The opportunity
Ramp's Sales Development organization is the engine of the company's top-of-funnel growth — one of the highest-output SDR teams in the industry, and a function that is expanding rapidly. With large cohorts of new reps joining every quarter and the entire organization now being…
What you'll do
Redesign and run the quarterly onboarding program for each incoming cohort of: new SDRs, with the explicit target of full productivity by month three
Build tracks that go beyond systems training: sales methodology, professional fundamentals, cold calling philosophy, email craft, and multi-product qualification basics
Create resources SDRs will actually use on cold calls: specific discovery questions, objection handles, and qualifying language — not slide decks they'll close on day two
Design the program so it can run without you: owned by managers, reinforced in weekly 1:1s, and refreshed with each new cohort rather than rebuilt from scratch
Develop segment-transition programs ("SDR 201") for reps moving from SMB to: Mid-Market and Enterprise — covering advanced competitive positioning, stakeholder mapping, and enterprise call dynamics
Build and maintain multi-product readiness tracks for procurement, treasury,: and AP personas — the product areas where the team currently has the least coverage and the most competitive exposure
What they're looking for
- Run 2–4 targeted enablement sessions monthly based on real field data: declining metrics, new product pushes, emerging competitive threats — not a preset calendar
- Create lasting behavior change, not event-based spikes: if a program isn't running six months after you built it, something went wrong
- Bring creativity to incentives and performance pushes: design, test, and iterate on SPIFFs that SDRs actually care about (not generic rewards), with clear targeting, rules, and measurement
- Partner with SDR leadership to use incentives to drive specific behavior: change (e.g., multi-channel adoption, better pre-qualification, new product motions), not just short-term volume
