AI Account Executive, Glass

ABOUT THE ROLE

Ramp is building the future of work with AI. We’re bringing a new class of AI-native products to market that can understand business context, make decisions, and increasingly execute work on behalf of customers.

We’re looking for an AI Account Executive to help build the commercial motion for this emerging portfolio. You’ll own the full sales cycle, from creating pipeline and shaping the customer’s problem through evaluation, close, and activation. You’ll work across Engineering, IT, Security, and Procurement to turn complex AI capabilities into clear business outcomes.

This is a founding seller role. You’ll help define the market, qualification criteria, sales process, messaging, and playbooks that the broader organization will use. The right person is both a closer and a builder: someone who can win important early customers, learn quickly from the field, and turn those lessons into a repeatable system. We’re hiring AI Account Executives at multiple levels. The scope of the role, title, and compensation will reflect your experience and demonstrated ability to lead complex sales cycles and build new commercial motions.

WHAT YOU’LL DO

- Own the full sales cycle: Source, qualify, develop, and close net-new opportunities for Ramp’s AI products, with accountability for pipeline creation, revenue, and forecast accuracy.

- Create demand in an emerging category: Help customers identify high-value AI use cases, connect technical capabilities to urgent business problems, and build conviction before a mature buying process exists.

- Navigate complex buying groups. Multi-thread across Finance, Engineering, IT, Security, Procurement, and executive stakeholders to align technical requirements, economic value, and organizational priorities.

- Build the business case: Quantify ROI, total cost of ownership, operational impact, and risk reduction to earn executive sponsorship and create urgency.

- Lead rigorous evaluations: Partner with Solutions, Product, and Engineering to scope demonstrations, pilots, security reviews, and implementation plans that establish a credible path to production.

- Shape the commercial narrative: Pressure-test positioning, discovery, pricing, objection handling, and competitive messaging through direct customer engagement.

- Turn field learning into a playbook: Document repeatable qualification criteria, buyer patterns, use cases, proof points, and deal strategies that improve the performance of future sellers.

- Influence the product roadmap: Build a tight feedback loop with Product and Engineering by clearly communicating what customers value, where deals stall, and which capabilities will unlock adoption.

- Operate as a founding team member: Help establish the standards, culture, tooling, and operating cadence for Ramp’s AI sales organization.

WHAT YOU NEED

- A track record of meeting or exceeding revenue targets in complex B2B software sales, whether you’re an experienced AE ready for a new challenge or a seasoned enterprise seller looking to build something new.

- Experience owning multi-stakeholder sales cycles from pipeline generation through close, ideally involving six-figure contracts or enterprise customers.

- Demonstrated success selling a new product, emerging category, or technical solution without relying on a fully established playbook.

- Strong discovery and business-case development skills, including the ability to quantify ROI, total cost of ownership, and measurable operational outcomes.

- Technical fluency and intellectual curiosity: you can credibly discuss integrations, data flows, security, reliability, and AI capabilities with technical stakeholders without resorting to hand-waving.

- Executive presence and the ability to communicate clearly with CFOs, CTOs, Finance leaders, Engineering teams, Procurement, and Security.

- Strong pipeline discipline, forecasting judgment, and familiarity with structured sales methodologies such as MEDDICC, Command of the Message, or similar frameworks.

- High agency and comfort operating in ambiguity. When the answer or playbook doesn’t exist, your instinct is to build it.