Manager, Partner Development | Financial Institutions & Alliances
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About RampRamp is a financial operations platform designed to save businesses time and money. Combining corporate cards with expense management, bill payments, vendor management, accounting automation, and more, Ramp's all-in-one solution frees finance teams to do the best work of their lives. More than 25,000 companies, from family-owned farms to e-commerce giants to space startups, have saved $1B and 10M hours with Ramp. Founded in 2019, Ramp powers the fastest-growing corporate card and bill payment platform in America, and enables over 35 billion dollars in purchases each year.Ramp's investors include Sequoia, Founders Fund, Thrive Capital, Khosla Ventures, Greylock, Stripe, Goldman Sachs, Coatue, 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 over 3 years, as well as the Forbes Cloud 100, CNBC Disruptor 50, and TIME Magazine's 100 Most Influential Companies.About the RoleYou will be a front-line manager to a group of Partner Development Representatives (PDRs) who are responsible for sourcing new partners across our Financial Institutions and Alliances channels. 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 this segment. As a key member of the partnerships leadership team, you will have the opportunity to help build and refine Ramp's partner development motion.* Please note that this Sales leadership role will require you to be comfortable with working in-person at our NYC HQ (located near Madison Square Park) at least 3 days/week*What You'll Do* Own the execution of Ramp's partner acquisition efforts within Financial Institutions (i.e. private equity, venture capital firms) and Alliances (i.e. systems integrators, accounting software partners)* Set and maintain a high-performing culture and morale by overseeing the daily activities and quota performance management of individual PDRs to ensure key performance metrics are met* Hire and train new PDRs on Ramp's product, buyer personas, competition, partner ecosystem, 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, prospecting tactics, and active listening skills* Strategize with Channel Sales, Marketing, and Operations counterparts on partner pipeline generation 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 PDR team* Represent the Partner Development team cross-functionally with leaders of other departmentsWhat You'll Need* Minimum of 2 years of quota-carrying sales or partnerships experience as an individual contributor, with a proven, consistent track record exceeding goals* Minimum of 2 years of experience building and leading sales or partner development teams (or similar) with a proven track record of exceeding goals and developing talent* 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* 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 skillsNice to Haves* Experience in Sales, Business Development, Partnership Management, or Channel Partnerships working directly with private equity firms* Experience in Sales, Business Development, Partnership Management, or Channel Partnerships working directly with systems integrators, value-added resellers, or accounting software and ERP solutions* A strong understanding of the private equity space and PE value creation strategies* A strong understanding of partnership dynamics and go to market strategies involving systems integrators and value-added resellers* Experience with financial services sales in a full-cycle sales role* Experience at a high-growth startup* Bachelor's degree from an accredited university* Experience at one of Ramp's channel partners (private equity, venture capital, accounting software)* Experience leading channel sales / partnerships teamsBenefits (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 for NY* Pet insuranceOther noticesPursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records.