Senior Partner Development Manager, Ramp

• Minimum of 4 years of quota-carrying sales or partnerships experience as an individual contributor, with a proven, consistent track record exceeding goals
• Minimum of 3 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 success in fast-paced, results-oriented GTM environments—ideally at SaaS companies—with a strong performance record in outbound sales
• 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
• Strong analytical mindset, with the ability to leverage data to drive decisions, create systems, and improve processes
• Excellent collaboration and influencing skills, supported by strong communication and presentation abilities

Desirable

• You will be a second-line manager to groups of Partner Development Representatives (PDRs) who are responsible for sourcing new partners across our entire ecosystem of partners, including Accounting firms, Private Equity/VC firms, and strategic alliances
• You will drive strategy across the PDR team to ensure world-class partner recruitment across each vertical
• This will include coaching and mentoring your managers, as well as 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
• Own the execution of Ramp’s partner acquisition efforts across all current and future partner verticals, including accounting firms, financial institutions (e.g., private equity and venture capital firms), and alliances (e.g., systems integrators and accounting software partners), among others
• Set and maintain a high-performing culture and morale by coaching your managers and 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 the PDR team, 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 departments