Channel Partner Manager, Ramp

• We’re looking for someone with a proven track record of building new partner relationships, navigating product and commercial alignment, and driving measurable revenue outcomes through partner-led initiatives
• 7+ years of experience, including 3+ years in partner sales, BD, alliances, or channel partnerships (with meaningful ISV/tech partner exposure)
• Strong discovery and consultative selling skills; ability to identify partner pain points and craft a compelling joint value proposition
• Track record of quota attainment/overachievement in partner-led revenue motions (partner-sourced, co-sell, marketplace, embedded)
• Experience building multi-threaded relationships and influencing across technical + non-technical stakeholders
• Operational rigor: comfortable with pipeline management, forecasting, and using data to improve partner efficiency
• Excellent written and verbal communication; strong executive presence and partner-facing storytelling
• Bias for action and comfort operating in a fast-paced, ambiguous startup environment
• Strong cross-functional collaborator who can drive alignment across Product, Marketing, Sales, and Ops
• Experience with and affinity for AI tooling that increases productivity and effectiveness

Desirable

• Ramp’s ISV partner channel is a key growth lever as more SaaS platforms look to embed financial workflows and expand monetization through best-in-class spend management
• As an early member of the ISV team, you’ll help build and scale the partner motion that drives net-new distribution through software platforms - sourcing and signing strategic ISVs, activating joint GTM, and generating a consistent pipeline of customer referrals (and/or embedded opportunities)
• Source, qualify, and run deep discovery with net-new ISV partners across priority verticals
• Negotiate and close partner agreements, then build and execute joint GTM plans (positioning, ICP, channel strategy, enablement, launch)
• Drive revenue through partner-sourced referrals and co-sell motions; maintain a clear view of pipeline, forecast, and partner performance
• Build relationships across partner orgs (BD/Partnerships, Product, Engineering, Sales, Marketing) to align incentives and remove blockers
• Enable partner teams (training, materials, playbooks) to confidently position Ramp and deliver consistent deal throughput
• Partner cross-functionally with Ramp Product/Engineering, Marketing, RevOps, and Sales to launch integrations, run co-marketing, and improve the partner journey
• Become an expert in Ramp’s platform, APIs/integrations, and workflows—translating technical capabilities into business value for partners and their customers
• Build new (and improve existing) partner workflows, reporting, and sales motions to scale the ISV program