企业销售发展经理
Enterprise Manager, Sales Development
关于Ramp
Ramp正在构建财务团队的智能基础设施，嵌入每笔企业支出的交易流程中。我们自动化了超过2000亿美元的年支出在70,000多家公司中的流动：授权付款、标记风险、分类支出并完成账务结算。
这些问题高风险、数据密集且不容失误。
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的培训，而更关注你实际构建过什么。在Ramp，每个人都是全程负责问题的建造者，并做出影响结果的重要决策。
Ramp的平均客户在第一年节省了5%的成本，并实现了16%的收入增长——远超没有使用Ramp的企业。我们相信每家有抱负的公司都应享有同样的机会。
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
你将作为一线管理者，负责一支企业销售开发代表（SDR）团队，负责Ramp最大和最具战略意义客户的外向性拓展和销售线索生成。
随着Ramp扩大其高端市场影响力，你将帮助从零开始建立并发展企业市场进入策略。你将领导并培养表现优异的SDR，他们负责特定客户账户并处理复杂的多线程企业销售流程。
主要职责包括指导和发展SDR，制定团队策略，并与销售、市场、产品和高管团队紧密合作，推动企业销售线索和业务成果。作为销售领导团队的一员，你将在塑造、扩展和优化Ramp的企业增长策略中发挥关键作用。
你将负责：
- 建立并扩展企业SDR职能，包括团队结构、操作手册和针对特定客户账户的流程。
- 通过管理日常活动、配额达成情况和关键绩效指标来培养高效能的团队文化。
- 招聘、入职和培训SDR，教授Ramp的产品、企业买家角色、竞争环境以及销售工具。
- 为下属制定并执行职业发展和领导力计划，包括定期的一对一辅导，涉及时间管理、异议处理、企业拓展和积极倾听等技能。
- 指导SDR处理复杂的多线程企业外向性销售流程，包括账户研究、高管层面的沟通等。
查看英文原文
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
You will serve as a front-line manager for a team of Enterprise Sales Development Representatives (SDRs) responsible for outbound prospecting and pipeline generation across Ramp’s largest and most strategic accounts.
As Ramp expands its upmarket presence, you will help build and evolve the Enterprise go-to-market motion from the ground up. You will lead and develop high-performing SDRs who manage named books of business and navigate complex, multi-threaded enterprise sales cycles.
Key responsibilities include coaching and developing SDRs, setting team strategy, and partnering closely with Sales, Marketing, Product, and executive leadership to drive enterprise pipeline and business outcomes. As a member of the Sales Leadership team, you will play a critical role in shaping, scaling, and refining Ramp’s Enterprise growth strategy.
WHAT YOU'LL DO
- Build and scale the Enterprise SDR function, including team structure, playbooks, and processes for a named-account motion.
- Foster a high-performing team culture by managing daily activity, quota attainment, and key performance metrics.
- Hire, onboard, and train SDRs on Ramp’s products, enterprise buyer personas, competitive landscape, and sales tools.
- Create and execute career-development and leadership plans for direct reports, including regular 1:1 coaching on time management, objection handling, enterprise prospecting, and active listening.
- Coach SDRs through complex, multi-threaded enterprise outbound motions, including account research, executive-level messaging, and strategic pipeline generation.
- Partner with Sales and Marketing to develop and execute initiatives that advance company objectives.
- Report on team performance and forecast pipeline to senior leadership.
- Improve team output and efficiency by continuously optimizing systems, processes, and operating rhythms.
- Represent the Enterprise Sales Development team in cross-functional forums and with leaders across the organization.
WHAT YOU NEED
- At least 2 years of quota-carrying individual-contributor sales experience, with a consistent record of exceeding goals.
- At least 3 years of experience building and leading sales development teams, with a demonstrated record of exceeding team goals.
- Success in fast-paced, results-oriented go-to-market environments (ideally within SaaS) and a history of outperforming quota in outbound sales.
- Experience managing or selling into enterprise accounts with complex, longer sales cycles.
- A passion for hiring and talent development, with a thoughtful approach to team planning and career growth.
- Ability to articulate contractual, technical, and financial value propositions to customers, including executive stakeholders.
- Proficiency with data-analysis tools, as well as familiarity with email and call-automation platforms.
- Ability to use data to inform decisions, build scalable systems, and identify process improvements that increase conversion and efficiency.
- Strong collaboration, communication, influence, and presentation skills.
NICE-TO-HAVES
- Experience selling financial-services products in a full-cycle sales role.
- Experience building an Enterprise SDR function from the ground up or scaling a team within a new segment.
- Experience at a high-growth startup.
- Bachelor’s degree from an accredited university.
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