Senior Product Partnerships Manager

Product Partnerships

Product Partnerships at Ramp is where we go when the right partner doesn't exist yet — or when the canonical partner doesn't move fast enough. The team owns the integrations that expand Ramp's product surface area: tax and compliance automation, agentic commerce, data partnerships, international payments, receipt and payment automation, and the technical substrate that lets Ramp plug into any system a customer runs.

This role isn't about hitting a quota. It's about picking the right partners in emerging categories, negotiating the terms, shipping the integration with our Product and Engineering teams, and turning the launch into something customers actually feel. Recent and active examples: selecting an AI-native VAT compliance partner, white-labeling eInvoicing for international markets, shipping receipt automation, building agentic payment partnerships, and negotiating data governance terms with the largest platforms in the industry.

You'll work directly with Product, Engineering, Legal, and GTM. You'll own deals end-to-end. The bar is partnerships that move Ramp's product forward — not deals that move a number on a dashboard.

What You'll Do

• Own the full lifecycle of strategic product partnerships: source, qualify, negotiate commercial and legal terms, structure the integration with Product and Engineering, launch, and scale
• Translate partner capabilities into product opportunities: work side-by-side with Product and Engineering to scope what's worth building, and with Legal on risk, liability, and regulatory framing
• Negotiate complex commercial terms — pricing, rev share, MSA, BAFO cycles, multi-year structure, data and IP rights
• Quarterback launches across Marketing, Sales, and Solutions to make sure customers actually adopt what we ship
• Build durable relationships with senior counterparts at partner organizations and run formal cadences (QBRs, exec syncs) once partnerships are live
• Define and report against partnership KPIs that map to Ramp's product and revenue priorities

What You Need

• 7+ years across Business Development, Strategic Partnerships, Product Partnerships, Product Management, or a related discipline, with a clear track record of owning deals end to end (sourcing through launch)
• Experience structuring and closing partnerships that required real product and engineering work — not channel referrals or reseller motions
• Strong fluency with API-based integrations: comfortable scoping technical work directly with engineers and PMs, and translating between partner-side and product-side stakeholders
• Comfortable operating in ambiguity — you've picked partners in spaces where there was no obvious incumbent and made the call stick
• Strong commercial instincts: pricing, term structure, risk allocation, and the ability to drive a contract to signature without hand-holding from legal

Nice to Haves

• Background that includes one of the categories above. Strong preference for Product Management
• Direct experience negotiating data, API, or model-access governance terms (MCP, model providers, platform data exposure)
• Shipped a product partnership that opened a new vertical, geography, or category for your company
• Prior exposure to ERP or accounting ecosystems (relevant context, not the primary job)
• Experience as a design-partner manager for early-stage products