AI Solutions Engineer

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 $275B in annualized spend flows in and out of 85,000+ companies: authorizing payments, flagging risk, categorizing spend, and closing books.

About the Role

Ramp is building a new AI business, and you’ll be one of its first technical sellers. Your job is to turn technically complex AI products into closed revenue.

You’ll sell a growing portfolio spanning AI-powered applications and agents for finance teams, as well as infrastructure that helps companies deploy and manage AI with greater control, security, and cost efficiency. This is a product-focused, quota-carrying technical sales role. You’ll help customers evaluate and purchase Ramp’s AI products, translating complex capabilities into clear business value and guiding opportunities from discovery through close.

What You'll Do

• Carry a revenue quota and own the progression of AI product opportunities from initial discovery through purchase, ensuring business value is clear, technical requirements are validated, and obstacles to a decision are resolved.
• Lead discovery with business and technical buyers to understand their goals, workflows, challenges, decision criteria, existing systems, and AI strategy.
• Translate Ramp’s AI applications and infrastructure into compelling solution narratives tied to measurable business outcomes.
• Build ROI and total cost of ownership analyses that quantify the value of Ramp’s AI products and create executive-level justification for investment.
• Help customers identify high-value use cases, set realistic expectations, and establish a credible path from evaluation to production.
• Deliver tailored demonstrations, technical workshops, and proofs of concept with clear success criteria that establish value and build confidence in a purchase decision.
• Build relationships with champions and decision-makers across Engineering, IT, Security, Finance, Operations, Procurement, and executive leadership.
• Navigate questions related to APIs, integrations, model capabilities and limitations, data flows, architecture, privacy, security, governance, implementation, and tradeoffs among quality, cost, latency, and control.
• Apply strong commercial judgment to qualify opportunities, create urgency, address objections, identify risk, and keep customers moving toward a decision.
• Lead customers through implementation after purchase, including deployment planning, stakeholder alignment, workflow design, technical coordination, enablement, and adoption.
• Partner with Account Executives and collaborate with Product, Engineering, Security, Marketing, and post-sales teams to remove deployment blockers and deliver a strong customer experience from evaluation through production.
• Bring structured customer and market feedback to internal teams to improve the products, positioning, sales execution, and customer experience.
• Turn early customer conversations into repeatable messaging, demonstrations, qualification criteria, value stories, and sales plays as we build this go-to-market motion from the ground up.

What You'll Bring

• 5+ years of experience in Solutions Engineering, Solutions Consulting, technical sales, Solutions Architecture, enterprise software sales, or a related customer-facing role.
• Direct quota-carrying or deal-closing ownership of the pre-sale cycle—not only experience delivering demonstrations or supporting post-sale implementation.
• A track record of independently influencing and winning complex B2B sales opportunities with clear revenue accountability.
• Strong discovery and value-selling skills, with the ability to connect technical capabilities to measurable business outcomes.
• Demonstrated ability to build executive-level business cases, including ROI and total cost of ownership analyses; this capability will be central to success in the role.
• Commercial instincts and comfort taking meaningful ownership of deal strategy, momentum, and results.
• Technical fluency across modern AI systems, including applications and agents, model capabilities and limitations, APIs, integrations, data flows, security, governance, and tradeoffs among quality, cost, latency, and control.
• Excellent executive communication and presentation skills, including the ability to make complex concepts clear and relevant to different audiences.
• The ability to explain probabilistic, rapidly evolving AI technology with credibility and precision without overpromising what the product can do.
• Experience building champions and navigating multi-threaded buying groups with competing priorities.
• High ownership, curiosity, sound judgment, and comfort operating in a fast-moving environment where you’ll build structure as you go rather than inherit it.
• Energy for zero-to-one work and the opportunity to build a sales motion rather than simply inherit one.

Nice to Have

• Experience selling AI infrastructure, AI applications or agents, developer tools, data platforms, security products, finance technology, or workflow automation software.
• Experience helping launch a new product or develop an early go-to-market motion.
• Familiarity with AI gateways, model routing, usage controls, data governance, or enterprise AI deployment.
• Experience selling to developers, IT, Security, Finance, Operations, Procurement, or executive stakeholders.
• Experience creating reusable sales assets, demonstrations, value frameworks, or enablement programs.