Customer Activation Manager | Mid-Market

Ramp; San Francisco (CA); On-site; USD 128,000 - 176,000; Full time

Benefits offered by this job

Flexible PTO

Home-office equipment ordering

Health & wellness stipend

Travel budget

Weekly coffee stipend

Medical insurance (US)

Relocation support to NYC or SF

Job summary

Ramp is seeking a Mid-Market Customer Activation Manager to transform how companies run their finances. You will own ~45 mid-market accounts, driving genuine workflow transformation from implementation through adoption, with accountability for time-to-value and measurable outcomes.

You will build change-management strategies, map stakeholders, and communicate financial impact in CFO-friendly terms. Expect collaboration with Product, Engineering, and Sales to ensure seamless integrations and

Qualifications

• 5+ years of customer-facing experience in customer success, consulting, or implementations with a proven track record of driving outcomes.
• Ability to drive workflow adoption inside organizations and navigate resistance.
• AI fluency as a daily habit for prep, data synthesis, and materials.
• Ability to quantify Ramp's impact in financial terms for CFOs and controllers.
• Technical acumen to discuss integrations and APIs with Product/Engineering.
• Success in fast-paced, results-oriented SaaS/FinTech GTM environments.
• Strong collaboration across Sales, Product, Operations, and GTM teams.

Responsibilities

• Lead mid-market customers through the full transformation journey from implementation to workflow adoption with accountability for time-to-value.
• Build and own change management strategy for each account, mapping stakeholders and driving adoption.
• Quantify Ramp's impact in financial terms and communicate ROI to finance leaders.
• Manage stakeholder relationships across finance leadership levels in the customer organization.
• Use AI tools daily to prepare for calls, build materials, and identify account risk.
• Help customers adopt Ramp's agentic finance capabilities and new workflows.
• Partner with Account Executives and Technical Consulting to deliver implementations and expand Ramp's footprint.
• Surface patterns and opportunities from accounts to inform product evolution.

Skills

Customer success

Consulting

Implementation

AI fluency

Finance context

Stakeholder mgmt

Cross-functional

GTM experience

Tools

APIs

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 $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books.

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

Ramp's Mid-Market Customer Activation Managers don't manage accounts — they transform how companies run their finances. This is a role for people who have been inside organizations when change was hard, who speak the language of a CFO, and who already use AI the way surgeons use instruments: not occasionally, not as an experiment, but as the default way they work. Youll own a book of ~45 mid-market customers, responsible for driving genuine workflow transformation — not just onboarding completion

What You'll Do

• Lead mid-market customers through the full transformation journey — from implementation through agentic workflow adoption — with clear accountability for time-to-value and measurable business outcomes
• Build and own the change management strategy for each account: map stakeholders, diagnose resistance, build internal coalitions, and drive adoption past the finish line
• Quantify and communicate Ramp's impact in the language CFOs and Controllers care about — close cycle improvement, spend visibility, variance reduction, and ROI — not just product usage metric
• Run stakeholder management across multiple layers of a customer org, including finance leadership relationships you own independently
• Use AI tools daily to prepare for customer calls, build materials, synthesize data, identify account risk, and operate at a pace traditional methods can't match
• Help customers understand and adopt Ramp's agentic finance capabilities — positioning new workflows not as features, but as fundamental changes to how their finance team operates
• Partner with Account Executives and Technical Consulting to deliver seamless implementations and expand Ramp's footprint within accounts
• Bring customer insight back to Product — surfacing patterns, gaps, and opportunities from your accounts to shape how Ramp evolves

What You'll Need

• 5+ years of customer-facing experience in customer success, consulting, or implementations with a proven, consistent track record of driving customer outcomes and exceeding goals
• Demonstrated ability to drive workflow adoption inside organizations, navigate real resistance from real stakeholders, and produce measurable results; finance or fintech context is a plus but not required
• AI fluency as a daily habit — you already use AI tools habitually to prep for calls, synthesize information, build customer-facing materials, and automate repetitive tasks; this is how you work, not something you're exploring
• Ability to communicate Ramp's impact in financial terms — walking a controller through the business case for a workflow change, connecting implementation milestones to P&L outcomes, and running executive updates that land with finance leaders
• Technical acumen to hold your own in conversations with Product and Engineering on integrations, APIs, and workflow architecture; credibility in technical conversations earns you a seat at the table with the full customer stakeholder group
• Prior demonstrated success in fast-paced, results-oriented GTM environments, ideally at SaaS or FinTech companies
• Strong collaboration and influencing skills across Sales, Product, Operations, and other GTM teams

Nice to Haves

• Experience helping customers adopt AI-powered or agentic workflows at scale; understanding of what friction looks like in practice and what makes transformation stick
• Exposure to FP&A, accounting software ecosystems (NetSuite, Sage, QuickBooks, Xero), expense management, or CFO-adjacent workflows
• Demonstrated commercial impact — expansion, retention, or time-to-value outcomes with specific metrics attached
• Background at an AI-first or AI transformation company where rethinking workflows around AI was part of the product or culture
• Management consulting background with structured problem-solving, client management, and the ability to turn ambiguity into a plan
• High-growth or startup experience with comfort operating in ambiguity and rapid change

For candidates located in NYC or SF, the pay range for this role is $128,000 - $176,000. For candidates located in all other locations, the pay range for this role is $115,000- $158,300.

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 support to NYC or SF (as 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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