Channel Partner Manager, ISV

Ramp; United States; On-site; USD 120,000 - 170,000; Full time

Benefits offered by this job

Flexible PTO

Health and wellness stipend

Relocation support to NYC or SF

Job summary

Ramp is expanding its partner ecosystem and the Technical Partnerships team will turn Ramp's developer platform and APIs into scalable integrations. You will architect end-to-end solutions with ISVs and embedded finance partners, driving adoption and revenue.

You will pitch and close co-build and co-sell agreements, own integration success metrics, and bridge external partner engineering with Ramp's internal teams to deliver measurable outcomes.

Qualifications

• 5+ years in partner sales, BD, alliances, or channel partnerships with ISV exposure.
• Strong understanding of REST APIs, webhooks, data models, and authentication flows.
• Ability to architect integration flows without production code.
• Proven commercial instincts: negotiate and structure co-sell motions.
• Excellent communication with engineers, product, sales, and executives.
• Bias toward execution, speed, and functioning in ambiguity.

Responsibilities

• Architect end-to-end partner integrations using Ramp's developer platform and APIs.
• Pitch, negotiate, and close co-build and co-sell agreements with third-party platforms.
• Collaborate cross-functionally to design scalable partnership strategies.
• Define and own integration success metrics and revenue impact.
• Manage partner relationships and align data flows and timelines.

Skills

Partner sales

BD

Alliances

Channel partnerships

Communication excellence

Executive stakeholder engagement

Tools

REST APIs

Webhooks

OAuth

API keys

Data modeling

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.

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

Ramp is building out its partner ecosystem, and the Technical Partnerships team sits at the intersection of product, engineering, sales, and our growing network of third-party platforms. As a Technical Channel Partnerships Manager, you\'ll turn Ramp\'s developer platform and APIs into scalable, revenue-generating integrations; architecting end-to-end solutions with ISVs, embedded finance partners, and strategic tech platforms. You won\'t just make integrations work; you\'ll make them a repeatable engine of partner-driven growth.
You will be expected to pitch and close co-build and co-sell agreements, own integration success metrics, and serve as the primary bridge between external partner engineering teams and Ramp\'s internal teams, delivering integrations that drive meaningful adoption and revenue.
What You\'ll Do

• Architect end-to-end partner integrations using Ramp\'s developer platform — including APIs, webhooks, authentication flows, embedded finance primitives, and workflow automation
• Pitch, negotiate, and close co-build and co-sell agreements with third-party platforms, ISVs, and strategic partners
• Collaborate cross-functionally with engineering, product, sales, solutions, legal, and GTM teams to design robust, scalable partnership strategies
• Define integration success metrics (adoption, usage, retention, partner-driven revenue) and be accountable for delivering against them
• Manage partner relationships and act as the bridge between external partner engineering teams and internal Ramp teams — clarifying data flows, responsibilities, timelines, and deliverables
• Proactively identify integration blockers and architect around constraints such as rate limits, data model mismatches, scaling, security, and compliance requirements
• Influence partner roadmaps, product prioritization, and GTM motions based on integration opportunities and ecosystem gaps

What You Need

• 5+ years of experience and a strong track record in partner sales, BD, alliances, or channel partnerships (with meaningful ISV/tech partner exposure)
• Strong understanding of REST APIs, webhooks and event-driven architecture, data models and schema design, authentication flows (OAuth, API keys), embedded finance primitives, and general principles of financial and ERP systems
• Ability to architect integration flows without writing production code — comfortable drawing sequence diagrams, mapping data flows, and specifying responsibilities on both the partner and Ramp sides
• Proven commercial instincts: able to position integrations as strategic value, negotiate agreements, and structure co-sell motions
• Track record of delivering quantifiable results — integration adoption, partner-driven pipeline, revenue impact, or similar outcomes from full-stack partnership, integrations, or ecosystem-building roles
• Excellent communication skills with the ability to speak confidently with engineers, product teams, sales leaders, and C-suite stakeholders, and translate technical constraints into business implications
• Bias toward execution and speed: you move fast, deliver clean work, and push initiatives across teams to completion
• Comfort working in ambiguity — you thrive when documentation is incomplete, requirements evolve, and decisions must be made without perfect information

Nice to Haves

• Previous experience at a fintech or embedded-finance company
• History of working with ERP, accounting, procurement, or spend-management platforms, or building integrations for them
• Prior success in co-sell or partner-driven GTM motions
• Familiarity with compliance or financial workflows (expense management, reimbursements, vendor payments, bookkeeping, etc.)

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 support to NYC or SF (as 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

Removed as noise per refinement rules

Other Notices

Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.

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