Manager, Sales Development | SMB

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

Nice-to-Haves

• Experience with financial services sales in a full cycle sales role
• Experience at a high-growth startup
• Bachelor's degree from an accredited university