Manager of Account Managers, Ramp

• Minimum of 5 years of quota-carrying sales or account management experience as an individual contributor, with a proven, consistent track record of success
• At least 2 years experience at a Mid-Market/Enterprise level
• Cross and upsell experience is a plus
• Minimum of 3 years of experience building and leading account management teams focused on mid sized or larger clients (500+ employees) with a proven track record of exceeding goal
• Strong preference for experience in the Fintech/Finance/ERP space selling to CFOs and finance functions
• Prior demonstrated success in fast-paced, results-oriented GTM environments, ideally at SaaS companies
• 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
• Strong track record of negotiating, structuring and executing complex sales agreements
• Proficiency in data analytics tools (ie. Salesforce, Looker, and Excel)
• 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 skills

Desirable

• You will be a front-line manager to a group of 5-8 experienced Account Managers, who each manage a book of ~30-100 customers in Ramp’s critical MM portfolio
• You will be responsible for 1:1 coaching and mentoring, as well as developing strategy and working closely with leaders across Sales, Marketing, Operations, Risk, 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 account management motion
• Set and maintain a high-performing culture and morale by managing a group of exceptional 5-8 Account Managers
• Engage frequently with key customers and become deeply embedded in customer relationships with top accounts
• Oversee the daily activities and quota performance management of individual Account Managers to ensure key performance metrics are met
• Ensure the team exceeds spend activation, product activation, retention, expansion, and customer health goals
• Report on team performance and forecast to senior leadership
• Hire and train new Account Managers on Ramp’s product, buyer personas, competition, and tools through various methods (ie. role-plays, game film)
• Develop and execute career development and leadership plans for direct reports; inclusive of but not limited to daily 1:1 mentoring, coaching on sales skills, diving into customer call feedback, and leading enablement sessions
• Improve team output and efficiency over time by optimizing systems and processes
• Represent the Account Management team cross-functionally with leaders of other departments