AI Account Executive, Glass

Ramp; New York (NY); On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Flexible PTO

Centralized home‑office equipment

Health and wellness stipend

Budget for intra‑office travel

Weekly coffee stipend

Job summary

Ramp Corp. seeks an AI Account Executive to own the full sales cycle for an emerging AI product portfolio. You will shape the commercial motion, build pipeline, and drive revenue by collaborating with Engineering, IT, Security, and Procurement teams.

You’ll define qualification criteria, playbooks, and messaging for early customers, while partnering with Product and Solutions to scope demonstrations, pilots, and security reviews. This founding seller role offers impact and growth.

Qualifications

• Track record of hitting/overachieving revenue targets in complex B2B software sales.
• Experience owning multi-stakeholder sales cycles from pipeline gen to close.
• Proven success selling new products or emerging categories without established playbooks.
• Strong discovery, ROI/TCO quantification, and business-case development.
• Ability to discuss integrations, data flows, security, and AI capabilities with technical stakeholders.
• Executive presence; clear communication with CFOs/CTOs/Finance teams.
• Familiarity with MEDDICC, Command of the Message, or similar frameworks.
• Comfort building playbooks and operating in ambiguity to accelerate growth.

Responsibilities

• Own the full sales cycle from source to close for Ramp's AI products.
• Create demand for an emerging AI category and connect capabilities to business problems.
• Navigate multi-stakeholder buying groups and align technical with business value.
• Build a credible ROI and TCO narrative to earn executive sponsorship.
• Lead evaluations, pilots, security reviews, and production deployment plans.
• Shape the commercial narrative and refine pricing, positioning, and messaging.
• Document repeatable qualification criteria and deal strategies for future sellers.
• Influence product roadmap by communicating customer value and adoption blockers.
• Operate as a founding team member defining Ramp's AI sales standards and cadence.

Skills

Sales cycle ownership

Enterprise selling

Six‑figure deals

MEDDICC / Command of the Message

Business case development

Technical fluency in AI/ML

Executive stakeholder management

Ambiguity navigation

Job description

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 $275B in annualized spend flows in and out of 85,000+ 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 7.5% 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

Ramp is building the future of work with AI. We’re bringing a new class of AI-native products to market that can understand business context, make decisions, and increasingly execute work on behalf of customers.

We’re looking for an AI Account Executive to help build the commercial motion for this emerging portfolio. You’ll own the full sales cycle, from creating pipeline and shaping the customer’s problem through evaluation, close, and activation. You’ll work across Engineering, IT, Security, and Procurement to turn complex AI capabilities into clear business outcomes.

This is a founding seller role. You’ll help define the market, qualification criteria, sales process, messaging, and playbooks that the broader organization will use. The right person is both a closer and a builder: someone who can win important early customers, learn quickly from the field, and turn those lessons into a repeatable system. We’re hiring AI Account Executives at multiple levels. The scope of the role, title, and compensation will reflect your experience and demonstrated ability to lead complex sales cycles and build new commercial motions.

What you’ll do

• Own the full sales cycle: Source, qualify, develop, and close net‑new opportunities for Ramp’s AI products, with accountability for pipeline creation, revenue, and forecast accuracy.

• Create demand in an emerging category: Help customers identify high‑value AI use cases, connect technical capabilities to urgent business problems, and build conviction before a mature buying process exists.

• Navigate complex buying groups. Multi‑thread across Finance, Engineering, IT, Security, Procurement, and executive stakeholders to align technical requirements, economic value, and organizational priorities.

• Build the business case: Quantify ROI, total cost of ownership, operational impact, and risk reduction to earn executive sponsorship and create urgency.

• Lead rigorous evaluations: Partner with Solutions, Product, and Engineering to scope demonstrations, pilots, security reviews, and implementation plans that establish a credible path to production.

• Shape the commercial narrative: Pressure‑test positioning, discovery, pricing, objection handling, and competitive messaging through direct customer engagement.

• Turn field learning into a playbook: Document repeatable qualification criteria, buyer patterns, use cases, proof points, and deal strategies that improve the performance of future sellers.

• Influence the product roadmap: Build a tight feedback loop with Product and Engineering by clearly communicating what customers value, where deals stall, and which capabilities will unlock adoption.

• Operate as a founding team member: Help establish the standards, culture, tooling, and operating cadence for Ramp’s AI sales organization.

What you need

• A track record of meeting or exceeding revenue targets in complex B2B software sales, whether you’re an experienced AE ready for a new challenge or a seasoned enterprise seller looking to build something new.

• Experience owning multi‑stakeholder sales cycles from pipeline generation through close, ideally involving six‑figure contracts or enterprise customers.

• Demonstrated success selling a new product, emerging category, or technical solution without relying on a fully established playbook.

• Strong discovery and business‑case development skills, including the ability to quantify ROI, total cost of ownership, and measurable operational outcomes.

• Technical fluency and intellectual curiosity: you can credibly discuss integrations, data flows, security, reliability, and AI capabilities with technical stakeholders without resorting to hand‑wav­ing.

• Executive presence and the ability to communicate clearly with CFOs, CTOs, Finance leaders, Engineering teams, Procurement, and Security.

• Strong pipeline discipline, forecasting judgment, and familiarity with structured sales methodologies such as MEDDICC, Command of the Message, or similar frameworks.

• High agency and comfort operating in ambiguity. When the answer or playbook doesn’t exist, your instinct is to build it.

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

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