Channel Partner Manager, Embedded ISV

Rozgoo; United States; Remote; USD 150,000 - 210,000; Full time

Benefits offered by this job

Flexible PTO

Unlimited AI token usage

Health and wellness stipend

401(k)

Job summary

Ramp is hiring a Technical Channel Partnerships Manager to turn our developer platform and APIs into scalable, revenue-generating integrations with ISVs and embedded finance partners.

You will lead end-to-end integration initiatives, negotiate co-build and co-sell agreements, and serve as the bridge between external partner teams and Ramp's internal teams to deliver measurable adoption and revenue impact.

Qualifications

• 5+ years in partner sales, BD, alliances, or channel partnerships with ISV/tech partners
• Strong understanding of REST APIs, webhooks and event-driven architecture
• Ability to architect integration flows without production code
• Proven commercial instincts to position integrations as strategic value
• Excellent communication with engineers, product teams, sales leaders, and executives

Responsibilities

• Architect end-to-end partner integrations using Ramp's developer platform, APIs and webhooks
• Pitch, negotiate, and close co-build and co-sell agreements with third-party platforms
• Collaborate cross-functionally with engineering, product, sales, legal, and GTM teams
• Define integration success metrics and deliver against them
• Manage partner relationships and clarify data flows, timelines, and deliverables
• Identify blockers and architect around rate limits, data mismatches, scaling, security, and compliance
• Influence partner roadmaps and GTM motions based on opportunities

Skills

Partner sales

BD

Alliances

Channel partnerships

REST APIs

Webhooks

OAuth

Data modeling

Tools

REST APIs

Webhooks

OAuth

ERP systems

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 $100B in annualized spend flows in and out of 50,000+ 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

Ramp is building out its partner ecosystem, and the Technical Partnerships team sits at the intersection of product, engineering, sales, and our growing network of third‑party platforms. As a Technical Channel Partnerships Manager, you'll turn Ramp's developer platform and APIs into scalable, revenue‑generating integrations; architecting end‑to‑end solutions with ISVs, embedded finance partners, and strategic tech platforms. You won't just make integrations work; you'll make them a repeatable engine of partner‑driven growth. You will be expected to pitch and close co‑build and co‑sell agreements, own integration success metrics, and serve as the primary bridge between external partner engineering teams and Ramp's internal teams, delivering integrations that drive meaningful adoption and revenue.

What You'll Do

Architect end‑to‑end partner integrations using Ramp's developer platform — including APIs, webhooks, authentication flows, embedded finance primitives, and workflow automation

Pitch, negotiate, and close co‑build and co‑sell agreements with third‑party platforms, ISVs, and strategic partners

Collaborate cross‑functionally with engineering, product, sales, solutions, legal, and GTM teams to design robust, scalable partnership strategies

Define integration success metrics (adoption, usage, retention, partner‑driven revenue) and be accountable for delivering against them

Manage partner relationships and act as the bridge between external partner engineering teams and internal Ramp teams — clarifying data flows, responsibilities, timelines, and deliverables

Proactively identify integration blockers and architect around constraints such as rate limits, data model mismatches, scaling, security, and compliance requirements

Influence partner roadmaps, product prioritization, and GTM motions based on integration opportunities and ecosystem gaps

What You Need

5+ years of experience and a strong track record in partner sales, BD, alliances, or channel partnerships (with meaningful ISV/tech partner exposure)

Strong understanding of REST APIs, webhooks and event‑driven architecture, data models and schema design, authentication flows (OAuth, API keys), embedded finance primitives, and general principles of financial and ERP systems

Ability to architect integration flows without writing production code — comfortable drawing sequence diagrams, mapping data flows, and specifying responsibilities on both the partner and Ramp sides

Proven commercial instincts: able to position integrations as strategic value, negotiate agreements, and structure co‑sell motions

Track record of delivering quantifiable results — integration adoption, partner‑driven pipeline, revenue impact, or similar outcomes from full‑stack partnership, integrations, or ecosystem‑building roles

Excellent communication skills with the ability to speak confidently with engineers, product teams, sales leaders, and C‑suite stakeholders, and translate technical constraints into business implications

Bias toward execution and speed: you move fast, deliver clean work, and push initiatives across teams to completion

Comfort working in ambiguity — you thrive when documentation is incomplete, requirements evolve, and decisions must be made without perfect information

Nice to Haves

Previous experience at a fintech or embedded‑finance company

History of working with ERP, accounting, procurement, or spend‑management platforms, or building integrations for them

Prior success in co‑sell or partner‑driven GTM motions

Familiarity with compliance or financial workflows (expense management, reimbursements, vendor payments, bookkeeping, etc.)

Benefits

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

• Flexible PTO
• Unlimited AI token usage
• 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 empl