Senior Manager, Account Executive | Mid-Market

ramp; New York, California (NY, MO); On-site; USD 180,000 - 280,000; Full time

Benefits offered by this job

Flexible PTO

Home-office equipment budget

Health and wellness stipend

Intra-office travel budget

Weekly coffee stipend

In-office perks: lunch, snacks, drinks

Job summary

Ramp is seeking a front-line sales leader to manage a group of Account Executives, coaching them to hit quota and develop career plans. You will work with Sales, Marketing, Product, and the executive team to drive growth and refine Ramp’s sales motion.

This role requires strong leadership, analytics, and a proven track record in SaaS environments. You will hire, train, and mentor AEs, build pipeline strategies, and create metrics and dashboards for senior leadership review.

Qualifications

• Minimum 5 years of quota carrying sales experience as an individual contributor.
• Minimum 3 years of experience building and leading successful, high-performing sales teams.
• Demonstrated success in fast-paced, results-oriented GTM environments, ideally at SaaS companies.

Responsibilities

• 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

Skills

Quota carrying sales experience

Leadership experience

Cross-functional collaboration

Data-driven decision making

Tools

Salesforce

Looker

Excel

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.

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

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.

What You’ll Do

• 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

What You’ll Need

• Minimum 5 years of quota carrying sales experience as an individual contributor

• Minimum 3 years of experience building and leading successful, high-performing sales teams

• 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

• Passion and excitement for hiring, with a thoughtful approach to team planning and development

• 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

• Ability to articulate contractual, technical, and financial value points to customers, including executive leaders

• Proficiency in data analytics tools (ie. Salesforce, Looker, and Excel) and familiarity with email and call automation platforms

• Ability to leverage data to drive decisions, create systems, and identify process improvements to improve efficiency

Nice to Haves

• Experience with financial services sales in a full-cycle sales role

• Financial services or Fintech experience at a high-growth startup

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 expense coverage to NYC or SF (if 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