SMB Manager, Sales Development

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 You will serve as a front-line manager for a team of Sales Development Representatives, responsible for outbound prospecting and pipeline generation across Ramp’s SMB segment. You will lead and evolve the SMB sales development motion by providing 1:1 coaching, onboarding, training, and mentorship; setting team strategy; and partnering closely with Sales, Marketing, Product, and Executive Leadership to drive pipeline and business outcomes. As a member of the Sales Leadership team, you will play a critical role in developing SDR talent, scaling effective outbound practices, and continuously refining Ramp’s SMB go-to-market motion. What You'll Do Build and scale the SMB SDR function by evolving team operating rhythms, playbooks, coaching standards, and processes for an open-territory outbound motion. Set and maintain a high-performing culture by overseeing daily SDR activity, pipeline generation, and quota performance to ensure key performance metrics are met. Hire, onboard, and train new SDRs on Ramp’s products, buyer personas, competitive landscape, prospecting strategy, and tools through hands-on methods including role-plays. Develop and execute career-growth and leadership plans for direct reports, including daily 1:1 mentorship and coaching on time management, objection handling, prospecting tactics, active listening, and pipeline creation. Coach SDRs on effective multichannel outbound prospecting, including account research, relevant messaging, call execution, and using AI tools to improve efficiency and quality. Partner with AEs and Sales and Marketing counterparts on pipeline-generation, territory, and prospecting initiatives that support SMB business objectives. Report on team performance, pipeline health, and forecasts to senior leadership. Improve team output and efficiency over time by identifying opportunities to optimize systems, processes, enablement, and AI-supported workflows. Establish and maintain a library of prospecting resources, best practices, and training materials for the SMB SDR team. Represent the SMB Sales Development team cross-functionally with leaders across Sales, Marketing, Product, and other departments. What You Need Minimum of 2 years of quota-carrying sales experience as an individual contributor, with a proven, consistent track record exceeding goals Minimum of 2 years of experience building and leading sales development teams with a proven track record of exceeding goal Prior demonstrated success in fast-paced, results-oriented GTM environments, ideally at SaaS companies, and history of consistently performing above quota in an outbound sales environment A passion and excitement for hiring, with a thoughtful approach to team planning and development Ability to articulate contractual, technical, and financial value points to customers, including executive leaders Proficiency in data analytics tools (ie. Salesforce, Looker, and Excel) and familiarity with email and call automation platforms High proficiency with AI tools (Claude, OpenAI, etc.), with the ability