Customer Activation Manager | Mid-Market

Ramp is building the smart infrastructure for finance teams, and they are seeking a Customer Activation Manager for the Mid-Market segment. This role involves transforming how companies manage their finances by leading customers through workflow adoption and change management, ensuring measurable business outcomes.

Responsibilities:

• Lead mid-market customers through the full transformation journey — from implementation through agentic workflow adoption — with clear accountability for time-to-value and measurable business outcomes
• Build and own the change management strategy for each account: map stakeholders, diagnose resistance, build internal coalitions, and drive adoption past the finish line
• Quantify and communicate Ramp's impact in the language CFOs and Controllers care about — close cycle improvement, spend visibility, variance reduction, and ROI — not just product usage metric
• Run stakeholder management across multiple layers of a customer org, including finance leadership relationships you own independently
• Use AI tools daily to prepare for customer calls, build materials, synthesize data, identify account risk, and operate at a pace traditional methods can't match
• Help customers understand and adopt Ramp's agentic finance capabilities — positioning new workflows not as features, but as fundamental changes to how their finance team operates
• Partner with Account Executives and Technical Consulting to deliver seamless implementations and expand Ramp's footprint within accounts
• Bring customer insight back to Product — surfacing patterns, gaps, and opportunities from your accounts to shape how Ramp evolves

Requirements:

• 5+ years of customer-facing experience in customer success, consulting, or implementations with a proven, consistent track record of driving customer outcomes and exceeding goals
• Demonstrated ability to drive workflow adoption inside organizations, navigate real resistance from real stakeholders, and produce measurable results; finance or fintech context is a plus but not required
• AI fluency as a daily habit — you already use AI tools habitually to prep for calls, synthesize information, build customer-facing materials, and automate repetitive tasks; this is how you work, not something you're exploring
• Ability to communicate Ramp's impact in financial terms — walking a controller through the business case for a workflow change, connecting implementation milestones to P&L outcomes, and running executive updates that land with finance leaders
• Technical acumen to hold your own in conversations with Product and Engineering on integrations, APIs, and workflow architecture; credibility in technical conversations earns you a seat at the table with the full customer stakeholder group
• Prior demonstrated success in fast-paced, results-oriented GTM environments, ideally at SaaS or FinTech companies
• Strong collaboration and influencing skills across Sales, Product, Operations, and other GTM teams
• Experience helping customers adopt AI-powered or agentic workflows at scale; understanding of what friction looks like in practice and what makes transformation stick
• Exposure to FP&A, accounting software ecosystems (NetSuite, Sage, QuickBooks, Xero), expense management, or CFO-adjacent workflows
• Demonstrated commercial impact — expansion, retention, or time-to-value outcomes with specific metrics attached
• Background at an AI-first or AI transformation company where rethinking workflows around AI was part of the product or culture
• Management consulting background with structured problem-solving, client management, and the ability to turn ambiguity into a plan
• High-growth or startup experience with comfort operating in ambiguity and rapid change