SMB Manager, Sales Development

Ramp; United States; Remote; USD 110,000 - 160,000; Full time

Job summary

Ramp is seeking 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 hire, onboard, train, coach on multi-channel outreach, monitor activity and quotas, and partner with AEs and Marketing to optimize playbooks and AI-assisted workflows to accelerate pipeline and revenue.

Qualifications

• Experience leading SDR teams in a high-velocity environment.
• Proven ability to design and optimize outbound prospecting motion.
• Strong coaching and mentorship skills with a data-driven approach.

Responsibilities

• Lead and scale the SMB SDR function, evolving rhythms, playbooks, coaching standards, and processes for outbound sales.
• Oversee daily SDR activity, pipeline generation, and quota attainment to meet KPIs.
• Hire, onboard, and train new SDRs on Ramp’s products, buyer personas, and competitive landscape through practical coaching methods.
• Develop career-growth plans and provide daily 1:1 mentorship on time management, objections, and prospecting tactics.
• Coach on multichannel outreach, including account research, messaging, calls, and AI-assisted workflows.
• Collaborate with AEs and Marketing on pipeline initiatives, territories, and prospecting programs.
• Report on team performance, pipeline health, and forecasts to senior leadership.

Skills

People management

Sales leadership

Outbound prospecting

Team coaching

Tools

Salesforce CRM

Job description

About RampRamp 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.

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 De