Sales Enablement | SDR

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 asked to pitch a multi-product suite across procurement, AP, treasury, and expense personas, the way Ramp enables its SDRs has to change.

Until now, enablement has been manager-led, ad hoc, and reactive. That model worked when the product was simpler and the team was smaller. It doesn't scale to a large and growing SDR organization, quarterly cohorts of new hires who are mostly entering their first corporate environment, and a company-wide push to expand how SDRs position Ramp across the full product surface.

The SDR Enablement Manager is the hire that makes this transition real. You'll build and own the programs, systems, and infrastructure that take SDRs from onboarding to full productivity in 90 days, equip the full team to pitch multi-product, and create sustainable coaching infrastructure that helps managers develop their people — not just manage their numbers.

This isn't a content creation role. It's a performance improvement role. The measure of success is rep output, ramp speed, and meeting conversion — not programs delivered.

What You'll Do

Own the SDR Onboarding Program

• 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.

Build the Continuous Enablement Infrastructure

• 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.
• 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.

Build Coaching Infrastructure for Managers

• Translate SDR metrics into coachable behaviors — the gap between what managers can see in a dashboard and what they can actually coach is where performance gets lost.
• Develop the tooling, frameworks, and rep-level data views that let managers diagnose a struggling rep's specific problem: is it the opener, the objection handle, the list quality, the follow-through on negative replies?
• Build mechanisms to identify and systematically spread what top performers are doing — from negative reply handling to multi-channel sequencing.