Manager, Sales Development | Enterprise
Ramp, New York, NY, United States
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 $100B in annualized spend flows in and out of 50,000+ 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 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. What You'll Do
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
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 4 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
Experience managing or selling into enterprise accounts with complex, longer sales cycles
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
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 building an enterprise SDR function from scratch or scaling a team in a new segment
Experience at a high-growth startup
Bachelor's degree from an accredited university
Benefits (for U.S.-based full-time employees)
100% medical, dental & vision insurance coverage for you Partially covered for your dependents
One Medical annual membership
401k (including employer match on contributions made while employed by Ramp)
Flexible PTO
Fertility HRA (up to $10,000 per year)
Parental Leave
Unlimited AI token usage
Pet insurance
Centralized home-office equipment ordering for all employees
Health and Wellness stipend
In-office perks: lunch, snacks, drinks, and more
Budget for intra-office travel
Relocation support to NYC or SF (as needed)
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. Ramp Applicant Privacy Notice
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Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $100B in annualized spend flows in and out of 50,000+ 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 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. What You'll Do
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
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 4 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
Experience managing or selling into enterprise accounts with complex, longer sales cycles
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
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 building an enterprise SDR function from scratch or scaling a team in a new segment
Experience at a high-growth startup
Bachelor's degree from an accredited university
Benefits (for U.S.-based full-time employees)
100% medical, dental & vision insurance coverage for you Partially covered for your dependents
One Medical annual membership
401k (including employer match on contributions made while employed by Ramp)
Flexible PTO
Fertility HRA (up to $10,000 per year)
Parental Leave
Unlimited AI token usage
Pet insurance
Centralized home-office equipment ordering for all employees
Health and Wellness stipend
In-office perks: lunch, snacks, drinks, and more
Budget for intra-office travel
Relocation support to NYC or SF (as needed)
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. Ramp Applicant Privacy Notice
#J-18808-Ljbffr