Enterprise Account Manager

About Ramp
At Ramp, we're rethinking how modern finance teams function in the age of AI. We believe AI isn't just the next big wave. It's the new foundation for how business gets done. We're investing in that future — and in the people bold enough to build it.

Ramp is a financial operations platform designed to save companies time and money. Our all-in-one solution combines payments, corporate cards, vendor management, procurement, travel booking, and automated bookkeeping with built-in intelligence to maximize the impact of every dollar and hour spent. More than 45,000 businesses, from family-owned farms to e-commerce giants to space startups, have saved $10B and 27.5M hours with Ramp. Founded in 2019, Ramp powers the fastest-growing corporate card and bill payment platform in America, and enables over $100 billion in purchases each year.

Ramp's investors include Thrive Capital, Sands Capital, General Catalyst, Founders Fund, Khosla Ventures, Sequoia Capital, Greylock, and Redpoint, as well as over 100 angel investors who were founders or executives of leading companies. The Ramp team comprises talented leaders from leading financial services and fintech companies—Stripe, Affirm, Goldman Sachs, American Express, Mastercard, Visa, Capital One—as well as technology companies such as Meta, Uber, Netflix, Twitter, Dropbox, and Instacart.

Ramp has been named to Fast Company's Most Innovative Companies list and LinkedIn's Top U.S. Startups for more than 3 years, as well as the Forbes Cloud 100, CNBC Disruptor 50, and TIME Magazine's 100 Most Influential Companies.

About The Role
In this first-of-its-kind role, you will serve as Ramp's Account Manager for public sector accounts at the Federal, State, and Local levels. In this role, you will be responsible for driving the strategy and growth of Ramp's public sector vertical with existing accounts. You will be responsible for maintaining the current revenue and usage of these customers, as well as identifying, pitching, and facilitating new growth opportunities. You should be comfortable with building deep relationships at all levels of a customer's organization and adept at managing complex customer relationships and product configurations. You will also work cross-functionally with senior members of Ramp's team to strengthen our overall Public Sector relationships, drive strategy, and provide valuable input as we evolve our product roadmap and processes for the public sector.

What You'll Do

• Take a portfolio-based approach to your book of business to identify areas of risk and opportunity
• Build detailed territory and account plans to lead Quarterly Business Reviews within your portfolio and identify opportunities for growth
• Lead frequent discussions (Weekly status calls, upsell calls, QBRs) with customers to ensure they are leveraging the Ramp platform to achieve successful business outcomes
• Drive awareness and usage of new or updated Ramp features to the customers in your book
• Own end-to-end execution of contract renewals and upsells
• Collaborate with product, design, and engineering teams to provide informed recommendations for Ramp's Enterprise product roadmap that enhance the customer experience
• Navigate and update internal and external stakeholders, including C-suite executives, investors, partners, and cross-functional partners
• Exhibit strong analytical and presentation skills, and operate with high urgency and professionalism
• Contribute meaningfully to the team and Ramp culture and be an Ambassador for the Public Sector within Ramp, highlighting challenges and opportunities to cross-functional and leadership teams

What You Need:

• Minimum 7 years of experience as an Account Manager, CSM, or other Sales-related function
• Minimum 3 years of experience selling to large government entities
• Familiarity with government structure, budgeting, and software platforms, as well as procurement and RFP processes
• Commercial experience, negotiating complex six-figure renewal and upsell contracts
• Ability to understand complex products and integrations, and a history of communicating them to customers to maximize usage.
• Strong ability to articulate contractual, technical, and financial value points to customers, internal senior leaders, and executive leaders.
• Consistent track record of hitting or exceeding sales targets in a fast-paced environment
• A strong drive to succeed, and comfortable pushing the pace of action with customers and internal teams
• Ability to travel occasionally for customer on-sites, events, and internal summits

Nice-to-Haves

• Experience or strong familiarity with Payments/Fintech/Finance/Accounting or related fields a large plus
• Deep network of contacts in Government agencies
• Prior experience at a hypergrowth startup/scale-up company
• MBA, CFA, Accounting, or related degree/certification
• Security clearance

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 $5,000 per year)
• WFH stipend to support your home office needs
• Wellness stipend
• Parental Leave
• Relocation support to NYC or SF (as needed)
• Pet insurance

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.

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