Sales Development Representative, Mid-Market

About the Role

Ramp is building the smart infrastructure for finance teams. We automate how over $200B in annualized spend flows in and out of 70,000+ companies. We hire people with high agency and high urgency, looking for those who own problems end to end and make consequential decisions.

Key Responsibilities

• Build account strategies using company context, growth signals, financial workflows, and stakeholder priorities.
• Research and engage finance leaders through personalized phone, email, and multi-channel outreach.
• Qualify prospects through consultative discovery, connecting workflow challenges to business impact.
• Clearly explain how Ramp helps finance teams simplify spend management, reduce manual work, and gain visibility and control.
• Handle objections with sound judgment and earn the right to a next conversation.
• Partner with Account Executives on account planning, sequencing, and opportunity creation.
• Use AI and other tools thoughtfully to strengthen research, prioritization, personalization, and workflow efficiency; validate outputs.
• Maintain accurate prospect and activity data in Salesforce and use performance data to improve outreach quality.

Requirements & Tech Stack

• Proven SDR/BDR, closing, or equivalent quota-carrying experience, with measurable evidence of attainment or overachievement.
• If transitioning from a non-sales background, a demonstrated record of exceptional performance with specific outcomes.
• Experience prioritizing accounts, engaging senior or complex buyers, and tailoring outreach to customer context.
• Strong written and verbal communication: concise, customer-focused, and specific.
• Strong discovery and objection-handling fundamentals.
• Commercial judgment: form a point of view, explain tradeoffs, and adapt based on new information.
• A builder mindset: identify improvements, create repeatable systems, and learn from results.
• Practical AI fluency and sound judgment using tools to improve quality and speed.
• A data-driven approach to performance: diagnose results, seek feedback, and change behavior.
• Interest in building a long-term sales career and taking on the scope of a Mid-Market SDR role.

Nice to Haves

• Experience selling into finance, accounting, operations, or technology teams.
• Experience in B2B SaaS, fintech, or another high-growth environment.
• Familiarity with Salesforce, sales engagement platforms, intent data, or account research tools.
• Experience collaborating with Account Executives on account-based or multi-stakeholder selling.
• Familiarity with finance workflows, expense management, accounts payable, procurement, or Enterprise Resource Planning Systems (ERPs).
• Prior CPA or Audit experience.