SMB Manager, Sales Development
At a glance
Mid-level Sales Development role at Ramp. New York · full-time · $158,400–$242,000 base.
Growth Roles summary, based on the employer's posting.
What you'll do
- Build the SMB SDR operation around outbound playbooks, team routines, coaching standards, and repeatable processes
- Monitor daily activity, pipeline creation, and quota results while keeping team performance on track
- Hire and prepare SDRs on products, buyer types, competition, prospecting methods, and tools through role-play training
- Coach direct reports through one-to-ones, career planning, objection handling, account research, calls, and multichannel outreach
- Work with sales, marketing, product, and leadership partners to improve pipeline, forecasting, systems, and AI-enabled workflows
What you bring
- At least two years carrying a sales quota as an individual contributor, with results consistently above goal
- At least two years managing sales development teams and a record of beating targets
- Experience succeeding in fast-moving, results-focused go-to-market settings, preferably within SaaS and outbound sales
- Working proficiency with Salesforce, Looker, Excel, email and call automation tools, plus strong use of Claude or OpenAI
- You can use data to make decisions and explain contractual, technical, and financial value to customers, including executives
Who this fits
This role suits a sales development leader who enjoys hiring, coaching, team planning, and improving outbound execution. You will manage direct reports and represent SMB Sales Development across multiple functions. The role is based in New York with a hybrid setup.
From the employer
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
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
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 email addresses and will never ask for payment or sensitive personal information during the hiring process.
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