Description
Compensation
OTE $158.4K – $242K • Offers Equity • Offers Commission • 70/30 split
The final compensation will depend on the location and level at which you are hired.
About the Role
You will serve as a front-line manager for a team of Sales Development Representatives, responsible for outbound prospecting and pipeline generation across Ramp’s SMB segment.
You will lead and evolve the SMB sales development motion by providing 1:1 coaching, onboarding, training, and mentorship; setting team strategy; and partnering closely with Sales, Marketing, Product, and Executive Leadership to drive pipeline and business outcomes.
As a member of the Sales Leadership team, you will play a critical role in developing SDR talent, scaling effective outbound practices, and continuously refining Ramp’s SMB go-to-market motion.
What You'll Do
- Build and scale the SMB SDR function by evolving team operating rhythms, playbooks, coaching standards, and processes for an open-territory outbound motion.
- Set and maintain a high-performing culture by overseeing daily SDR activity, pipeline generation, and quota performance to ensure key performance metrics are met.
- Hire, onboard, and train new SDRs on Ramp’s products, buyer personas, competitive landscape, prospecting strategy, and tools through hands-on methods including role-plays.
- Develop and execute career-growth and leadership plans for direct reports, including daily 1:1 mentorship and coaching on time management, objection handling, prospecting tactics, active listening, and pipeline creation.
- Coach SDRs on effective multichannel outbound prospecting, including account research, relevant messaging, call execution, and using AI tools to improve efficiency and quality.
- Partner with AEs and Sales and Marketing counterparts on pipeline-generation, territory, and prospecting initiatives that support SMB business objectives.
- Report on team performance, pipeline health, and forecasts to senior leadership.
- Improve team output and efficiency over time by identifying opportunities to optimize systems, processes, enablement, and AI-supported workflows.
- Establish and maintain a library of prospecting resources, best practices, and training materials for the SMB SDR team.
- Represent the SMB Sales Development team cross-functionally with leaders across Sales, Marketing, Product, and other departments.
What You Need
- Minimum of 2 years of quota-carrying sales experience as an individual contributor, with a proven, consistent track record exceeding goals
- Minimum of 2 years of experience building and leading sales development teams with a proven track record of exceeding goal
- Prior demonstrated success in fast-paced, results-oriented GTM environments, ideally at SaaS companies, and history of consistently performing above quota in an outbound sales environment
- A passion and excitement for hiring, with a thoughtful approach to team planning and development
- Ability to articulate contractual, technical, and financial value points to customers, including executive leaders
- Proficiency in data analytics tools (ie. Salesforce, Looker, and Excel) and familiarity with email and call automation platforms
- High proficiency with AI tools (Claude, OpenAI, etc.), with the ability to incorporate tooling into prospecting, coaching, team workflows, and process improvement to drive greater SDR productivity
- Ability to leverage data to drive decisions, create systems, and identify process improvements to improve efficiency
- Strong collaboration and influencing skills, demonstrated through excellent communication and presentation skills
Benefits
- Flexible PTO
- Centralized home-office equipment ordering
- Health and wellness stipend
- Budget for intra-office travel
- Weekly coffee stipend
- 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)