation for how business gets done. We’re investing in that future — and in the people bold enough to build it. Ramp is a financial operations platform designed to save companies time and money. Our all-in-one solution combines payments, corporate cards, vendor management, procurement, travel booking, and automated bookkeeping with built-in intelligence to maximize the impact of every dollar and hour spent. More than 50,000 businesses, from family-owned farms to e-commerce giants to space startups, have saved $10B and 27.5M hours with Ramp. Founded in 2019, Ramp powers the fastest-growing corporate card and bill payment platform in America, and enables over $100 billion in purchases each year. Ramp’s investors include Lightspeed Venture Partners, Thrive Capital, Sands Capital, General Catalyst, Founders Fund, Khosla Ventures, Sequoia Capital, Greylock, Redpoint, and ICONIQ, as well as over 100 angel investors who were founders or executives of leading companies. The Ramp team comprises talented leaders from leading financial services and fintech companies—Stripe, Affirm, Goldman Sachs, American Express, Mastercard, Visa, Capital One—as well as technology companies such as Meta, Uber, Netflix, Twitter, Dropbox, and Instacart. Ramp has been named to Fast Company’s Most Innovative Companies list and LinkedIn’s Top U.S. Startups for more than 3 years, as well as the Forbes Cloud 100 , CNBC Disruptor 50 , and TIME Magazine’s 100 Most Influential Companies . About the Role Ramp’s ISV partner channel is a key growth lever as more SaaS platforms look to embed financial workflows and expand monetization through best-in-class spend management. As an early member of the ISV team, you’ll help build and scale the partner motion that drives net-new distribution through software platforms - sourcing and signing strategic ISVs, activating joint GTM, and generating a consistent pipeline of customer referrals (and/or embedded opportunities). We’re looking for someone with a proven track record of building new partner relationships, navigating product and commercial alignment, and driving measurable revenue outcomes through partner-led initiatives.

Requirements

7+ years of experience, including 3+ years in partner sales, BD, alliances, or channel partnerships (with meaningful ISV/tech partner exposure)
Strong discovery and consultative selling skills; ability to identify partner pain points and craft a compelling joint value proposition
Track record of quota attainment/overachievement in partner-led revenue motions (partner-sourced, co-sell, marketplace, embedded)
Experience building multi-threaded relationships and influencing across technical + non-technical stakeholders
Operational rigor: comfortable with pipeline management, forecasting, and using data to improve partner efficiency
Excellent written and verbal communication; strong executive presence and partner-facing storytelling
Bias for action and comfort operating in a fast-paced, ambiguous startup environment
Strong cross-functional collaborator who can drive alignment across Product, Marketing, Sales, and Ops
Experience with and affinity for AI tooling that increases productivity and effectiveness

Nice To Haves

Experience launching and scaling technology partnerships (marketplace listings, co-marketing, co-sell, embedded/SDK/API partnerships)
Familiarity with SaaS platform ecosystems (e.g., ERPs, HRIS, vertical SaaS, payments/fintech platforms)
Understanding of integration lifecycles, technical scoping, and partner onboarding (not necessarily hands-on engineering)
Prior work with finance/expense, cards, accounting automation, or adjacent fintech products

Responsibilities

Source, qualify, and run deep discovery with net-new ISV partners across priority verticals
Negotiate and close partner agreements, then build and execute joint GTM plans (positioning, ICP, channel strategy, enablement, launch)
Drive revenue through partner-sourced referrals and co-sell motions; maintain a clear view of pipeline, forecast, and partner performance
Build relationships across partner orgs (BD/Partnerships, Product, Engineering, Sales, Marketing) to align incentives and remove blockers
Enable partner teams (training, materials, playbooks) to confidently position Ramp and deliver consistent deal throughput
Partner cross-functionally with Ramp Product/Engineering, Marketing, RevOps, and Sales to launch integrations, run co-marketing, and improve the partner journey
Become an expert in Ramp’s platform, APIs/integrations, and workflows—translating technical capabilities into business value for partners and their customers
Build new (and improve existing) partner workflows, reporting, and sales motions to scale the ISV program