Channel Partner Manager, Embedded ISV

Ramp 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.

Responsibilities

Identify, prioritize, and close high-value ISV and embedded partner opportunities where Ramp can drive meaningful TPV, activation, and revenue; Pitch, negotiate, and close co-build and co-sell agreements with third-party platforms, ISVs, and strategic partners; Collaborate cross-functionally with product, sales, solutions, legal, engineering, and GTM teams to turn partner opportunities into scalable commercial motions; Define partnership success metrics (activated TPV, adoption, retention, partner-driven pipeline, and revenue) and be accountable for delivering against them; Manage senior partner relationships and act as the commercial quarterback between external partner teams and Ramp's product, engineering, sales, and legal teams; Identify integration blockers, ask strong questions, and bring the right Ramp experts into the room — without needing to personally architect every solution; Influence partner roadmaps, product prioritization, and GTM motions based on integration opportunities and ecosystem gaps

Requirements

4+ years of experience and a strong track record in technical sales, BD, alliances, channel partnerships, or strategic platform partnerships with measurable commercial outcomes; Proven commercial instincts: able to identify the right partner wedge, position integrations as strategic value, negotiate agreements, and structure co-sell or embedded distribution motions; Understanding of REST APIs, webhooks, authentication flows, and embedded finance primitives; Track record of delivering quantifiable results: activated revenue/volume, partner-driven pipeline, revenue impact, integration adoption, or similar outcomes from commercial partnership roles; Comfort selling to product and engineering leaders, understanding of API-based partnership models, and recognize when technical constraints create business/financial risk; Ability to translate between technical and commercial teams: comfortable discussing APIs, data flows, and implementation tradeoffs, but primarily oriented around deal strategy, partner value, and activation; 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; Comfort working in ambiguity — you thrive when documentation is incomplete, requirements evolve, and decisions must be made without perfect information

Nice to have

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.)

Benefits

Flexible PTO; Centralized home-office equipment ordering; Health and wellness stipend; Budget for intra-office travel; Weekly coffee stipend; 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents; One Medical annual membership; 401(k), including employer match on contributions made while employed by Ramp; Fertility HRA (up to $10,000 per year); Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay; Pet insurance; In-office perks: lunch, snacks, drinks, and more; Relocation expense coverage to NYC or SF (if needed)