Partner Development Representative | Reseller

RampRamp·Remote(New York, NY (HQ))
Other
Salesforce

WFA Digital Insight

As the demand for digital payment solutions surges, companies like Ramp are at the forefront of innovation. With the fintech industry expected to reach

24.3 billion by 2025, the need for skilled professionals in partner development is on the rise. Ramp's commitment to building smart infrastructure for finance teams has positioned them as a leader in the market. This Partner Development Representative role is an exciting opportunity for those with a builder's mindset and strong communication skills to shape the company's reseller acquisition motion. Candidates should be prepared to demonstrate their ability to thrive in outbound prospecting and partner acquisition, as well as their curiosity about the reseller ecosystem.

Job Description

About the Role

The Partner Development Representative role at Ramp is a unique opportunity to be at the forefront of acquiring new reseller partners and accelerating the company's growth. As a key member of the reseller channel team, you will be responsible for sourcing and qualifying Value Added Resellers (VARs) and distributors, engaging their leadership teams, and building the foundation for long-term, revenue-generating partnerships. This is a builder role that requires a high level of agency and urgency, as well as the ability to work closely with Channel Partner Managers to convert qualified opportunities into signed, successful partners.

The reseller channel is one of Ramp's fastest-growing motions, and this role will play a critical part in defining how the company scales its reseller acquisition motion. You will have the opportunity to work with a talented team of professionals who are passionate about building systems that directly shape how companies move and manage billions of dollars.

Ramp's commitment to innovation and customer satisfaction has led to significant growth, with the median customer saving 5% and growing revenue 16% in their first year. As a Partner Development Representative, you will be instrumental in identifying new opportunities for growth and expansion, and will have the autonomy to make consequential decisions that shape the outcome of the company's reseller partnerships.

What You Will Do

  • Source and qualify new reseller partners through outbound prospecting and inbound leads
  • Identify firms that act as Value Added Resellers (VARs) or distributors and assess alignment with Ramp's program
  • Engage senior personas (Partnership Leaders, Sales Executives, C-Suite, Vendor Managers) to introduce Ramp's reseller program
  • Build a consistent top-of-funnel pipeline for Channel Partner Managers to convert into signed partnerships
  • Craft outbound messaging and campaigns tailored to reseller partner needs
  • Partner with Channel Partner Managers to ensure smooth, qualified hand-offs
  • Maintain accurate partner and opportunity data in Salesforce and other internal tools
  • Develop and execute a strategic plan to achieve reseller acquisition targets
  • Collaborate with cross-functional teams to ensure alignment and maximize results
  • Continuously monitor and analyze performance metrics to optimize outreach strategies

What We Are Looking For

  • A builder's mindset — excited to shape Ramp's reseller partner acquisition motion
  • Strong written and verbal communication skills with a consultative tone
  • Comfort engaging senior stakeholders at reseller and distribution firms
  • Experience in partnerships, channel sales, sales development, or outbound sales
  • Curiosity about reseller business models and how Ramp fits into their revenue streams
  • Organizational discipline to manage outbound motions, track metrics, and iterate quickly
  • Proficiency in Salesforce or similar CRM tools
  • Ability to work in a fast-paced environment and adapt to changing priorities
  • Strong analytical and problem-solving skills

Nice to Have

  • Experience prospecting into or working with resellers/distributors
  • Exposure to partner ecosystems in B2B SaaS, fintech, or software resale models
  • Background in sales or partnerships at a high-growth startup
  • Familiarity with CRM tools (Salesforce preferred)

Benefits and Perks

  • 100% medical, dental & vision insurance coverage for you
  • Partially covered for your dependents
  • One Medical annual membership
  • 401k (including employer match on contributions made while employed by Ramp)
  • Flexible PTO
  • Fertility HRA (up to
    0,000 per year)
  • Parental Leave
  • Unlimited AI token usage
  • Pet insurance
  • Centralized home-office equipment ordering for all employees
  • Health and Wellness stipend
  • In-office perks: lunch, snacks, drinks, and more
  • Budget for intra-office travel
  • Relocation support to NYC or SF (as needed)

How to Stand Out

  • Develop a strong understanding of the reseller ecosystem and the needs of VARs and distributors to effectively communicate the value of Ramp's reseller program.
  • Utilize Salesforce to track and analyze performance metrics, and adjust outreach strategies accordingly.
  • Prepare to demonstrate your ability to engage senior stakeholders and build strong relationships with reseller partners.
  • Highlight your experience with CRM tools and sales development in your application and during interviews.
  • Be prepared to discuss your approach to outbound prospecting and partner acquisition, as well as your strategies for building a consistent top-of-funnel pipeline.
  • Show enthusiasm for Ramp's mission and vision, and be prepared to discuss how you can contribute to the company's growth and success.
  • Research the company culture and values, and be prepared to discuss how you align with them.

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