Manager, Channel Partnerships | Private Equity

ABOUT THE ROLE

Ramp is building a scaled Private Equity channel that makes Ramp the trusted financial-operations partner for PE firms and their portfolio companies. The Manager, Channel Partner Management — Private Equity will lead an established five-person team of Channel Partner Managers and raise the quality, rigor, and efficiency of an existing motion.

The team includes one Upmarket PE CPM, focused on the most strategic and complex sponsor relationships, and four Core / Downmarket PE CPMs, focused on scaled coverage, activation, and portfolio-company pipeline generation. This leader is not being hired to redesign the team or recategorize the program. They will make the current team more effective: clarifying expectations, improving performance, and ensuring each CPM has the tools, coaching, and cross-functional support to execute at a high level.

This is a people-leadership and operating-excellence role—not a player-coach role defined by personally owning every senior relationship or stepping into every deal. The manager will diagnose performance and conversion gaps, coach specific skills, establish a rigorous inspection cadence, and hold a high bar for accountability. They will work closely with Channel, Sales, Marketing, Finance, RevOps, and other partners to improve collateral and partner messaging, refine activation and incentive plans, strengthen account and portfolio planning, and remove friction from the CPM workflow.

The goal is continuous improvement: make the team more poised with partners, more commercially disciplined, more efficient in how it spends time, and more consistent in turning PE relationships into high-quality outcomes.

WHAT YOU'LL DO

- Lead, coach, and develop a five-person PE CPM team: one Upmarket PE CPM and four Core / Downmarket PE CPMs

- Set clear role charters, coverage models, capacity expectations, and success metrics by segment; ensure the Upmarket motion receives the depth it needs while Core / Downmarket operates with speed and repeatability

- Build the team’s commercial operating rhythm across sourced pipeline, qualified opportunities, closed-won revenue, partner activation, portfolio coverage, conversion, velocity, and partner health

- Coach CPMs from real partner interactions and account plans: identify the specific skill gap, prescribe an intervention, inspect behavior change, and hold a high bar for outcomes

- Partner with Sales, Account Management, Customer Success, Finance, ChOps, Growth, and leadership to convert PE influence into high-quality pipeline and strategic account outcomes

- Recruit, onboard, performance-manage, and retain a high-performing, collaborative team

- Serve as an executive point of escalation for the team’s most strategic PE relationships, using judgment about when to coach, join, or personally intervene

- Use AI and automation to improve research, portfolio coverage, executive preparation, relationship tracking, and team productivity

- Help shape the evolving PE channel strategy and codify repeatable playbooks for the broader Channel organization

WHAT YOU NEED

- 5+ years of relevant quota carrying experience, ideally with a focus on Private Equity firms and their portfolio companies

- 1+ years of people-management experience, ideally leading a revenue-carrying partnerships, sales, or account-management team

- Demonstrated success building and managing a complex book of investor, sponsor, or enterprise partner relationships with measurable commercial outcomes

- Strong commercial judgment: can distinguish influence from source, quantify partner impact, and prioritize finite team capacity against the highest-value opportunities

- A rigorous, data-driven management style; comfortable using funnel health, conversion, velocity, activity quality, and account/partner signals to coach and allocate resources

- Executive presence with PE partners, operating teams, CFOs, and internal senior stakeholders

- Proven ability to lead through ambiguity, create structure, and drive cross-functional outcomes without relying on formal authority

- High standards for performance management, feedback, and talent development

NICE TO HAVES

- Fintech, payments, expense management, AP, procurement, or CFO-software experience

- Experience designing partner programs, referral mechanics, or account-mapping motions