As an Account Executive | Mid-Market at Ramp, you will own the entire sales cycle, focusing on driving revenue through closing deals. Your responsibilities include developing closing strategies for your territory, leveraging sales methodologies to uncover customer needs, and collaborating with various teams to refine our offerings. You will also be managing sales activities and revenue forecasting using Salesforce.

To qualify for the Account Executive | Mid-Market role at Ramp, candidates should possess a minimum of 4 years of quota-carrying SaaS sales experience with a strong knack for prospecting, qualifying, negotiating, and closing sales. Demonstrating a successful track record of managing and closing 20 deals per quarter with an average deal size of around $50K in ACV is essential.

Selling at Ramp is unique due to our strong emphasis on aligning our incentives with customer needs. This consultative sales approach allows Account Executives to build genuine relationships, understand client pain points, and provide tailored solutions. Furthermore, working at a rapidly growing startup means you will be involved in shaping our sales strategy and contributing directly to our growth.

Ramp boasts a vibrant and inclusive culture that fosters collaboration and innovation. As an Account Executive | Mid-Market at Ramp, you will work alongside talented peers from diverse backgrounds in both finance and technology. The fast-paced environment offers ample opportunities for growth and personal development, encouraging employees to thrive and make significant contributions.

Ramp is committed to the success of its Account Executives by providing robust support, including a flexible PTO policy, a wellness stipend, and comprehensive training. Additionally, our teams work closely together to not only share insights but also incorporate customer feedback into our offerings, empowering Account Executives to close deals effectively.

When discussing your sales cycle in an interview, outline your methodical approach from prospecting to closing. Explain how you identify potential leads, the steps you take during the qualification phase, the selling strategies you employ, and how you ensure a seamless handoff once a deal is closed.

An effective strategy for handling objections is crucial. You can share techniques like actively listening to customer concerns, empathizing, and then addressing objections with factual information or success stories that resonate with the customer’s context and needs.

Discuss how you’ve applied sales methodologies like SPIN Selling or Solution Selling. Provide examples of how you used these methodologies to understand customer pain points and successfully close deals, demonstrating an adaptable approach to different sales scenarios.

Be prepared to discuss a specific challenge you faced with a past customer. Highlight the obstacles, how you approached them, the strategies you implemented, and the ultimate resolution that led to closing the deal, showcasing your problem-solving abilities and persistence.

Share your process for sales forecasting, including how you analyze historical data, track progress, adjust strategies based on KPI insights, and engage regularly with your sales team to refine metrics and target accurate revenue expectations.

Collaboration is key in sales. Emphasize how working with other departments—like marketing, product development, and customer support—has enhanced your sales strategy. Provide examples where cross-functional teamwork helped you close a deal or improve the customer experience.

Discuss personal strategies you utilize to maintain motivation, such as setting personal goals, celebrating small wins, and using metrics to track progress. Showcase how you foster resilience in the face of challenges and remain focused on achieving your targets.

Describe your role in maintaining relationships after closing a sale. Highlight how you ensure customer satisfaction, seek opportunities for upselling or cross-selling, and continually assess customer needs to provide added value, which is vital for long-term retention.

Explain your technique for personalizing sales pitches based on the customer's unique characteristics and needs. Share how you research clients’ businesses in advance and adjust your messaging to align with their goals and pain points.

Share your enthusiasm for Ramp’s innovative products and its commitment to customer success. Explain how the company's values align with your personal and professional ethos, emphasizing your desire to contribute to Ramp’s growth while thriving within a supportive, dynamic environment.