Manager, Sales Development, Public Sector

The problems are high-stakes, data-dense, and unforgiving.

About the Role

You will serve as a front-line manager for Ramp’s founding Public Sector Sales Development Representative (SDR) team. This team will drive outbound prospecting and pipeline generation within a critical growth segment for Ramp: Public Sector.

You will build and evolve Ramp’s Public Sector go-to-market motion from the ground up. Key responsibilities include coaching and developing SDRs, setting team strategy, and partnering closely with Sales, Marketing, Product, and executive leadership to drive pipeline and business outcomes.

As a member of the Sales Leadership team, you will play a critical role in shaping, scaling, and refining Ramp’s Public Sector growth strategy.

What You'll Do

• Build and scale the Public Sector SDR function, including team structure, playbooks, messaging, and operating processes.

• Foster a high-performing team culture by managing daily activity, quota attainment, and key performance metrics.

• Hire, onboard, and train SDRs on Ramp’s products, Public Sector positioning, buyer personas, competitive landscape, and sales tools.

• Create and execute career-development and leadership plans for direct reports, including regular 1:1 coaching on time management, objection handling, prospecting strategy, and active listening.

• Coach SDRs through complex, multi-threaded outbound motions, including account research, executive-level messaging, and strategic pipeline generation.

• Define Ramp’s Public Sector competitive differentiation and develop resources to strengthen objection handling and go-to-market execution.

• Lead cross-functional initiatives with AEs and partners across Product, Sales, and Marketing to achieve company objectives.

• Report on segment performance and forecast pipeline to senior leadership.

• Improve team output and efficiency by continuously optimizing systems, processes, and operating rhythms.

• Represent the Public Sector Sales Development team in cross-functional forums and with leaders across the organization.

What You Need

• At least 2 years of quota-carrying individual-contributor sales experience, with a consistent record of exceeding goals.

• At least 3 years of experience building and leading sales development teams, with a demonstrated record of exceeding team goals.

• Success in fast-paced, results-oriented go-to-market environments (ideally within SaaS) and a history of outperforming quota in outbound sales.

• Experience managing or selling into the Public Sector.

• A passion for hiring and talent development, with a thoughtful approach to team planning and career growth.

• Proficiency with data-analysis tools and familiarity with email and call-automation platforms.

• Ability to use data to inform decisions, build scalable systems, and identify process improvements.

• Strong collaboration, communication, influence, and presentation skills.

Nice-to-Haves

• Experience selling financial-services products in a full-cycle sales role.

• Experience building a Public Sector SDR function from the ground up or scaling a team within a new segment.

• Experience at a high-growth startup.

• Bachelor’s degree from an accredited university.

• Flexible PTO

• Centralized home-office equipment ordering

• Health and wellness stipend

• Budget for intra-office travel

• Weekly coffee stipend

United States

• 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents

• One Medical annual membership

• Fertility HRA (up to $10,000 per year)

• Pet insurance

• In-office perks: lunch, snacks, drinks, and more

Canada

• Group medical, dental, and vision coverage through Sun Life

• Life, AD&D, and disability coverage

• Fertility drug coverage (up to $4,000 lifetime)

United Kingdom

• Private medical insurance through Freedom Elite

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