Summary

As an Enterprise Account Manager, you will be responsible for driving the strategy and growth of a book of Ramp's largest and most strategic customers. In this role, you will be responsible for maintaining the current revenue and usage of these customers, as well as identifying, pitching, and facilitating growth opportunities. You should be comfortable with building deep relationships at all levels of a customer’s organization and adept at managing complex customer relationships and product configurations. You will also work cross-functionally with senior members of Ramp’s team to strengthen the B2B relationship, coordinate customer efforts, and provide input as we evolve our product roadmap and processes. 

What You’ll Do

1. Take a portfolio-based approach to your book of business to identify areas of risk and opportunity
2. Build detailed territory and account plans to Lead Quarterly Business Reviews within your large business portfolio to identify opportunities for growth 
3. Lead frequent discussions (Weekly status calls, upsell calls, QBRs) with customers to ensure they are leveraging the Ramp platform to achieve successful business outcomes
4. Drive awareness and usage of new or updated Ramp features to the customers in your book
5. Own end-to-end execution of contract renewals and upsells
6. Collaborate with product, design, and engineering teams to provide informed recommendations for Ramp’s Enterprise product roadmap that enhance the customer experience 
7. Navigate and update internal and external stakeholders, inclusive of C-suite executives, investors, partners, and cross-functional partners
8. Exhibit strong analytical and presentation skills, and operate with high urgency and professionalism
9. Contribute meaningfully to the team and Ramp culture

What You Need

1. Minimum 7 years of experience as an Account Manager, CSM, or other Sales-related function
2. Minimum 3 years experience selling to Enterprise sized businesses
3. Experience or strong familiarity with Payments/Fintech/Finance/Accounting or related fields
4. Commercial experience, including negotiating complex six-figure renewal and upsell contracts  
5. Ability to understand complex products and integrations, and a history of communicating them to customers to maximize usage. 
6. Strong ability to articulate contractual, technical, and financial value points to customers, internal senior leaders, and executive leaders.
7. Consistent track record of hitting or exceeding sales targets in a fast-paced environment
8. A strong drive to succeed, and comfortable pushing the pace of action with customers and internal teams 
9. High adaptability and understanding of change within the evolution and ambiguity of a startup
10. Ability to travel occasionally for customer on-site, events and internal summits

Nice to Haves

1. Experience with financial services sales
2. Experience at a high-growth startup
3. Ability to understand financial services

Skills

• Accounting
• Analytical Thinking
• Communications Skills
• Team Collaboration