Soma Capital Portfolio Jobs

Manager, Account Executive



Sales & Business Development
New York, USA
Posted on Tuesday, October 24, 2023
About Ramp

Ramp is the ultimate platform for modern finance teams. Combining corporate cards with expense management, bill payments, vendor management, accounting automation and more, Ramp's all-in-one solution is designed to save businesses time and money, and free finance teams to do the best work of their lives. Our mission is to help build healthier businesses, and it’s working: over 15,000 businesses on Ramp to save an average 5% and close their books 8x faster.

Founded in 2019, Ramp powers the fastest-growing corporate card and bill payment platform in America, and enables tens of billions of dollars in purchases each year.

Ramp's investors include Founders Fund, Stripe, Citi, Goldman Sachs, Coatue Management, D1 Capital Partners, Redpoint Ventures, General Catalyst, and Thrive Capital, 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. In 2023, Ramp was named Fast Company’s #1 Most Innovative Company in North America, LinkedIn’s #1 Top Startup in the U.S., a CNBC Disruptor, and a TIME100 Most Influential Company.

About The Role

You will be a front-line manager to a group of Account Executives (AEs) who will be hunting, pitching, and closing new business for Ramp. You will be responsible for 1:1 coaching, mentoring, and strategy development, 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 sales leadership team, you will have the opportunity to help build and refine Ramp’s sales 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 Will Do

  • Manage, develop and execute career development and leadership plan for a group of Account Executives and provide daily 1:1 mentoring and coaching
  • Set and maintain a high-performing culture and morale by overseeing the daily activities and quota performance management of individual AEs to ensure key performance metrics are met
  • Hire and train new AEs on Ramp’s product, buyer personas, competition, and tools through various methods (ie. role-plays)
  • Strategize with sales and marketing counterparts on pipeline and prospecting initiatives to meet company objectives
  • Build dashboards and report on customer and team performance and forecast to senior leadership
  • Improve team output and efficiency over time by optimizing systems and processes
  • Build and execute on pipeline with new clients and partners to run the end-to-end sales process
  • Establish a library of playbook resources for the AE team
  • Partner with Ops to create and polish existing metrics that evaluate the individual and team’s performance
  • Represent the AE team cross-functionally with leaders of other departments

What You’ll Need

  • Minimum 5 years of quota carrying sales experience as an individual contributor
  • Minimum 3 years of experience building and leading successful, high-performing sales teams
  • 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
  • Passion and excitement for hiring, with a thoughtful approach to team planning and development
  • Experience working cross-functionally to build successful top of the funnel activities to drive more pipeline; Strong collaboration and influencing skills demonstrated through excellent communication and presentation skills
  • 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

Nice to Haves

  • Experience with financial services sales in a full cycle sales role
  • Financial services or Fintech experience at a high-growth startup
  • Bachelor’s degree from an accredited four year 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 $5,000 per year)
  • WFH stipend to support your home office needs
  • Wellness stipend
  • Parental Leave
  • Relocation support
  • Pet insurance