客户激活经理 | 中型企业
Customer Activation Manager | Mid-Market
关于Ramp
Ramp正在为财务团队构建智能基础设施，嵌入企业每一美元支出的交易流程中。我们自动化了超过2000亿美元年度支出在70,000多家公司内的流动：授权支付、标记风险、分类支出和结账。
这些问题高风险、数据密集且不容错误。
我们招聘具有高度自主性和紧迫感的人才。我们更看重的是你所具备的斜率而非截距。我们不太关注你在哪里接受培训，而更关注你已经构建了什么。在Ramp，每个人都是一个从头到尾负责问题的建造者，并做出影响结果的重要决策。
Ramp的中型客户平均在第一年节省5%的成本并实现16%的收入增长——远超没有使用Ramp的企业。我们认为每家有抱负的公司都值得拥有同样的工具。
如果你希望构建直接塑造企业如何移动和管理数十亿美元的系统，Ramp就是你的选择。
职位描述
Ramp的中型市场客户激活经理不管理账户——他们改变企业运行财务的方式。这是一个适合那些曾在组织中经历过变革困难的人，他们懂得CFO的语言，并且像外科医生使用手术工具一样使用AI：不是偶尔，不是作为实验，而是作为他们工作的默认方式。你将负责约45家中型市场的客户，负责推动真正的流程变革——不仅仅是完成上手过程
你将做什么
1. 带领中型市场客户完成完整的转型旅程——从实施到自主流程的采用——对价值实现时间和可衡量的业务成果有明确的责任
2. 为每个客户制定并负责变更管理策略：绘制利益相关者，诊断抵触情绪，建立内部联盟，并推动采用直至成功
3. 用CFO和财务主管关心的语言量化并传达Ramp的影响——包括周期关闭改进、支出可见性、差异减少和投资回报率——而不仅仅是产品使用指标
4. 在多个层级的客户组织中进行利益相关者管理，包括你独立负责的财务领导关系
5. 每天使用AI工具准备客户会议、制作材料、分析数据、识别账户风险，并以传统方法无法匹敌的速度运作
6. 帮助客户理解和采用Ramp的自主财务功能——将新流程定位为基本要素，而非功能
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ABOUT RAMP
Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books.
The problems are high-stakes, data-dense, and unforgiving.
We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome.
The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same.
If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it.
About the Role
Ramp's Mid-Market Customer Activation Managers don't manage accounts — they transform how companies run their finances. This is a role for people who have been inside organizations when change was hard, who speak the language of a CFO, and who already use AI the way surgeons use instruments: not occasionally, not as an experiment, but as the default way they work. You'll own a book of ~45 mid-market customers, responsible for driving genuine workflow transformation — not just onboarding completion
What You'll do
1. Lead mid-market customers through the full transformation journey — from implementation through agentic workflow adoption — with clear accountability for time-to-value and measurable business outcomes
2. Build and own the change management strategy for each account: map stakeholders, diagnose resistance, build internal coalitions, and drive adoption past the finish line
3. Quantify and communicate Ramp's impact in the language CFOs and Controllers care about — close cycle improvement, spend visibility, variance reduction, and ROI — not just product usage metric
4. Run stakeholder management across multiple layers of a customer org, including finance leadership relationships you own independently
5. Use AI tools daily to prepare for customer calls, build materials, synthesize data, identify account risk, and operate at a pace traditional methods can't match
6. Help customers understand and adopt Ramp's agentic finance capabilities — positioning new workflows not as features, but as fundamental changes to how their finance team operates
7. Partner with Account Executives and Technical Consulting to deliver seamless implementations and expand Ramp's footprint within accounts
8. Bring customer insight back to Product — surfacing patterns, gaps, and opportunities from your accounts to shape how Ramp evolves
What You'll Need
- 5+ years of customer-facing experience in customer success, consulting, or implementations with a proven, consistent track record of driving customer outcomes and exceeding goals
- Demonstrated ability to drive workflow adoption inside organizations, navigate real resistance from real stakeholders, and produce measurable results; finance or fintech context is a plus but not required
- AI fluency as a daily habit — you already use AI tools habitually to prep for calls, synthesize information, build customer-facing materials, and automate repetitive tasks; this is how you work, not something you're exploring
- Ability to communicate Ramp's impact in financial terms — walking a controller through the business case for a workflow change, connecting implementation milestones to P&L outcomes, and running executive updates that land with finance leaders
- Technical acumen to hold your own in conversations with Product and Engineering on integrations, APIs, and workflow architecture; credibility in technical conversations earns you a seat at the table with the full customer stakeholder group
- Prior demonstrated success in fast-paced, results-oriented GTM environments, ideally at SaaS or FinTech companies
- Strong collaboration and influencing skills across Sales, Product, Operations, and other GTM teams
Nice to Haves
1. Experience helping customers adopt AI-powered or agentic workflows at scale; understanding of what friction looks like in practice and what makes transformation stick
2. Exposure to FP&A, accounting software ecosystems (NetSuite, Sage, QuickBooks, Xero), expense management, or CFO-adjacent workflows
3. Demonstrated commercial impact — expansion, retention, or time-to-value outcomes with specific metrics attached
4. Background at an AI-first or AI transformation company where rethinking workflows around AI was part of the product or culture
5. Management consulting background with structured problem-solving, client management, and the ability to turn ambiguity into a plan
6. High-growth or startup experience with comfort operating in ambiguity and rapid change
For candidates located in NYC or SF, the pay range for this role is $128,000 - $176,000. For candidates located in all other locations, the pay range for this role is $115,000- $158,300.
BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL)
- Flexible PTO
- Centralized home-office equipment ordering
- Health and wellness stipend
- Budget for intra-office travel
- Weekly coffee stipend
UNITED STATES
- 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents
- One Medical annual membership
- 401(k), including employer match on contributions made while employed by Ramp
- Fertility HRA (up to $10,000 per year)
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay
- Pet insurance
- In-office perks: lunch, snacks, drinks, and more
- Relocation expense coverage to NYC or SF (if needed)
CANADA
- Group medical, dental, and vision coverage through Sun Life
- Life, AD&D, and disability coverage
- Fertility drug coverage (up to $4,000 lifetime)
- Group Retirement Plan with employer match (RRSP + DPSP)
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay
- Employee Assistance Program and virtual care through Lumino Health
UNITED KINGDOM
- Private medical insurance through Freedom Elite
- Virtual GP and at-home care via eMed x Livi
- Workplace pension through Penfold, with salary sacrifice option
- Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay
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.
Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process.
Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice