AI Account Executive, Glass

The role

You will own the full sales cycle for Ramp's AI products, from pipeline creation to close and activation. You will build the commercial motion, define market qualification, and create sales playbooks for an emerging product portfolio.

What you will do

• Source, qualify, develop, and close net-new opportunities for Ramp's AI products
• Create demand in an emerging category by identifying high-value AI use cases
• Multi-thread across Finance, Engineering, IT, Security, Procurement, and executive stakeholders
• Quantify ROI, total cost of ownership, operational impact, and risk reduction
• Partner with Solutions, Product, and Engineering to lead evaluations, pilots, and security reviews
• Pressure-test positioning, discovery, pricing, and competitive messaging
• Document repeatable qualification criteria, buyer patterns, and deal strategies
• Communicate customer feedback to Product and Engineering to influence the roadmap
• Establish standards, culture, tooling, and operating cadence for the AI sales organization

Required qualifications

• Track record of meeting or exceeding revenue targets in complex B2B software sales
• Experience owning multi-stakeholder sales cycles from pipeline generation through close
• Demonstrated success selling a new product, emerging category, or technical solution
• Strong discovery and business-case development skills
• Technical fluency in integrations, data flows, security, reliability, and AI capabilities
• Executive presence to communicate with CFOs, CTOs, Finance leaders, Engineering, Procurement, and Security
• Strong pipeline discipline and forecasting judgment
• Familiarity with structured sales methodologies such as MEDDICC or Command of the Message
• High agency and comfort operating in ambiguity

Benefits

• Flexible PTO
• Centralized home-office equipment ordering
• Health and wellness stipend
• Budget for intra-office travel
• Weekly coffee stipend
• 100% medical, dental & vision insurance coverage for you, with partial coverage for dependents
• One Medical annual membership
• 401(k), including employer match on contributions made while employed at Ramp
• Fertility HRA (up to $10,000 per year)
• Parental leave: up to 16 weeks (birthing + bonding) or 8 weeks (bonding only) at 100% pay
• Pet insurance
• In-office perks: lunch, snacks, drinks, and more

About the company

Ramp builds smart infrastructure for finance teams to automate spend, authorize payments, and close books. The company serves over 85,000 companies.