Account Manager | Strategic

Tech Sales Jobs; San Francisco (CA); On-site; USD 265,000 - 400,000; Full time

Benefits offered by this job

Flexible PTO

Home-office equipment stipend

Health & wellness stipend

Travel budget for intra-office visits

Weekly coffee stipend

Job summary

Ramp is seeking a Strategic Account Manager to own the strategy, growth, and health of a book of 8–12 of Ramp's largest enterprise customers. You will lead long-term relationships, drive revenue expansion, and ensure customers achieve meaningful outcomes on Ramp's platform.

You will build deep executive relationships across organizations, partner with Product, Design, Engineering, and Sales to coordinate initiatives, deliver tailored solutions, and provide structured feedback to guide Ramp’s

Qualifications

• 9+ years as Account Manager or Account Executive
• 3+ years managing strategic Enterprise accounts (2,500+ employees or Fortune 1000)
• Familiarity with Fintech, Payments, Finance/Accounting, or B2B SaaS
• Proven success negotiating and closing six-figure renewals and upsells
• Understand and communicate complex product workflows, integrations, and configurations
• Fluent in financial value drivers: ROI, payback, cost savings
• Ownership mindset; build processes and playbooks for strategic customers
• Executive communication and storytelling across cross-functional and C-suite
• Consistent track record of hitting revenue targets
• Urgency, grit, ownership; comfortable with ambiguity
• Willingness to travel for customer on-sites, events, and summits

Responsibilities

• Own a portfolio of 8-12 strategic Enterprise customers, with accountability for retention, expansion, and account health
• Grow revenue and usage by identifying, pitching, and executing upsell and cross-sell opportunities
• Build and execute detailed account and territory plans, including QBRs and executive reviews
• Lead frequent customer conversations to ensure strong outcomes with Ramp
• Own end-to-end renewals and expansions from discovery to close
• Serve as Ramp product expert, uncovering workflow gaps and guiding adoption
• Coordinate initiatives with Product, Design, Engineering, Sales, CSMs, and Solutions
• Provide structured feedback to product and leadership to shape Ramp’s roadmap
• Navigate stakeholders including C-suite, investors, partners, and cross-functional teams
• Use data to inform strategy, monitor performance, and communicate impact

Skills

Enterprise accounts

Account Management

Strategic selling

Negotiation

C-suite comms

Product workflows

ROI & cost savings

Ownership & processes

Executive storytelling

Revenue targets

Travel willingness

Job description

Account Manager | Strategic

Department: Sales

Location: New York, NY (HQ), San Francisco, CA

Compensation: $265K - $400K Offers Equity Multiple Ranges

Employment Type: FullTime

About Ramp

Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books.

The problems are high-stakes, data-dense, and unforgiving.

We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you've built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome.

The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same.

If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it.

About the Role

As a Strategic Account Manager, you will be responsible for driving the strategy, growth, and overall health of a book of 8-12 of Ramp's largest and most strategic customers. You'll own the long-term relationship and be accountable for maintaining and growing revenue, driving product adoption, and ensuring your customers achieve meaningful business outcomes on Ramp.

You'll build deep relationships across all levels of your customers' organizations, from day-to-day operators to C-suite executives, and be skilled at managing complex stakeholder dynamics and product configurations. Internally, you'll partner closely with senior leaders and cross-functional teams at Ramp to strengthen our B2B relationships, coordinate strategic initiatives, and feed structured insights into our product roadmap and internal processes.

What You'll Do

• Own a portfolio of 8-12 strategic Enterprise customers, with clear accountability for retention, expansion, and overall account health

• Maintain and grow revenue and usage within your book of business by identifying, pitching, and executing on upsell and cross-sell opportunities

• Build and execute detailed account and territory plans, including QBRs and executive reviews that highlight results, surface risks, and align on future growth

• Lead frequent customer conversations (status calls, roadmap discussions, upsell conversations, and QBRs) to ensure customers are achieving strong outcomes with Ramp

• Own end-to-end execution of renewals and expansions, from discovery and solution design through commercial negotiation and close

• Serve as a Ramp product expert, proactively uncovering workflow gaps and recommending solutions that save customers time and money, while guiding them toward deeper platform adoption

• Partner cross-functionally with Product, Design, Engineering, Sales, CSMs, and Solutions to coordinate customer initiatives and deliver tailored, enterprise-grade solutions

• Provide structured feedback to product and leadership teams, translating customer needs and patterns into recommendations that shape Ramp’s Strategic and Enterprise roadmap

• Navigate and align internal and external stakeholders, including C-suite executives, investors, partners, and cross-functional teams

• Use data and analytics to inform your strategy, monitor account performance, and communicate impact and opportunities in a clear, grounded way

What You Need

• 9+ years of experience as a Account Manager or Account Executive

• 3+ years managing strategic Enterprise accounts (2,500+ employees or Fortune 1000) with proven commercial ownership

• Strong familiarity with Fintech, Payments, Finance/Accounting, or B2B SaaS products

• Demonstrated success negotiating and closing complex six-figure renewals and upsells

• Ability to understand and communicate complex product workflows, integrations, and technical configurations

• High fluency in financial value drivers - able to articulate ROI, payback periods, process modernization, and cost savings

• Deep sense of ownership with the ability to build processes, playbooks, and documentation from 0-1 as strategic customers push the limits of Ramp's platform and require new, scalable solutions

• Strong executive communication and storytelling skills with the ability to influence cross-functionally and at the C-suite

• Consistent track record of hitting or exceeding revenue targets in fast-paced environments

• Operates with urgency, grit, and ownership; thrives in environments with innovation, change, and ambiguity

• Willingness to travel for customer on-sites, events, and internal team summits

Nice to Haves

• Experience in financial services sales or selling to finance teams (e.g., Office of the CFO, accounting, controllers, expense management).

• Experience at a high-growth startup

Benefits available to all full-time Ramp employees (Global)

• Flexible PTO

• Centralized home-office equipment ordering

• Health and wellness stipend

• Budget for intra-office travel

• Weekly coffee stipend

United States

• 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents

• One Medical annual membership

• 401(k), including employer match on contributions made while employed by Ramp

• Fertility HRA (up to $10,000 per year)

• Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay

• Pet insurance

• In-office perks: lunch, snacks, drinks, and more

• Relocation expense coverage to NYC or SF (if needed)

Canada

• Group medical, dental, and vision coverage through Sun Life

• Life, AD&D, and disability coverage

• Fertility drug coverage (up to $4,000 lifetime)

• Group Retirement Plan with employer match (RRSP + DPSP)

• Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay

• Employee Assistance Program and virtual care through Lumino Health

United Kingdom

• Private medical insurance through Freedom Elite

• Virtual GP and at-home care via eMed x Livi

• Workplace pension through Penfold, with salary sacrifice option

• Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay

Referral Instructions

If you are being referred for the role, please contact that person to apply on your behalf.

Other notices

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

Beware of recruiting scams: Ramp will only contact you through official @Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.

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