Enterprise Account Manager

Ramp; New York (NY); Sur place; USD 230 000 - 270 000; Plein temps

Avantages offerts par ce poste

Medical, dental & vision insurance

401k with employer match

Flexible PTO

Relocation support for NY

WFH stipend

Wellness stipend

Parental leave

Pet insurance

Résumé du poste

Ramp is seeking an Enterprise Account Manager to drive strategy and growth for Ramp's largest, strategic customers. You will maintain revenue and usage, identify opportunities, and manage complex contracts across executive levels.

You will collaborate with product, design, and engineering teams to drive adoption, renewals, and upsells, while engaging cross-functional stakeholders up to the C-suite. The role demands 7+ years in enterprise account management or related sales, with fintech/payments

Qualifications

• Minimum 7 years of experience as an Account Manager, CSM, or other Sales-related function.
• Minimum 3 years experience selling to Enterprise sized businesses.
• Experience or strong familiarity with Payments/Fintech/Finance/Accounting or related fields.
• Commercial experience, including negotiating complex six-figure renewal and upsell contracts.
• Ability to understand complex products and integrations, and a history of communicating them to customers to maximize usage.
• Strong ability to articulate contractual, technical, and financial value points to customers, internal senior leaders and executive leaders.
• Consistent track record of hitting or exceeding sales targets in a fast-paced environment.
• A strong drive to succeed, and comfortable pushing the pace of action with customers and internal teams.
• High adaptability and understanding of change within the evolution and ambiguity of a startup.

Responsabilités

• Take a portfolio-based approach to your book of business to identify areas of risk and opportunity.
• Build detailed territory and account plans to Lead Quarterly Business Reviews within your large business portfolio to identify opportunities for growth.
• Lead frequent discussions with customers to ensure they are leveraging the Ramp platform to achieve successful business outcomes.
• Drive awareness and usage of new or updated Ramp features to the customers in your book.
• Own end-to-end execution of contract renewals and upsells.
• Collaborate with product, design, and engineering teams to provide informed recommendations for Ramp’s Enterprise product roadmap that enhance the customer experience.
• Navigate and update internal and external stakeholders, inclusive of C-suite executives, investors, partners, and cross-functional partners.
• Exhibit strong analytical and presentation skills, and operate with high urgency and professionalism.
• Contribute meaningfully to the team and Ramp culture.

Connaissances

Account management

Enterprise sales

Fintech domain

Commercial negotiations

Description du poste

About Ramp

Ramp is a financial operations platform designed to save businesses time and money. Combining corporate cards with expense management, bill payments, vendor management, accounting automation, and more, Ramp's all-in-one solution frees finance teams to do the best work of their lives. More than 25,000 companies, from family-owned farms to e-commerce giants to space startups, have saved $1B and 10M hours with Ramp. Founded in 2019, Ramp powers the fastest-growing corporate card and bill payment platform in America, and enables over 35 billion dollars in purchases each year.

Ramp's investors include Sequoia, Founders Fund, Thrive Capital, Khosla Ventures, Greylock, Stripe, Goldman Sachs, Coatue, and Redpoint, as well as over 100 angel investors who were founders or executives of leading companies. The Ramp team comprises talented leaders from leading financial services and fintech companies—Stripe, Affim, Goldman Sachs, American Express, Mastercard, Visa, Capital One—as well as technology companies such as Meta, Uber, Netflix, Twitter, Dropbox, and Instacart.

Ramp has been named to Fast Company’s Most Innovative Companies list and LinkedIn’s Top U.S. Startups for over 3 years, as well as the Forbes Cloud 100, CNBC Disruptor 50, and TIME Magazine’s 100 Most Influential Companies.

About the Role

As an Enterprise Account Manager, you will be responsible for driving the strategy and growth of a book of Ramp's largest and most strategic customers. In this role, you will be responsible for maintaining the current revenue and usage of these customers, as well as identifying, pitching, and facilitating growth opportunities. You should be comfortable with building deep relationships at all levels of a customer's organization and adept at managing complex customer relationships and product configurations. You will also work cross-functionally with senior members of Ramp's team to strengthen the B2B relationship, coordinate customer efforts, and provide input as we evolve our product roadmap and processes.

What You'll Do

• Take a portfolio-based approach to your book of business to identify areas of risk and opportunity

• Build detailed territory and account plans to Lead Quarterly Business Reviews within your large business portfolio to identify opportunities for growth

• Lead frequent discussions (Weekly status calls, upsell calls, QBRs) with customers to ensure they are leveraging the Ramp platform to achieve successful business outcomes

• Drive awareness and usage of new or updated Ramp features to the customers in your book

• Own end-to-end execution of contract renewals and upsells

• Collaborate with product, design, and engineering teams to provide informed recommendations for Ramp’s Enterprise product roadmap that enhance the customer experience

• Navigate and update internal and external stakeholders, inclusive of C-suite executives, investors, partners, and cross-functional partners

• Exhibit strong analytical and presentation skills, and operate with high urgency and professionalism

• Contribute meaningfully to the team and Ramp culture

What You Need

• Minimum 7 years of experience as an Account Manager, CSM, or other Sales-related function

• Minimum 3 years experience selling to Enterprise sized businesses

• Experience or strong familiarity with Payments/Fintech/Finance/Accounting or related fields

• Commercial experience, including negotiating complex six-figure renewal and upsell contracts

• Ability to understand complex products and integrations, and a history of communicating them to customers to maximize usage.

• Strong ability to articulate contractual, technical, and financial value points to customers, internal senior leaders and executive leaders.

• Consistent track record of hitting or exceeding sales targets in a fast-paced environment

• A strong drive to succeed, and comfortable pushing the pace of action with customers and internal teams

• High adaptability and understanding of change within the evolution and ambiguity of a startup

• Ability to travel occasionally for customer on-site, events and internal summits

Nice to Haves

• Experience with financial services sales

• Experience at a high-growth startup

• Ability to understand financial services

Benefits (for U.S.-based full-time employees)

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

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

• Flexible PTO

• Fertility HRA (up to $5,000 per year)

• WFH stipend to support your home office needs

• Wellness stipend

• Parental Leave

• Relocation support for NY

• Pet insurance

Other notices

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

Compensation

$230K - $270K Offers Equity Offers Commission