Manager of Sales Development (Enterprise)

Ramp; New York (NY); On-site; USD 150,000 - 210,000; Full time

Benefits offered by this job

Medical insurance

One Medical

401k match

Unlimited PTO

Wellness stipend

Parental leave

Relocation to NYC

WFH stipend

Pet insurance

Job summary

Ramp is seeking an experienced Enterprise Sales Development Manager to build and lead the SDR function for our most strategic accounts in New York City. You will coach a front-line team of Enterprise SDRs, shape the prospecting strategy, and partner with Enterprise AEs, Marketing, Product, and the executive team to drive multi-threaded deals.

You will define the team structure, playbooks, and processes, set quotas, and mentor reps to achieve sustained above-quota performance while maintaining a

Qualifications

• Minimum 4 years leading sales development teams with a track record of exceeding goals.
• At least 2 years in quota-carrying enterprise sales at a fast-growth SaaS company.
• Experience building SDRs for enterprise accounts with long sales cycles.
• Strong collaboration, communication and analytics skills with Salesforce/Looker/Excel.

Responsibilities

• Coach enterprise SDRs on outbound prospecting and multi-threaded account strategies.
• Build and scale the enterprise SDR function from 0→1 with playbooks and processes.
• Set quotas, monitor performance, and maintain high team morale.
• Partner with AEs, Marketing, Product and executive leadership to optimize pipeline.
• Hire, train, and develop career plans for direct reports.
• Forecast and report team performance to senior leadership.

Skills

Leadership

Coaching

Communication

Analytical thinking

Education

Bachelor’s degree

Tools

Salesforce

Looker

Excel

Job description

• You will be a front-line manager to a group of Enterprise Sales Development Representatives who are responsible for outbound prospecting and pipeline generation against Ramp’s largest, most strategic accounts
• This is an opportunity to build the enterprise SDR management function from 0→1 — you will be working with high-performing SDRs who have been promoted internally at Ramp and operate on a named book-of-business model with complex, multi-threaded deal cycles
• You will be responsible for 1:1 coaching and mentoring, as well as developing strategy and working closely with leaders across Sales, Marketing, Product, and the executive team to drive positive outcomes for the enterprise segment
• As a key member of the sales leadership team, you will have the opportunity to help build and refine Ramp’s enterprise sales development motion
• Build and scale the enterprise SDR management function — defining team structure, playbooks, and processes for a named-account, book-of-business motion
• Set and maintain a high-performing culture and morale by overseeing the daily activities and quota performance management of individual SDRs to ensure key performance metrics are met
• Hire and train new SDRs on Ramp’s product, enterprise buyer personas, competition, and tools through various methods (ie. role-plays)
• Develop and execute career development and leadership plans for direct reports; inclusive of but not limited to daily 1:1 mentoring, coaching on time management, objection handling, enterprise prospecting tactics, and active listening skills
• Coach SDRs on complex, multi-threaded enterprise outbound — including account research, executive messaging, and strategic pipeline generation
• Strategize with enterprise AEs, sales and marketing counterparts on pipeline and prospecting initiatives to meet company objectives
• Report on team performance and forecast to senior leadership
• Improve team output and efficiency over time by optimizing systems and processes
• Establish a library of prospecting resources for the enterprise SDR team
• Represent the Enterprise Sales Development team cross-functionally with leaders of other departments

Benefits

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

Experience managing or selling into enterprise accounts with complex, longer sales cyclesA passion and excitement for hiring, with a thoughtful approach to team planning and developmentPrior demonstrated success in fast-paced, results-oriented GTM environments, ideally at SaaS companies, and history of consistently performing above quota in an outbound sales environmentMinimum of 2 years of quota-carrying sales experience as an individual contributor, with a proven, consistent track record exceeding goalsStrong collaboration and influencing skills, demonstrated through excellent communication and presentation skillsProficiency in data analytics tools (ie. Salesforce, Looker, and Excel) and familiarity with email and call automation platformsAbility to leverage data to drive decisions, create systems, and identify process improvements to improve efficiencyAbility to articulate contractual, technical, and financial value points to customers, including executive leadersMinimum of 4 years of experience building and leading sales development teams with a proven track record of exceeding goalExperience building an enterprise SDR function from scratch or scaling a team in a new segmentExperience with financial services sales in a full cycle sales roleExperience at a high-growth startupBachelor’s degree from an accredited university