Manager, Account Executive, Strategic

ABOUT THE ROLE

As a Manager of Strategic Account Executives at Ramp, you'll lead the team responsible for winning our largest and most complex customers. Reporting to our Enterprise Sales Leader, you'll coach a team of Strategic AEs through long, multi-threaded sales cycles while building a culture of rigor, accountability, and high performance.

This is a hands-on, player-coach role. You'll spend your time in the deals with your team: running deal strategy, joining executive meetings, navigating procurement and security reviews, and helping close transformational, multi-product deals. You'll partner closely with solutions consulting, account management, product, marketing, partnerships, and finance to make sure we win, and win in a way that sets customers up for long-term success.

Most Critical Traits

1/ Strategic Deal Leadership: You are an expert at running complex, high-value deals with many stakeholders, long cycles, and significant contractual, technical, and financial scrutiny, and you can teach your team to do the same.

2/ Coaching and Developing Talent: You make good AEs great. You coach through live deals, give direct feedback, and build repeatable habits across the team.

3/ Operational Rigor: You run a disciplined team. You forecast accurately, inspect pipeline closely, and use data to spot risks and opportunities early.

What You'll Do

- Lead, coach, and develop a team of Strategic AEs selling into Ramp's largest prospects

- Own your team's pipeline, forecast, and revenue targets, and deliver predictable results quarter over quarter

- Get directly involved in key deals: build account strategies, multi-thread into executive teams, and help navigate procurement, legal, IT, and security processes

- Run rigorous deal reviews and pipeline inspections to improve win rates, deal velocity, and deal size

- Partner with solutions consulting, account management, product, and support to deliver tailored, multi-product solutions and smooth handoffs post-close

- Bring customer and market insights back to product and GTM leadership to shape the roadmap and Enterprise strategy

- Recruit, hire, and onboard top strategic sales talent as the team grows

- Help execute the Enterprise GTM strategy set by the Enterprise Sales Leader, and contribute ideas to improve it

What You'll Need

- 3+ years of experience managing quota-carrying enterprise or strategic sales teams, with a track record of hitting or exceeding targets

- A background as a top-performing enterprise or strategic AE closing complex, six- and seven-figure deals

- Deep experience running long sales cycles with multiple stakeholders, including the C-suite, procurement, legal, and IT

- Strong forecasting and pipeline management discipline, and comfort using data to drive decisions

- A proven ability to coach AEs through live deals and develop them into stronger sellers

- Strong cross-functional collaboration skills, with experience partnering closely with solutions, product, and post-sales teams

- Excellent communication skills, including the ability to articulate contractual, technical, and financial value to executive buyers

Nice-to-Haves

- Experience selling to CFOs, Controllers, and finance leaders

- Financial services or fintech experience

- Experience selling platform or multi-product SaaS solutions that involve ERP or systems integrations

- Experience at a high-growth company