Founding CSM

About Ratio

Ratio is the Closing Motion Platform for B2B technology companies. They unify proposals, embedded payment terms, and collections into a single flow — so Sellers get paid the full contract value upfront while their Buyers pay over time. No discounting. No billing drag. No fragmented handoffs between sales, finance, and collections.

They're not a lender, not a BNPL app, and not another piece of point software — they're rebuilding the closing motion itself.

Ratio grew 800%+ in 2024 and 349% in 2025, hit GAAP profitability in August 2025, and recently closed a $15.8M venture round on top of $100M in lending capacity. Customers include Motive, Taxwell, Bigtincan, and DearDoc.

The Opportunity

This is Ratio's first dedicated CSM hire focused on Seller Growth. You're not stepping into a playbook — you're developing it. The mandate is simple to say and hard to do: expand the sellers. Every seller Ratio has today has more deals, more buyers, and more contract volume that should be flowing through the platform. Your job is to unlock that.

You'll own a book of business, drive deeper adoption across the platform including the AI agents rolling out now, and turn signed sellers into compounding revenue. Ratio is a flat, fast org — you'll work directly with leadership across sales, product, engineering, risk, and ops, and your read on the customer will shape the roadmap.

What You'll Own

• A portfolio of B2B technology sellers post-onboarding, focused on adoption, expansion, and renewal
• Expansion as the headline metric — grow volume on existing sellers by deepening adoption, surfacing new use cases, and partnering with Sales on expansion plays inside accounts you already own
• AI agent rollout inside your book — as new agents go live, you're the one getting them into sellers' hands, showing the value, and turning new product surface area into revenue
• Health and risk signals — watch usage, deal flow, and engagement patterns. Move on churn risk and expansion signals before they show up in the renewal conversation
• Voice of the seller — translate what you hear from CFOs, RevOps leaders, and sales teams into product, pricing, and GTM feedback that actually changes what gets shipped
• The Seller Growth infrastructure itself — QBR formats, health scoring, expansion plays, references and case studies built so the next Seller Growth Manager has a real foundation to work from

What We're Looking For

• 2+ years in B2B SaaS Customer Success or Account Management, ideally with revenue accountability against GRR and NRR targets
• Commercial instinct — you understand SaaS economics, ARR vs. cash, sales cycles, and the financial levers that matter to CFOs, sales leaders, and RevOps
• A track record of expansion, not just retention — you've grown books of business by helping customers do more with the product, not just renewing what they already have
• Strong communicator — comfortable running executive QBRs, writing crisp updates, and navigating multi-stakeholder accounts where your champions sit across Sales, Finance, and RevOps
• Technically curious — you can get into the weeds of an API integration, a pricing model, an AI workflow, or a quote-to-cash process alongside a seller's ops team
• Comfortable in a flat org — you're energized by working across Sales, Product, Engineering, Risk, and Ops directly, and you don't wait for a chain of command to unblock a seller
• Startup DNA — you've worked without a complete playbook, built things from scratch, and treat ambiguity as fuel rather than friction

Nice to Have

• Payments or embedded finance background — prior experience in BNPL, revenue-based financing, or payments gives you a real head start on the domain
• SaaS as your customer — you've supported B2B SaaS companies as your end customers, so you already speak their language
• Early-stage experience — you've been employee 10–50 somewhere, and you know what wearing multiple hats actually means in practice
• Quote-to-cash familiarity — hands-on knowledge of billing systems, procurement cycles, or RevOps workflows
• AI adoption experience — you've driven adoption of AI-powered product features inside a customer base and know how to translate new capabilities into tangible value

Why This Role, Why Now

• You're defining the function, not inheriting it — Seller Growth is a new charter at Ratio, and the playbook you build defines what success looks like for everyone who comes after
• The product is expanding fast — new AI agents are landing inside the platform, which means a steady stream of fresh value to bring to existing sellers and real upside on expansion
• The sellers are real — Ratio is profitable, growing fast, and already inside companies like Motive, Bigtincan, and DearDoc
• Direct line to the top — you'll work alongside leadership daily in a flat org where your read on the customer changes what gets built next
• Capital and runway — $15.8M venture round, $100M in lending capacity, and a profitable business underneath it all