About Ramp

Ramp is the ultimate platform for modern finance teams. Combining corporate cards with expense management, bill payments, vendor management, accounting automation and more, Ramp's all-in-one solution is designed to save businesses time and money, and free finance teams to do the best work of their lives. Our mission is to help build healthier businesses, and it’s working: over 15,000 businesses on Ramp to save an average 5% and close their books 8x faster. 

Founded in 2019, Ramp powers the fastest-growing corporate card and bill payment platform in America, and enables tens of billions of dollars in purchases each year. 

Ramp's investors include Founders Fund, Stripe, Citi, Goldman Sachs, Coatue Management, D1 Capital Partners, Redpoint Ventures, General Catalyst, and Thrive Capital, as well as over 100 angel investors who were founders or executives of leading companies. The Ramp team comprises talented leaders from leading financial services and fintech companies—Stripe, Affirm, Goldman Sachs, American Express, Mastercard, Visa, Capital One—as well as technology companies such as Meta, Uber, Netflix, Twitter, Dropbox, and Instacart. In 2023, Ramp was named Fast Company’s #1 Most Innovative Company in North America, LinkedIn’s #1 Top Startup in the U.S., a CNBC Disruptor, and a TIME100 Most Influential Company.

Reporting directly to our VP of Sales, the Head of Channel Sales will be responsible for developing and executing strategies to drive revenue growth through our indirect sales channels. You will serve as a key partner for senior leaders, act as the voice for all indirect revenue functions in internal planning, and, most importantly, own the lead-generation and sales goals for all channels. As such, you’ll work closely with the field leaders on each channel vertical to tailor our go-to-market strategy to fit the needs of each audience and market. 

The successful candidate will be able to drive cross-functional projects, prioritize tasks in a fast-paced startup environment, and communicate effectively up and down the organization; most importantly, they will be able to develop and execute a plan to exceed lead-generation and sales targets for channel. This is a high visibility, executive-level sales leadership role requiring strong strategic vision combined with focused execution. If you have a successful track record of managing channel sales teams and driving exponential revenue growth, we want to hear from you.

What you’ll do: 

• Develop and implement channel sales strategies to expand market penetration, drive revenue, and meet lead-generation (SQL) and sales targets

• Drive execution across key cross-functional partners (i.e, marketing and product) and your direct reports 

• Ensure Ramp formalizes and manages accretive relationships with key channel partners

• Recruit, onboard, manage, coach and develop high-performing channel sales teams

• Create effective incentive programs and promotions to motivate channel partners

• Collaborate with channel account managers to identify and qualify new channel partners

• Negotiate reseller agreements and programs with new and existing channel partners

• Analyze sales data and metrics to identify areas of opportunity in channel sales pipeline and performance

• Forecast and track channel sales revenue, profitability, and partner performance metrics

• Represent company brand and products at industry events and partner meetings

• Build excellent relationships with channel partners to foster loyalty and increased sales

What you’ll need

• 5-7+ years managing high-performance channel/indirect sales organizations

• Proven success developing creative channel sales strategies and accelerating revenue

• Knowledge of channel sales models including resellers, distributors, agents, etc.

• Experience recruiting, developing, and retaining channel operations and marketing talent

• Experience with a distributed organization, having built strong partnerships with stakeholders across diverse cultures and backgrounds

• Excellent negotiation skills and ability to influence channel partners

• Strong analytical skills and data-driven approach to decision making

• Proficient in CRM and sales performance software/tools

• Demonstrated ability to build and present data-driven recommendations and analyses to C and Board-level executives

Compensation

• The annual salary/OTE range for the target level for this role is $280,500-330,000 (80/20 split) + target equity + benefits (including medical, dental, vision, and 401(k)

Benef