Head of Revenue Operations

Ramp is building the next generation of finance tools-from corporate cards and expense management, to bill payments and accounting integrations-designed to save businesses time and money with every click. Over 12,000 customers cut their expenses by 3.5% per year and close their books 8x faster by switching to the Ramp platform.

Founded in 2019, Ramp powers the fastest-growing corporate card and bill payment software in America and enables billions of dollars of purchases each year. Ramp continues to grow quickly, more than doubling its revenue run rate in the first half of 2022.

Valued at $8.1 billion, 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. Ramp was named Fast Company's most innovative finance company in 2022 and #5 on LinkedIn Top Startups 2022.

About the Role

Ramp is in a critical phase of growth. We grew revenue by 60x in 2020, 8x in 2021, and are building out a talented revenue operations team to ensure we maintain this trajectory for years to come. As the Director of Revenue Operations, you'll work directly with our VP Business & Revenue Operations and GTM leaders to deeply understand and improve our GTM engine across a multitude of aspects across sales and partnerships strategy, operational process, analytics, and tools & systems.

You will lead the teams that serve as the direct operational business partners to the GTM functions at Ramp, directly overseeing the Sales & Post-Sales Operations, and Partner Operations teams. You will put in place an improved goal-setting, forecasting, reporting/analytics, and tooling infrastructure, and quarterback across the company to ensure that Ramp's GTM teams are well positioned to exceed their goals. This is a key role where you will be uniquely positioned to impact the full picture of Ramp's growth efforts across key customer facing functions.

What You'll Do

• Manage and build out Ramp's Sales Operations & Partner Operations team to support a fast-growing GTM team of 100+ sales reps and partner managers
• Work with GTM Leaders to translate go-to-market strategy into action, help manage attainment to goals, and operationalize improvements to playbooks, processes, and tools
• Lead all aspects of day to day and strategic sales and partner operations, from managing daily operations & process, quota & commissions, quarterly & annual planning, to deal desk
• Proactively drive change management, and set up new GTM motions as needed, including spearheading a dedicated partner operations function at Ramp
• Partner with Ramp's Head of GTM Analytics & Strategy to oversee regular exec and team level reporting and forecasting, and proactively provide insights to GTM teams
• Partner with systems engineering teams to build and operationalize the GTM tech stack
• Hire, coach, and develop team members across the Revenue Operations team, managing a combination of ICs and managers to begin with
• Serve as a key leader on the Ramp GTM & Operations leadership team, directly responsible for ensuring we set up and execute a GTM machine

What You'll Need

• Minimum 10 total years of experience in revenue operations or sales operations at B2B companies that have yielded exponential growth
• Minimum 5 years managing and scaling teams across Sales Operations and Channel Partner Operations, with a strong eye towards talent management
• You have experience supporting GTM functions scaling GTM teams at least 3x, beyond 200-300+ reps
• You're a structured and analytical thinker with a natural capacity to distill complex concepts and effectively communicate them to a variety of audiences
• You have an exceptional ability to draw key insights from both quantitative and qualitative data
• You have a strong bias towards action (you will need to roll up your sleeves and produce one minute and zoom out and strategize the next)
• You have strong project management skills with experience delivering high quality results in tight deadline environments
• You have direct experience working with GTM Systems and systems engineering teams,
• You're a master with Excel, PPT, SFDC, and BI tools

Nice to Haves:

• Fintech and financial services domain expertise
• Prior experience at a hypergrowth startup
• Experience supporting channel partner and post-sales teams with designing cross-sell and upsell motions, setting up CPQ and deal desk
• Strong understanding of broader GTM systems & tooling (Hubspot, Marketo, Outreach, Segment, etc), including SFDC admin experience
• Prior experience in management consulting, investment banking, PE/VC, and/or operations & strategy at a fast-growing startup

Compensation

• The annual salary/OTE range for the target level for this role in NYC is $220,000-$245,000 + target equity + benefits (including medical, dental, vision, and 401(k)

Ramp Benefits (for U.S. based employees)

• 100% medical, dental & vision insurance coverage for you
  • Partially covered for your dependents
  • One Medical annual membership
• 401k (including employer match)
  • Please note only 401k contributions made while employed by Ramp are eligible for an employer match
• Unlimited PTO
• WFH stipend to support your home office needs
• Wellness stipend
• Parental Leave
• Relocation support
• Pet insurance