Manager | Channel Partnerships

Ramp•New York, 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 You will be a front-line manager to a group of Channel Partner Managers (CPMs) who will be responsible for onboarding, activating, and managing ongoing partnerships with outsourced accounting, CFO, advisory, and consulting partners for Ramp. You will be responsible for 1:1 coaching, mentoring, and strategy development, working closely with leaders across Sales, Marketing, Ops, Product, Risk, Growth, and the executive team to drive positive outcomes for this segment. As a key member of the channel sales leadership team, you will have the opportunity to help build and refine Ramp’s channel sales motion.

Requirements

Minimum of 5 years of quota-carrying sales experience as an individual contributor
Minimum of 2 years of managerial experience with a proven track record of exceeding goals
Demonstrated success in fast-paced, results-oriented GTM environments, ideally at SaaS companies, and a history of consistently performing above quota in a channel sales or partnerships environment
Passion and excitement for hiring, with a thoughtful approach to team planning and development
Experience working cross-functionally to build successful top of the funnel activities to drive more pipeline; Strong collaboration and influencing skills demonstrated through excellent communication and presentation skills
Ability to articulate contractual, technical, and financial value points to partners, including senior leaders at nationally ranked accounting firms
Proficiency in data analytics tools (ie. Salesforce, Looker, and Excel) and familiarity with email and call automation platforms
Ability to leverage data to drive decisions, create systems, and identify process improvements to improve efficiency

Nice To Haves

Experience with accounting firms in a channel sales or partnerships role
Financial services or Fintech experience at a high-growth startup

Responsibilities

Manage, develop, and execute career development and leadership plans for a group of Channel Partner Managers and provide daily 1:1 mentoring and coaching
Set and maintain a high-performing culture and morale by overseeing the daily activities and quota performance management of individual CPMs to ensure key performance metrics are met
Hire and train new CPMs on Ramp’s product, partner personas, competition, partnership motions, systems, and tools through various methods (ie. role-plays)
Strategize with sales and marketing counterparts on pipeline, activation, and expansion initiatives to meet company objectives
Build dashboards and report on partner and team performance, and forecast to senior leadership
Improve team output and efficiency over time by optimizing systems and documenting new processes
Establish a library of playbook resources for the CPM team
Partner with Ops to create and polish existing metrics that evaluate the individual and team’s performance
Represent the CPM team cross-functionally with leaders of other departments