Manager, Mid-Market Solutions Consulting

ABOUT THE ROLE

As the Manager, Mid-Market Solutions at Ramp, you will lead and develop a high-performing team of Solutions Consultants supporting Mid-Market prospects and customers. You will establish the operating rhythm for a high-volume, fast-moving pre-sales motion; coach the team on discovery, demos, solution fit, and value-based selling; and partner closely with Sales, Product, Customer Success, Account Management, and Technical Consulting to deliver a consistent customer experience.

This is a player-coach leadership role. You will stay close to important opportunities while building a scalable team model: clear engagement standards, repeatable demos and discovery practices, strong capacity planning, and effective handoffs. You will use customer feedback and performance data to improve how Mid-Market Solutions Consultants help Ramp win, activate, and grow customers.

WHAT YOU'LL DO

- Lead, coach, and develop a team of Mid-Market Solutions Consultants; set clear expectations, provide regular feedback, and support career growth.

- Establish a high-quality operating cadence for pipeline reviews, staffing, deal strategy, call coaching, performance management, and cross-functional planning.

- Partner with Mid-Market Sales leadership to improve qualification, deploy Solutions capacity effectively, and build repeatable account and deal strategies.

- Coach the team to run high-quality discovery, deliver tailored and efficient demos, connect Ramp’s products to finance and accounting workflows, and navigate solution-fit conversations with confidence.

- Personally support the highest-priority or most complex Mid-Market opportunities, escalations, and customer-facing moments when needed.

- Build scalable playbooks, demo standards, discovery frameworks, enablement assets, and knowledge-sharing practices that raise the team’s quality and speed.

- Partner with Product, Product Marketing, Customer Success, Account Management, and Technical Consulting to translate recurring customer needs into clear feedback, strong handoffs, and improved customer outcomes.

- Define and inspect team health metrics such as coverage, conversion, cycle efficiency, demo quality, solution fit, customer outcomes, and talent development.

- Foster an inclusive, high-accountability culture grounded in customer empathy, collaboration, urgency, and continuous improvement.

- Identify practical ways for the team to use AI to improve preparation, documentation, deal research, demo readiness, and customer-facing work while maintaining good judgment.

WHAT YOU NEED

- 6+ years of experience in Solutions Consulting, Sales Engineering, Solutions Architecture, Professional Services, or a related customer-facing technical role, including 2+ years of people management or demonstrated player-coach leadership.

- Proven success leading or mentoring teams in a high-volume SaaS, fintech, or other customer-facing commercial environment.

- Strong understanding of financial operations, accounting workflows, and the needs of finance and operations stakeholders.

- Working knowledge of business systems and integrations, including ERP, HRIS, identity, or accounting platforms; APIs and file-based integrations are a plus.

- Demonstrated ability to coach others on discovery, solution fit, demo execution, commercial judgment, technical communication, and consultative selling.

- Strong operating judgment: able to prioritize team capacity, inspect pipeline health, use data to improve execution, and make clear trade-offs in a fast-paced environment.

- Proven ability to partner effectively with Sales and post-sales leaders while protecting customer trust and delivery readiness.

- Track record of building repeatable team processes, assets, and rituals that improve consistency beyond individual contributions.

- Excellent communication, organizational, and change-management skills.

NICE TO HAVE

- Experience in fintech, spend management, accounting automation, payments, or adjacent financial software.

- Familiarity with Ramp-relevant systems such as ERP, HRIS, identity, or accounting platforms.

- Experience using AI-assisted workflows to improve solutions, sales, or customer-facing team effectiveness.