Manager of Account Executive (Large Accounts)

Ramp; New York (NY); On-site; USD 140,000 - 210,000; Full time

Benefits offered by this job

Comprehensive health insurance

One Medical membership

401(k) with employer match

Wellness stipend

Parental leave

Unlimited PTO

Relocation to NYC

WFH stipend

Job summary

Ramp is seeking a dynamic frontline sales leader in New York City to coach and develop a high-performing team of Account Executives. You will define strategy, mentor AEs, and partner with leaders across Sales, Marketing, Product, and the executive team to drive Ramp’s growth in fintech.

You will build and refine the sales development motion, hire and train AEs, and create a data-driven culture with dashboards and forecasts for senior leadership.

Qualifications

• Minimum 3 years of experience building and leading sales teams
• Minimum 5 years of quota carrying sales experience as an individual contributor
• Experience in Financial Services or Fintech GTM environments is preferred
• Strong ability to articulate value to executives and stakeholders
• Proficiency with AI tools and sales automation platforms

Responsibilities

• Manage and coach Account Executives to hit and exceed quota
• Partner with Sales, Marketing, Product, and executives to drive pipeline
• Build and refine Ramp’s sales development motion
• Create and execute on career development plans for AEs
• Set high-performance culture and quota performance management
• Hire and train AEs on Ramp’s product, buyers, competition, and tools
• Collaborate on pipeline strategy with marketing and ops
• Build dashboards and forecast performance for senior leadership
• Improve team efficiency by optimizing processes
• Represent AE team cross-functionally with other departments
• Develop playbooks and measurement frameworks
• Lead end-to-end sales processes for new clients and partnerships

Skills

Leadership

Coaching

GTM strategy

Pipeline mgmt

Cross-functional

Communication

AI tools

Education

Bachelor's degree

Tools

CRM systems

Data dashboards

Job description

• You will be a front-line manager to a group of Account Executives (AEs) who will be hunting, pitching, and closing new business for Ramp
• You will be responsible for 1:1 coaching, mentoring, and strategy development, working closely with leaders across Sales, Marketing, Product, and the executive team to drive positive outcomes for this segment
• As a key member of the sales leadership team, you will have the opportunity to help build and refine Ramp’s sales development motion
• Manage, develop and execute career development and leadership plan for a group of Account Executives and provide daily 1:1 mentoring and coaching
• Set and maintain a high-performing culture and morale by overseeing the daily activities and quota performance management of individual AEs to ensure key performance metrics are met
• Hire and train new AEs on Ramp’s product, buyer personas, competition, and tools through various methods (ie Role-plays)
• Strategize with sales and marketing counterparts on pipeline and prospecting initiatives to meet company objectives
• Build dashboards and report on customer and team performance and forecast to senior leadership
• Improve team output and efficiency over time by optimizing systems and processes
• Build and execute on pipeline with new clients and partners to run the end-to-end sales process
• Establish a library of playbook resources for the AE team
• Partner with Ops to create and polish existing metrics that evaluate the individual and team’s performance
• Represent the AE team cross-functionally with leaders of other departments

Benefits

• Comprehensive medical, dental, and vision insurance
• One Medical Membership
• 401(k) including an employer match
• Monthly wellness stipend
• Parental leave
• Unlimited PTO
• Pet Insurance
• Relocation support to move to NYC
• WFH stipend

• Financial services or Fintech experience at a high-growth startup
• Demonstrated success in fast-paced, results-oriented GTM environments, ideally at SaaS companies, and history of consistently performing above quota in an outbound sales environment
• Ability to articulate contractual, technical, and financial value points to customers, including executive leaders
• Passion and excitement for hiring, with a thoughtful approach to team planning and development
• Minimum 3 years of experience building and leading successful, high-performing sales teams
• Minimum 5 years of quota carrying sales experience as an individual contributor
• Bachelor’s degree from an accredited four year university
• Ability to leverage data to drive decisions, create systems, and identify process improvements to improve efficiency
• Experience with financial services sales in a full cycle sales role
• Experience working cross-functionally to build successful top of the funnel activities to drive more pipeline; Strong collaboration and influencing skills demonstrated through excellent communication and presentation skills
• Proficiency in using AI tools and familiarity with email and call automation platforms