Senior Channel Partner Manager, Embedded ISV

Job description

ABOUT RAMP Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books. The problems are high-stakes, data-dense, and unforgiving. We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome. The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same. If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it. ABOUT THE ROLE Ramp is building out its partner ecosystem, and the Technology Partnerships team sits at the intersection of product, sales, engineering, and our growing network of third-party platforms. As a Channel Partner Manager, you'll turn Ramp's developer platform and embedded finance capabilities into scalable, revenue-generating partnerships with ISVs, embedded finance partners, and strategic tech platforms. You won't just help integrations launch; you'll make them a repeatable engine of partner-driven growth. You will be expected to source and shape partner opportunities, pitch and close co-build and co-sell agreements, own commercial success metrics, and orchestrate Ramp's internal teams and external partner teams toward meaningful activation and revenue. WHAT YOU'LL DO - Identify, prioritize, and close high-value ISV and embedded partner opportunities where Ramp can drive meaningful TPV, activation, and revenue - Pitch, negotiate, and close co-build and co-sell agreements with third-party platforms, ISVs, and strategic partners - Collaborate cross-functionally with product, sales, solutions, legal, engineering, and GTM teams to turn partner opportunities into scalable commercial motions - Define partnership success metrics (activated TPV, adoption, retention, partner-driven pipeline, and revenue) and be accountable for delivering against them - Manage senior partner relationships and act as the commercial quarterback between external partner teams and Ramp's product, engineering, sales, and legal teams - Identify integration blockers, ask strong questions, and bring the right Ramp experts into the room — without needing to personally architect every solution - Influence partner roadmaps, product prioritization, and GTM motions based on integration opportunities and ecosystem gaps WHAT YOU NEED - 6+ years of experience and a strong track record in technical sales, BD, alliances, channel partnerships, or strategic platform partnerships with measurable commercial outcomes - Proven commercial instincts: able to identify the right partner wedge, position integrations as strategic value, negotiate agreements, and structure co-sell or embedded distribution motions - Understanding of REST APIs, webhooks, authentication flows, and embedded finance primitives - Track record of delivering quantifiable results: activated revenue/volume, partner-driven pipeline, revenue impact, integration adoption, or similar outcomes from commercial partnership roles - Comfort selling to product and engineering leaders, understanding of API-based partnership models, and recognize when technical constraints create business/financial risk - Ability to translate between technical and commercial teams: comfortable discussing APIs, data flows, and implementation tradeoffs, but primarily oriented around deal strategy, partner value, and activation - Excellent communication skills with the ability to speak confidently with engineers, product teams, sales leaders, and C-suite stakeholders, and translate technical constraints into business implications - Bias toward execution and speed: you move fast, deliver clean work, and push initiatives across teams to completion - Comfort working in ambiguity — you thrive when documentation is incomplete, requirements evolve, and decisions must be made without perfect information NICE TO HAVES - Previous experience at a fintech or embedded-finance company - History of working with ERP, accounting, procurement, or spend-management platforms, or building integrations for them - Prior success in co-sell or partner-driven GTM motions - Familiarity with compliance or financial workflows (expense management, reimbursements, vendor payments, bookkeeping, etc.) BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL) - Flexible PTO - Centralized home-office equipment ordering - Health and wellness stipend - Budget for intra-office travel - Weekly coffee stipend UNITED STATES - 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents - One Medical annual membership - 401(k), including employer match on contributions made while employed by Ramp - Fertility HRA (up to $10,000 per year) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay - Pet insurance - In-office perks: lunch, snacks, drinks, and more - Relocation expense coverage to NYC or SF (if needed) CANADA - Group medical, dental, and vision coverage through Sun Life - Life, AD&D, and disability coverage - Fertility drug coverage (up to $4,000 lifetime) - Group Retirement Plan with employer match (RRSP + DPSP) - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay, with additional time available at reduced pay - Employee Assistance Program and virtual care through Lumino Health UNITED KINGDOM - Private medical insurance through Freedom Elite - Virtual GP and at-home care via eMed x Livi - Workplace pension through Penfold, with salary sacrifice option - Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced pay REFERRAL INSTRUCTIONS If you are being referred for the role, please contact that person to apply on your behalf. OTHER NOTICES Pursuant to the San Francisco Fair Chance Ordinance, we will consider for employment qualified applicants with arrest and conviction records. Beware of recruiting scams: Ramp will only contact you through official @Ramp.com http://Ramp.com email addresses and will never ask for payment or sensitive personal information during the hiring process. Ramp Applicant Privacy Notice https://ramp.com/legal/applicant-privacy-notice