Channel Partner Manager | Public Sector

About Ramp

At Ramp, we're rethinking how modern finance teams function in the age of AI. We believe AI isn't just the next big wave. It's the new foundation for how business gets done. We're investing in that future and in the people bold enough to build it.

Ramp is a financial operations platform designed to save companies time and money. Our all-in-one solution combines payments, corporate cards, vendor management, procurement, travel booking, and automated bookkeeping with built-in intelligence to maximize the impact of every dollar and hour spent. More than 45,000 businesses, from family-owned farms to e-commerce giants to space startups, have saved $10B and 27.5M hours with Ramp. Founded in 2019, Ramp powers the fastest-growing corporate card and bill payment platform in America, and enables over $100 billion in purchases each year.

Ramp's investors include Thrive Capital, Sands Capital, General Catalyst, Founders Fund, Khosla Ventures, Sequoia Capital, Greylock, and Redpoint, 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 companiesStripe, Affirm, Goldman Sachs, American Express, Mastercard, Visa, Capital Oneas well as technology companies such as Meta, Uber, Netflix, Twitter, Dropbox, and Instacart.

Ramp has been named to Fast Company's Most Innovative Companies list and LinkedIn's Top U.S. Startups for more than 3 years, as well as the Forbes Cloud 100, CNBC Disruptor 50, and TIME Magazine's 100 Most Influential Companies.

About the Role

Ramp's Public Sector Channel is building a distribution flywheel where state, local, education, and federal entities view Ramp as the go-to corporate card and expense management provider for government organizations at scale.

As an early partner manager on the Public Sector channel team, you'll have the opportunity to build and scale our practice areas, distributing Ramp through government resellers, cooperative purchasing agreements, and strategic partners. We are looking for candidates with a proven track record of selling into the public sector, building strong reseller partnerships, and navigating the unique procurement and compliance requirements in SLED, with federal experience as a plus.

You will be expected to sign and activate new government resellers, work cross-functionally to navigate legal and contractual processes (e.g., OMNIA, NASPO, Carahsoft), and ensure successful partner activation and quota attainment.

What You'll Do

Sign public sector partners and create comprehensive GTM plans

Drive revenue for Ramp by generating client referrals from public sector resellers and cooperative contracts

Identify and build relationships with multiple stakeholders across government agencies and reseller organizations

Educate public sector partners and agencies on Ramp's offering and articulate value props tailored to SLED and federal

Work cross-functionally across legal, compliance, marketing, direct sales, and product to support partner enablement and activation

Navigate cooperative purchasing agreements (e.g., OMNIA, NASPO, Carahsoft) to accelerate Ramp adoption

Consistently achieve or exceed quota through partner-driven referrals and sales

What You Need

Minimum 5 years of experience in Sales, Business Development, or Channel Partnerships, with at least 3 years focused on the public sector (SLED, federal preferred)

Strong discovery and consultative selling skills in government procurement environments

Demonstrated success in selling through public sector resellers, integrators, and cooperative agreements

Experience negotiating and executing partnership agreements, including working through legal documentation and compliance processes

History as a top performer, consistently exceeding quotas

Excellent written and verbal communication skills; ability to navigate complex stakeholder groups in public sector environments

Bias for action and ability to thrive in a fast-paced startup environment

Strong cross-functional collaborator who can engage with legal, compliance, product, and go-to-market teams

Nice to Haves

Direct experience working with OMNIA, NASPO, Carahsoft, or other cooperative agreements

Experience selling SaaS or fintech solutions to state, local, and education agencies

Federal sector exposure, in addition to SLED expertise

Benefits

100% medical, dental & vision insurance coverage for you

Partially covered for your dependents

One Medical annual membership

401k (including employer match on contributions made while employed by Ramp)

Flexible PTO

Fertility HRA (up to $5,000 per year)

WFH stipend to support your home office needs

Wellness stipend

Parental Leave

Relocation support to NYC or SF (as needed)

Pet insurance

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.

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