Senior Channel Partner Manager, Embedded ISV

About RampRamp 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 RoleRamp 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 DoIdentify, prioritize, and close high-value ISV and embedded partner opportunities where Ramp can drive meaningful TPV, activation, and revenuePitch, negotiate, and close co-build and co-sell agreements with third-party platforms, ISVs, and strategic partnersCollaborate cross-functionally with product, sales, solutions, legal, engineering, and GTM teams to turn partner opportunities into scalable commercial motionsDefine partnership success metrics (activated TPV, adoption, retention, partner-driven pipeline, and revenue) and be accountable for delivering against themManage senior partner relationships and act as the commercial quarterback between external partner teams and Ramp's product, engineering, sales, and legal teamsIdentify integration blockers, ask strong questions, and bring the right Ramp experts into the room — without needing to personally architect every solutionInfluence partner roadmaps, product prioritization, and GTM motions based on integration opportunities and ecosystem gapsWhat You Need6+ years of experience and a strong track record in technical sales, BD, alliances, channel partnerships, or strategic platform partnerships with measurable commercial outcomesProven commercial instincts: able to identify the right partner wedge, position integrations as strategic value, negotiate agreements, and structure co-sell or embedded distribution motionsUnderstanding of REST APIs, webhooks, authentication flows, and embedded finance primitivesTrack record of delivering quantifiable results: activated revenue/volume, partner-driven pipeline, revenue impact, integration adoption, or similar outcomes from commercial partnership rolesComfort selling to product and engineering leaders, understanding of API-based partnership models, and recognize when technical constraints create business/financial riskAbility to translate between technical and commercial teams: comfortable discussing APIs, data flows, and implementation tradeoffs, but primarily oriented around deal strategy, partner value, and activationExcellent communication skills with the ability to speak confidently with engineers, product teams, sales leaders, and C-suite stakeholders, and translate technical constraints into business implicationsBias toward execution and speed: you move fast, deliver clean work, and push initiatives across teams to completionComfort working in ambiguity — you thrive when documentation is incomplete, requirements evolve, and decisions must be made without perfect informationNice to HavesPrevious experience at a fintech or embedded-finance companyHistory of working with ERP, accounting, procurement, or spend-management platforms, or building integrations for themPrior success in co-sell or partner-driven GTM motionsFamiliarity with compliance or financial workflows (expense management, reimbursements, vendor payments, bookkeeping, etc.)Benefits available to all full-time Ramp employees (Global)Flexible PTOCentralized home-office equipment orderingHealth and wellness stipendBudget for intra-office travelWeekly coffee stipendUnited States100% medical, dental & vision insurance coverage for you, with partial coverage for dependentsOne Medical annual membership401(k), including employer match on contributions made while employed by RampFertility HRA (up to $10,000 per year)Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% payPet insuranceIn-office perks: lunch, snacks, drinks, and moreRelocation expense coverage to NYC or SF (if needed)CanadaGroup medical, dental, and vision coverage through Sun LifeLife, AD&D, and disability coverageFertility 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 payEmployee Assistance Program and virtual care through Lumino HealthUnited KingdomPrivate medical insurance through Freedom EliteVirtual GP and at-home care via eMed x LiviWorkplace pension through Penfold, with salary sacrifice optionParental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay with additional time available at reduced payReferral InstructionsIf you are being referred for the role, please contact that person to apply on your behalf.Other noticesPursuant 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.Ramp Applicant Privacy NoticeCompensation Range: $194K - $297KLocationNew York, NY (HQ); Remote (US); San Francisco, CAEmployment TypeFull timeLocation TypeHybridDepartmentSalesCompensationNYC/SFOTE $214K – $297K • Offers Equity • Offers Commission • 70/30 splitNationwideOTE $194K – $267K • Offers Equity • Offers Commission • 70/30 splitThe final compensation will depend on the location and level at which the candidate is hired.