Manager, Partner Success Strategy & Operations

Ramp•San Francisco, CA

About The Position

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 Team and Role Ramp's partner ecosystem is a critical growth engine and the customer activation experience is what turns referrals into long-term, multi-product customers. This role owns partner activation end-to-end — building the playbook and scaling the systems that drive fast, durable adoption. You'll design how Ramp activates thousands of partner-referred customers across product-led onboarding, scaled CS programs, and white-glove CSM support. You'll lead and develop a team of 6–8 Scaled CSMs, and work at the intersection of CS, Partnerships, Product, and Growth to define a motion central to Ramp's channel expansion. If you've built v1 partner programs at scale and think in systems, this role was made for you.

Requirements

5+ years in strategy & operations, consulting, corporate strategy, CS operations, or revenue operations within high-growth B2B SaaS, with experience designing operating models, defining metrics, and building scalable programs that drive measurable improvements in activation, retention, or expansion.
2+ years managing high-performing CS, operations, or activation teams.
3+ years working in or closely with channel partnerships — whether that's partner program design, partner GTM motions, co-selling, or partner enablement.
Demonstrated experience designing or managing customer activation or onboarding programs at scale.
Strong analytical skills, including building dashboards, synthesizing data into insights, and making decisions with numbers.
Proven ability to lead cross-functionally and influence senior stakeholders across Product, Partnerships, Growth, Sales, Data, and CS.
Comfort operating in ambiguity and building v1 partner programs from the ground up.

Nice To Haves

Customer-facing or quota-carrying experience with a track record of exceeding goals.
Experience building scaled education content, webinars, or training programs.
Familiarity with product-led or hybrid-touch CS models.

Responsibilities

Define & Lead Strategy
Own the activation and early retention strategy for partner-referred customers, in close partnership with CS leadership, Channel Partner Managers, Product, and Growth.
Design and launch CS segmentation strategies as Ramp expands into new partner verticals and customer profiles.
Partner cross-functionally with Sales, Partnerships, Product, Growth, and Data to align the partner activation roadmap with company-level goals.
Identify whitespace opportunities to increase Ramp's multi-product attach rates across the partner-referred book of business.
Operationalize & Scale
Build, iterate, and optimize scalable CS programs that improve activation outcomes across thousands of customers and expand CSM coverage of partner-held accounts.
Use data to diagnose activation bottlenecks, build dashboards, run metric reviews, and drive operational recommendations.
Partner with Product to improve self-onboarding features, automation, and activation tooling.
Continuously improve team efficiency through process design, content development, and automation and tooling improvements.
Lead & Develop the Team
Manage, coach, and develop a team of 6–8 Partner Success Managers, each supporting ~100 net new customers per month.
Drive team performance against activation rate, early retention, and CSAT targets while fostering a culture of ownership and operational excellence.
Build a strong culture of ownership, accountability, and operational excellence across the team.
Hire, train, and enable new team members on Ramp's product, customer journey, and activation playbooks.