Senior Manager, Account Manager | Mid-Market

About the Role

The next chapter of Ramp's growth runs straight through the customers we already have: 80,000+ finance teams who adopted us for one thing and haven't yet seen what the rest of the platform can do for them. Account Management owns that opportunity - and this role owns the team building the motion to capture it.

You'll lead a group of 5-8 Account Managers, each carrying a book of ~300 Mid-Market customers with real latitude over how they grow it. This is a build role, not a maintain role: the playbooks, coaching systems, and performance bar you set are the ones this team runs on next year. Your ceiling is set by how well you turn individual AM judgment into a repeatable, scalable motion that grows the segment.

What You’ll Do

• Build and run a high-performing team of 5-8 Account Managers - setting the bar for culture, morale, and daily execution.
• Get embedded in the relationships that matter. Engage directly with key customers and top accounts alongside your team, especially where trust is being built or repaired.
• Own the number. Manage quota performance and pipeline generation across your team to hit spend activation, product activation, retention, and expansion goals.
• Forecast and report team performance to senior leadership with clear-eyed visibility into what's working and what isn't.
• Hire and develop the next generation of AMs - training on product, buyer personas, competition, and tooling through role-plays, game film, and real deal work.
• Coach relentlessly. Run daily 1:1s, dissect call feedback, lead enablement sessions, and build career paths for every rep on your team.
• Turn what works into a system. Continuously refine team processes and tooling to improve output and efficiency as the segment scales.
• Represent Account Management cross-functionally, partnering with Sales, CX, CSM, Risk, and Product to remove blockers and drive outcomes.

What You’ll Need

• Minimum 3 years of quota-carrying sales or account management experience as an individual contributor, with a proven, consistent track record of exceeding goals (new business or cross-sell/upsell experience mandatory)
• Minimum 3 years building and leading account management or sales teams, with a track record of exceeding goal (new business or cross-sell/upsell experience mandatory)
• Prior success in fast-paced, results-oriented GTM environments, ideally at SaaS or AI companies
• A genuine passion for hiring, with a thoughtful approach to team planning and development
• Ability to articulate contractual, technical, and financial value to customers, including executive leaders
• Strong track record negotiating, structuring, and executing complex agreements
• Proficiency with data analytics tools (Salesforce, Looker, Excel) and a bias toward using data to drive decisions
• Strong collaboration and influencing skills, backed by excellent communication and presentation ability
• High agency and adaptability - no two days are the same, and the only constant is change
• A desire and willingness to jump headfirst into complex, challenging problems for the good of the business.

Nice-to-Haves

• Experience at a high-growth startup
• Bachelor’s degree from an accredited university