Senior Channel Partner Manager, ISV

About the role

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.

Responsibilities

• Arcitect end-to-end partner integrations using Ramp's developer platform — including APIs, webhooks, authentication flows, embedded finance primitives, and workflow automation
• Pitch, negotiate, and close co-build and co-sell agreements with third-party platforms, ISVs, and strategic partners
• Collaborate cross-functionally with engineering, product, sales, solutions, legal, and GTM teams to design robust, scalable partnership strategies
• Define integration success metrics (adoption, usage, retention, partner-driven revenue) and be accountable for delivering against them
• Manage partner relationships and act as the bridge between external partner engineering teams and internal Ramp teams — clarifying data flows, responsibilities, timelines, and deliverables
• Influence partner roadmaps, product prioritization, and GTM motions based on integration opportunities and ecosystem gaps

Requirements

• 7+ years of experience and a strong track record in partner sales, BD, alliances, or channel partnerships (with meaningful ISV/tech partner exposure)
• Strong understanding of REST APIs, webhooks and event-driven architecture, data models and schema design, authentication flows (OAuth, API keys), embedded finance primitives, and general principles of financial and ERP systems
• Ability to architect integration flows without writing production code — comfortable drawing sequence diagrams, mapping data flows, and specifying responsibilities on both the partner and Ramp sides
• Proven commercial instincts: able to position integrations as strategic value, negotiate agreements, and structure co-sell motions
• Track record of delivering quantifiable results — integration adoption, partner-driven pipeline, revenue impact, or similar outcomes from full-stack partnership, integrations, or ecosystem-building roles
• Excellent communication skills with the ability to speak confidently with engineers, product teams, sales leaders, and C-suite stakeholders, and translate technical constraints into business implications
• Bias toward execution and speed: you move fast, deliver clean work, and push initiatives across teams to completion
• Comfortable working in ambiguity — you thrive when documentation is incomplete, requirements evolve, and decisions must be made without perfect information

Qualifications

• Previous experience at a fintech or embedded-finance company
• History of working with ERP, accounting, procurement, or spend-management platforms, or building integrations for them
• Prior success in co-sell or partner-driven GTM motions
• Familiarity with compliance or financial workflows (expense management, reimbursements, vendor payments, bookkeeping, etc.)

Skills

• Commercial instincts
• Integration architecture
• Communication skills
• Agility in ambiguity

Benefits

• Full-time Ramp Employees (Global)
• Flexible PTO
• Centralized home-office equipment ordering
• Health and wellness stipend
• Budget for intra-office travel
• Weekly coffee stipend
• Relocation support to NYC or SF (as needed)