Enterprise Channel Partner Manager | Accounting

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 50,000 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 Lightspeed Venture Partners, Thrive Capital, Sands Capital, General Catalyst, Founders Fund, Khosla Ventures, Sequoia Capital, Greylock, Redpoint, and ICONIQ, 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 https://www.fastcompany.com/91038883/ramp-most-innovative-companies-2024 list and LinkedIn’s Top U.S. Startups https://www.linkedin.com/pulse/linkedin-top-startups-2024-50-us-companies-rise-linkedin-news-hxote/?trackingId=uBI29YlAOxikbTI7cdvG4g%3D%3D for more than 3 years, as well as the Forbes Cloud 100 https://www.forbes.com/sites/richardnieva/2024/08/06/ramp-cloud-100/, CNBC Disruptor 50 https://www.cnbc.com/2024/05/14/ramp-cnbc-disruptor-50.html, and TIME Magazine’s 100 Most Influential Companies https://time.com/collection/time100-companies-2023/6285147/ramp/.

ABOUT THE ROLE Ramp’s Accounting Channel is seeing exponential growth, and as one of the founding enterprise members of the team, you’ll have the opportunity to help build the go-to-market engine and strategy that fuels a key growth driver for the company through strategic accounting firms and systems integrators. At Ramp, we are looking for candidates with experience working with strategic Accounting Firms in a partnership or sales capacity, with a proven track record of sourcing and acquiring net new partnerships, building trusted relationships with internal stakeholders, and driving revenue through high volumes of client referrals. What You’ll Do - Source, qualify, and sign net new partnerships with top accounting firms - Drive revenue for Ramp through generating consistent month-over-month client referrals - Successfully execute the “sell through” motion by consulting and advising partners on ways they can deliver value to clients through Ramp’s finance automation platform - Develop and execute on comprehensive strategies that drive outsized production from existing partnerships with top accounting firms and systems integrators - Create, track, and own GTM plans to meet quarterly and annual goals - Identify multiple stakeholders within top firms, from client-facing staff to managing partners, and solidify a broad network of trusted relationships to drive client referrals - Educate top accounting firms on Ramp’s product offering and empower them to articulate the value props to clients - Work cross-functionally across marketing, sales, and product & engineering to drive co-marketing opportunities, onboard new clients, and inform our product roadmap - Become an expert in Ramp’s product, features, and workflows for systems integrators and top accounting firms - Contribute to the strategy of the team - you will be expected to create a strategy around new processes/ideas for Enterprise firms - Maintain a very clean view into current quarter and future quarter opportunities and forecast What You’ll Need - Minimum 7 years of experience in Partner Sales, Business Development, Partnership Management, or Channel Partnerships - Minimum 3 years of experience working directly with Top 200 Accounting Firms - Proven success executing the “sell through” motion - A strong understanding of the accounting industry and profession, including the nature of the service offerings that accounting firms provide to their clients - A history as a top performer, regularly exceeding targets and quotas - Strong discovery skills, an ability to identify pain points, challenges, goals, and objectives quickly and accurately - A bias for action and a strong desire to work in a fast-paced startup environment - Ability to discuss Ramp's value proposition with the most influential decision makers and executives at Top 200 Accounting Firms - Can confidently and persuasively tell a compelling story and own the room - Strong analytical skills and the ability to develop and run long-term account plans - Strong cross-functional collaborator who can build relationships across the company Nice to Have - Background in Accounting (preferably a CPA or experience working at an accounting firm with a portfolio of clients) - Experience working with Top 50 accounting firms - Experience working with NetSuite, Acumatica, Business Central, and/or Sage Intacct 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 - 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. Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice