Manager, Mid-Market Solutions Consulting

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 $275B in annualized spend flows in and out of 85,000+ 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 7.5% 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 As the Manager, Mid-Market Solutions at Ramp, you will lead and develop a high-performing team of Solutions Consultants supporting Mid-Market prospects and customers. You will establish the operating rhythm for a high-volume, fast-moving pre-sales motion; coach the team on discovery, demos, solution fit, and value-based selling; and partner closely with Sales, Product, Customer Success, Account Management, and Technical Consulting to deliver a consistent customer experience. This is a player-coach leadership role. You will stay close to important opportunities while building a scalable team model: clear engagement standards, repeatable demos and discovery practices, strong capacity planning, and effective handoffs. You will use customer feedback and performance data to improve how Mid-Market Solutions Consultants help Ramp win, activate, and grow customers. What You'll Do Lead, coach, and develop a team of Mid-Market Solutions Consultants; set clear expectations, provide regular feedback, and support career growth. Establish a high-quality operating cadence for pipeline reviews, staffing, deal strategy, call coaching, performance management, and cross-functional planning. Partner with Mid-Market Sales leadership to improve qualification, deploy Solutions capacity effectively, and build repeatable account and deal strategies. Coach the team to run high-quality discovery, deliver tailored and efficient demos, connect Ramp’s products to finance and accounting workflows, and navigate solution-fit conversations with confidence. Personally support the highest-priority or most complex Mid-Market opportunities, escalations, and customer-facing moments when needed. Build scalable playbooks, demo standards, discovery frameworks, enablement assets, and knowledge-sharing practices that raise the team’s quality and speed. Partner with Product, Product Marketing, Customer Success, Account Management, and Technical Consulting to translate recurring customer needs into clear feedback, strong handoffs, and improved customer outcomes. Define and inspect team health metrics such as coverage, conversion, cycle efficiency, demo quality, solution fit, customer outcomes, and talent development. Foster an inclusive, high-accountability culture grounded in customer empathy, collaboration, urgency, and continuous improvement. Identify practical ways for the team to use AI to improve preparation, documentation, deal research, demo readiness, and customer-facing work while maintaining good judgment. What You Need 6+ years of experience in Solutions Consulting, Sales Engineering, Solutions Architecture, Professional Services, or a related customer-facing technical role, including 2+ years of people management or demonstrated player-coach leadership. Proven success leading or mentoring teams in a high-volume SaaS, fintech, or other customer-facing commercial environment. Strong understanding of financial operations, accounting workflows, and the needs of finance and operations stakeholders. Working knowledge of business systems and integrations, including ERP, HRIS, identity, or accounting platforms; APIs and file-based integrations are a plus. Demonstrated ability to coach others on discovery, solution fit, demo execution, commercial judgment, technical communication, and consultative selling. Strong operating judgment: able to prioritize team capacity, inspect pipeline health, use data to improve execution, and make clear trade-offs in a fast-paced environment. Proven ability to partner effectively with Sales and post-sales leaders while protecting customer trust and delivery readiness. Track record of building repeatable team processes, assets, and rituals that improve consistency beyond individual contributions. Excellent communication, organizational, and change-management skills. Nice to Have Experience in fintech, spend management, accounting automation, payments, or adjacent financial software. Familiarity with Ramp-relevant systems such as ERP, HRIS, identity, or accounting platforms. Experienc