Senior Manager, ERP Partnerships

ABOUT RAMP 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. If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it. 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 BENEFITS AVAILABLE TO ALL FULL-TIME RAMP EMPLOYEES (GLOBAL) • Flexible PTO • Unlimited AI token usage • Centralized home-of