AI Partnerships Manager

About Ramp Ramp is building the smart infrastructure for finance teams, embedded in the transaction flow of every dollar a business spends. We automate how over $200B in annualized spend flows in and out of 70,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books. The problems are high-stakes, data-dense, and unforgiving. We hire people with high agency and high urgency. We look for slope over intercept. We care less about where you trained and more about what you’ve built. At Ramp, everyone is a builder who owns problems end to end and makes consequential decisions that shape the outcome. The median Ramp customer saves 5% and grows revenue 16% in their first year – far in excess of businesses operating without Ramp. We believe every ambitious company deserves the same. If you want to build systems that directly shape how companies move and manage billions, Ramp is the place to do it. About the Role Ramp is building a dedicated function to drive its partnerships across the AI ecosystem — labs, AI-native companies, and the investor community — and convert those into real technical and commercial outcomes. This is a newly created, high-visibility role that sits at the intersection of strategic business development, product partnership, and ecosystem relationship-building. Ramp is already embedded with key partners across the AI ecosystem, from working with leading labs on the latest models to serving as a design partner for emerging product capabilities. This role exists to deepen those relationships across every major lab and AI-native company, and turn them into something commercially meaningful. There is no playbook for this. This person will own and grow Ramp's most strategic relationships across the AI ecosystem, leading the technical side of those relationships end to end with partner product and engineering teams. The mandate spans product integrations, technical partnership strategy, deal-making, co-selling, and the creation of new revenue channels, pairing real product and engineering depth with commercial execution and ecosystem credibility. What You'll Do - Demonstrate technical depth to lead AI product and integration conversations end to end with partner engineering and product teams. - Own Ramp's relationships with emerging labs and AI-native companies at a true partnership level — not account management - Be embedded in the San Francisco AI community and know who is actually driving decisions at the labs, not just what the org chart says - Convert ecosystem relationships into commercial outcomes — referrals, integrations, co-selling, and new revenue channels - Do both the business development and product/integration work, combining deal-making with genuine technical engagement - Stay ahead of how leading AI companies are commercializing and going to market, and help Ramp move with them — and ahead of them - Represent Ramp externally across the San Francisco AI community: founders, investors, lab leaders, and operators What You'll Need - Deep, trusted relationships at leading AI companies with the people who make decisions and influence direction — not just formal contacts - Commercial outcomes tied to those relationships, including initiatives with measurable revenue potential and smarter product integrations on both sides - Ramp is known and respected across the San Francisco AI community as a must-know fintech partner - Ramp keeps pace with — and ideally stays ahead of — how quickly the labs are changing, evolving their go-to-market strategies, and commercializing - A repeatable business development and product motion built for the AI ecosystem, not a series of one-off partnerships - An ever-evolving AI partnership strategy that includes sourcing, negotiating, contracting, executing, and growing relationships with leading AI companies Over the course of a year, success means launching public products, integrations, go-to-market initiatives, and distribution channels with labs and applied AI companies. Near-term objectives could include inclusion in model-launch announcements and joint product-integration launches. Longer-term goals will incorporate adoption of integrations and revenue targets as distribution partnerships are executed. Every day will look different, but the work will include meeting with cross-functional stakeholders internally and externally, keeping a pulse on applied AI and the labs, negotiating active contracts, refining and executing Ramp's AI partnership strategy, and helping Ramp get closer to the teams that matter at the top AI companies. Nice to Haves - The ideal candidate combines two qualities that are hard to find in one person: Ecosystem connector - Deep personal relationships in the San Francisco AI community — founders, lab leaders, and investors — at a level where people pick up the phone - Experience working inside or alongside leading AI partners in a way that provides genuine credibility, not just famili

Known and trusted in the AI ecosystem with deep understanding of competitive dynamics and active engagement with labs and AI-native firms. Ability to influence AI labs and AI-native companies and create meaningful value through partnerships. Real technical fluency with foundation models, how products are built on top of them, and the key decisions for technical integrations. Proven track record of closing and executing complex partnerships or shipping products in an AI context. Strong product intuition and user-centric thinking, connecting partnership opportunities to real customer problems without owning day-to-day product development. Exceptional strategic and analytical skills to evaluate opportunities, structure win-win outcomes, and prioritize investments. Experience leading and influencing cross-functional initiatives across product, engineering, and business teams. Clear communication, structured thinking, and strong judgment in high-stakes, ambiguous environments.

Design and drive Ramp’s AI partnerships strategy, focusing on creating differentiated value for Ramp customers and deepening relationships with AI-native firms through meaningful partnerships. Build and leverage relationships, identify new avenues to drive commercial impact and product differentiation. Serve as Ramp’s voice in conversations with AI companies and product partners. Collaborate with product, engineering, and design teams to shape Ramp’s AI product roadmap and investment priorities. Identify, structure, and close partnerships spanning AI-driven product integrations, platform collaborations, and strategic co-building opportunities within Ramp’s AI / Labs ecosystem. Drive alignment across internal stakeholders (product, engineering, legal, GTM) to move partnerships from concept to launch swiftly. Represent Ramp in high-stakes conversations requiring credibility and sound judgment. Maintain a strong point of view on the evolving AI ecosystem and translate market developments into actionable partnership opportunities that deliver near- and long-term value for Ramp’s customers.