Original listing text, shown exactly as published by the company.
About the Role
Ramp is building the financial operating system for modern businesses, and ERP integrations sit at the center of how we win and retain customers. Every major ERP is simultaneously a distribution channel and a product dependency. As Senior Manager of ERP Partnerships, you'll own Ramp's ERP relationship strategy end-to-end across the major incumbent platforms and the fast-growing AI-native ERPs reshaping the category.
You'll work directly with senior leadership across Product, Engineering, Channel, and Finance to build the roadmap, establish co-sell motions, and turn ERP partnerships into a compounding commercial advantage.
What You'll Do
- Own the commercial relationship with each priority ERP - deciding which to invest in deeply and which to stabilize, and building the case for each with internal leadership and the executive team
- Work with priority ERP partners on joint GTM and product work: co-sell motions, VAR channel activation, API partnerships, and embedded integration agreements
- Build the partnership pitch for each ERP and run executive-level conversations to advance it
- Serve as Ramp's internal voice of ERP partners - translating partner feedback, integration gaps, and relationship dynamics into product roadmap input and commercial decisions
- Run quarterly business reviews (QBRs) with priority ERP counterparts; own the materials, drive accountability to joint commitments, and surface blockers before they become relationship issues
- Build and maintain ERP-specific enablement for Ramp's internal sales team: how to position Ramp when a specific ERP is in play, what the integration does, and how to navigate co-opetitive dynamics in the field
What You Need
- 8–12 years in partnerships, alliances, or enterprise technology GTM with a proven track record of building and scaling joint GTM motions with major technology platforms
- Demonstrated commercial ownership: held a quota, revenue, or influenced pipeline number across a complex, multi-partner portfolio and driven it
- Commercial and strategic instincts: you decide which relationships to invest in and which to stabilize, and make that case to leadership with data
- Executive-level communicator: able to build a credible partnership pitch for a skeptical ERP partner and run XFN coordination to back it up
- Strong program operator: can hold a multi-partner portfolio, a weekly scorecard, and cross-functional dependencies simultaneously without losing the thread
- Sound judgment in co-opetitive dynamics - ERP partners are simultaneously distribution channels and product dependencies
- Builder and owner mentality: no mature playbook exists for this function - you create the structure, operate well in ambiguity, and hold a high bar for rigor
Nice to Haves
- Background in fintech, financial software, or enterprise SaaS; familiarity with the CFO technology buying process
- Experience working in or alongside the AI ecosystem
