AI Account Executive - Shape the AI sales motion

Ramp; United States; Remote; 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 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.

Qualifications

• Track record meeting revenue targets in complex B2B software sales.
• Experience owning multi-stakeholder sales cycles including six-figure contracts.
• Proven success selling a new product, emerging category, or technical solution.
• Strong discovery and business-case development skills, including ROI and TCO.
• Technical fluency to discuss integrations, security, and AI capabilities with stakeholders.
• Executive presence and ability to communicate with CFOs/CTOs and other leaders.
• Familiarity with structured sales methodologies such as MEDDICC or similar.
• High agency and comfort operating in ambiguity; able to build playbooks when none exist.

Responsibilities

• 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 capabilities to urgent business problems, and build conviction before a mature buying process exists.
• Navigate complex buying groups across Finance, Engineering, IT, Security, Procurement, and executives to align technical requirements, value, and priorities.
• Build the business case: Quantify ROI, total cost of ownership, operational impact, and risk reduction to earn sponsorship.
• Lead rigorous evaluations: Partner with Solutions, Product, and Engineering to scope demonstrations, pilots, security reviews, and implementation plans.
• Shape the commercial narrative: Fine-tune pricing, discovery, objections, and messaging through direct customer engagements.
• Turn field learnings into a repeatable playbook: Document qualification criteria, buyer patterns, use cases, and deal strategies.
• Influence the product roadmap: Communicate customer value and adoption blockers to Product/Engineering.
• Operate as a founding team member: Help establish Ramp’s AI sales organization, standards, and cadence.

Skills

Enterprise sales

Pipeline management

Stakeholder management

MEDDICC framework

Executive communication

Job description

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.