Customer Activation Manager | Mid-Market

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 $100B in annualized spend flows in and out of 50,000+ 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's Mid-Market Customer Activation Managers don't manage accounts — they transform how companies run their finances. This is a role for people who have been inside organizations when change was hard, who speak the language of a CFO, and who already use AI the way surgeons use instruments: not occasionally, not as an experiment, but as the default way they work. You'll own a book of ~45 mid-market customers, responsible for driving genuine workflow transformation — not just onboarding completion What You'll do Lead mid-market customers through the full transformation journey — from implementation through agentic workflow adoption — with clear accountability for time-to-value and measurable business outcomes Build and own the change management strategy for each account: map stakeholders, diagnose resistance, build internal coalitions, and drive adoption past the finish line Quantify and communicate Ramp's impact in the language CFOs and Controllers care about — close cycle improvement, spend visibility, variance reduction, and ROI — not just product usage metric Run stakeholder management across multiple layers of a customer org, including finance leadership relationships you own independently Use AI tools daily to prepare for customer calls, build materials, synthesize data, identify account risk, and operate at a pace traditional methods can't match Help customers understand and adopt Ramp's agentic finance capabilities — positioning new workflows not as features, but as fundamental changes to how their finance team operates Partner with Account Executives and Technical Consulting to deliver seamless implementations and expand Ramp's footprint within accounts Bring customer insight back to Product — surfacing patterns, gaps, and opportunities from your accounts to shape how Ramp evolves What You'll Need 5+ years of customer-facing experience in customer success, consulting, or implementations with a proven, consistent track record of driving customer outcomes and exceeding goals Demonstrated ability to drive workflow adoption inside organizations, navigate real resistance from real stakeholders, and produce measurable results; finance or fintech context is a plus but not required AI fluency as a daily habit — you already use AI tools habitually to prep for calls, synthesize information, build customer-facing materials, and automate repetitive tasks; this is how you work, not something you're exploring Ability to communicate Ramp's impact in financial terms — walking a controller through the business case for a workflow change, connecting implementation milestones to P&L outcomes, and running executive updates that land with finance leaders Technical acumen to hold your own in conversations with Product and Engineering on integrations, APIs, and workflow architecture; credibility in technical conversations earns you a seat at the table with the full customer stakeholder group Prior demonstrated success in fast-paced, results-oriented GTM environments, ideally at SaaS or FinTech companies Strong collaboration and influencing skills across Sales, Product, Operations, and other GTM teams Nice to Haves Experience helping customers adopt AI-powered or agentic workflows at scale; understanding of what friction looks like in practice and what makes transformation stick Exposure to FP&A, accounting software ecosystems (NetSuite, Sage, QuickBooks, Xero), expense management, or CFO-adjacent workflows Demonstrated commercial impact — expansion, retention, or time-to-value outcomes with specific metrics attached Background at an AI-first or AI transformation company where rethinking workflows around AI was part of the product or culture Management consulting background with structured problem-solving, client management, and the ability to turn ambiguity into a plan High-growth or startup experience with comfort operating in ambiguity and rapid change For candidates located in NYC or SF, the pay range for this role is $128,000 - $176,000. For candidates located in all other loca