SMB Manager, Sales Development

RAMP; New York; On-site; USD 180,000 - 260,000; Full time

Benefits offered by this job

Health and wellness stipend

401(k) with employer match

Relocation to NYC or SF

In-office perks: lunch, snacks, drinks

Job summary

Ramp is seeking an experienced Sales Development leadership professional to manage the SMB SDR team. You will drive outbound prospecting, coach individual SDRs, and align with Sales, Marketing, and Product to scale pipeline and outcomes across Ramp’s SMB segment.

You will lead hiring, onboarding, and career growth for SDRs, refine playbooks, and implement AI-enhanced workflows to boost efficiency and revenue impact.

Qualifications

• Minimum of 2 years of quota-carrying sales experience as an individual contributor with a proven track record.
• Minimum of 2 years of experience building and leading sales development teams with a proven track record of exceeding goals.
• Experience in fast-paced SaaS GTM environments and outbound sales performance.
• Passion for hiring and team development.
• Ability to articulate value points to executives.
• Proficiency with data analytics tools and email/call automation.
• High proficiency with AI tools and integrating tooling into workflows.
• Strong collaboration and influencing skills.

Responsibilities

• Build and scale the SMB SDR function with playbooks, coaching, and processes for outbound motion.
• Oversee daily SDR activity, pipeline generation, and quota performance to meet KPIs.
• Hire, onboard, and train SDRs on Ramp products, buyer personas, and outreach strategies.
• Develop career-growth plans with 1:1 mentorship and coaching on time management and prospecting tactics.
• Coach on multichannel outbound prospecting and AI-enhanced workflows.
• Partner with AEs and Marketing on pipeline-generation and territory initiatives.
• Report on team performance and forecasts to senior leadership.
• Optimize systems and enablement to improve efficiency over time.
• Maintain a library of prospecting resources and training materials.
• Represent the SMB SDR team across Sales, Marketing, Product, and other departments.

Skills

Quota-carrying sales

Sales team leadership

GTM strategy

Data analytics

AI-assisted prospecting

Cross-functional collaboration

Education

Bachelor's degree

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 serve as a front-line manager for a team of Sales Development Representatives, responsible for outbound prospecting and pipeline generation across Ramp’s SMB segment.

You will lead and evolve the SMB sales development motion by providing 1:1 coaching, onboarding, training, and mentorship; setting team strategy; and partnering closely with Sales, Marketing, Product, and Executive Leadership to drive pipeline and business outcomes.

As a member of the Sales Leadership team, you will play a critical role in developing SDR talent, scaling effective outbound practices, and continuously refining Ramp’s SMB go-to-market motion.

What You'll Do

• Build and scale the SMB SDR function by evolving team operating rhythms, playbooks, coaching standards, and processes for an open-territory outbound motion.

• Set and maintain a high-performing culture by overseeing daily SDR activity, pipeline generation, and quota performance to ensure key performance metrics are met.
  

• Hire, onboard, and train new SDRs on Ramp’s products, buyer personas, competitive landscape, prospecting strategy, and tools through hands-on methods including role-plays.

• Develop and execute career-growth and leadership plans for direct reports, including daily 1:1 mentorship and coaching on time management, objection handling, prospecting tactics, active listening, and pipeline creation.

• Coach SDRs on effective multichannel outbound prospecting, including account research, relevant messaging, call execution, and using AI tools to improve efficiency and quality.

• Partner with AEs and Sales and Marketing counterparts on pipeline-generation, territory, and prospecting initiatives that support SMB business objectives.

• Report on team performance, pipeline health, and forecasts to senior leadership.

• Improve team output and efficiency over time by identifying opportunities to optimize systems, processes, enablement, and AI-supported workflows.

• Establish and maintain a library of prospecting resources, best practices, and training materials for the SMB SDR team.

• Represent the SMB Sales Development team cross-functionally with leaders across Sales, Marketing, Product, and other departments.

What You Need

• Minimum of 2 years of quota-carrying sales experience as an individual contributor, with a proven, consistent track record exceeding goals

• Minimum of 2 years of experience building and leading sales development teams with a proven track record of exceeding goal

• Prior 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

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

• 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

• High proficiency with AI tools (Claude, OpenAI, etc.), with the ability to incorporate tooling into prospecting, coaching, team workflows, and process improvement to drive greater SDR productivity

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

• Strong collaboration and influencing skills, demonstrated through excellent communication and presentation skills

Nice-to-Haves

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

• Experience at a high-growth startup

• Bachelor's degree from an accredited university

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

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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