Account Manager, SMB APAC

Rippling; Sydney; Hybrid; AUD 90,000 - 130,000; Full time

Job summary

Rippling, a global HR, IT, and finance platform, is hiring an International Account Manager based in Sydney. You will own a book of business, drive adoption, retention, and revenue growth across Rippling's back-office products, and partner with cross-functional teams.

As the CEO of your book, you will lead across lifecycle events, negotiate contracts, and build a scalable pipeline while delivering exceptional client outcomes in a fast-paced environment.

Qualifications

• 1–3 years of SaaS account management or quota-carrying roles.
• Proven track record of meeting/exceeding quotas with new product sales or upgrades.
• Strong consultative discovery and demo skills.
• Able to build long-term commercial relationships.
• Excellent communication and relationship-building abilities.
• Highly organized and self-motivated with strong follow-through.
• Demonstrates integrity and strategic thinking.

Responsibilities

• Engage customers through lifecycle events including go-live and renewals.
• Understand HR, IT, and finance needs and map solutions.
• Build relationships with stakeholders through remote and in-person meetings.
• Coordinate procurement and contract execution.
• Develop pipeline for cross-sales, upgrades, and renewals to monthly targets.
• Demonstrate Rippling products and adoption playbooks.
• Run outbound prospecting across your book.
• Prioritize high-touch vs scaled engagement.
• Collaborate with product, sales, support, and operations to drive success.

Skills

SaaS account management

Quota carrying

Consultative selling

Relationship building

Pipeline management

Customer success mindset

Strong communication

Organised / detail-oriented

Integrity and professionalism

Proactive problem solving

Job description

About Rippling

Rippling gives businesses one place to run HR, IT, and Finance. It brings together all of the workforce systems that are normally scattered across a company, like payroll, expenses, benefits, and computers. For the first time ever, you can manage and automate every part of the employee lifecycle in a single system.

About Rippling

Rippling gives businesses one place to run HR, IT, and Finance. It brings together all of the workforce systems that are normally scattered across a company, like payroll, expenses, benefits, and computers. For the first time ever, you can manage and automate every part of the employee lifecycle in a single system. Take onboarding, for example. With Rippling, you can hire a new employee anywhere in the world and set up their payroll, corporate card, computer, benefits, and even third-party apps like Slack and Microsoft 365 - all within 90 seconds. Based in San Francisco, CA Rippling has raised $1.85B from the world's top investors - including Kleiner Perkins, Founders Fund, Sequoia, Greenoaks, and Bedrock, and was named one of America's best startup employers by Forbes. We prioritise candidate safety. Please be aware that all official communication will only be sent from @Rippling.com addresses.

About The Role

This is an exciting opportunity to be part of Rippling's International Account Management team! We're looking for a self-driven, growth minded account manager with a proven track record of success to join our Sydney based team. As an account manager at Rippling, you are the CEO of your book of business. As the primary relationship owner, you will lead initiatives in your book to meet company objectives for customer adoption, retention, and revenue growth across Rippling's suite of back-office HR, IT and Finance products and solutions. Account managers in our SMB segment own revenue retention and growth of one of our fastest growing customer segments. If a sales-driven Account Manager role in an extremely fast-paced environment ignites your excitement, you're in the right place.

What You Will Do

• Proactively engage customers in your book via key lifecycle events: "go live", benefits renewal, executive business reviews, contract renewal, etc.
• Consult with clients to understand their HR, IT, Finance, and global workforce management needs through a solutions and value based approach
• Navigate a strategic sales process by building relationships with multiple external and internal stakeholders through remote and in-person meetings
• Negotiate and coordinate customer procurement and contract execution as part of managing the broader customer relationship
• Build and manage a pipeline of new subscription cross-sales, product upgrades, and contract renewals to monthly targets
• Develop and demonstrate a broad knowledge of current and new Rippling products via executing customer adoption playbooks and prospecting
• Run scaled outbound prospecting motions across a large book of existing customers
• Prioritise your book of business, including which customers require a high touch approach and which you will manage in a scaled motion
• Partner with cross-functional product, sales, support, and customer operations teams to ensure customer success and secure long-term commitments, directly influence Rippling's product roadmap, and increase operational efficiency
• Take an entrepreneurial approach to the role by being a proactive and strategic partner to customers, tailoring your approach to maximise Rippling product adoption based on each customer's unique business operations

What You Will Need

• 1 - 3 years of SaaS experience in account management, sales, or quota-carrying customer success
• Track record of consistently meeting and exceeding quota via new product sales and upgrades (license expansion sales are not likely relevant)
• Competitive and creative drive to win over customers and think outside the box to get a deal done
• Demonstrated ability to run a consultative discovery and demo meeting, and run a structured sales process
• Proven success building and maintaining long term commercial relationships
• Highly effective communicator with good people instincts – able to build trust and work well with a diverse group inside and outside the company
• Highly organised, self-motivated, and detail-oriented; great follow-through on projects/tasks big and small
• High integrity; enthusiastic about building a great company for the long term
• Courage to challenge the status quo when logic and reason require it. See something broken? Fix it.

Additional Information

Rippling is an equal opportunity employer. We are committed to building a diverse and inclusive workforce and do not discriminate based on race, religion, colour, national origin, ancestry, physical disability, mental disability, medical condition, genetic information, marital status, sex, gender, gender identity, gender expression, age, sexual orientation, veteran or military status, or any other legally protected characteristics, Rippling is committed to providing reasonable accommodations for candidates with disabilities who need assistance during the hiring process. To request a reasonable accommodation, please email [e-mail]. Rippling employees work on a Hybrid Office Model - depending on your location, 1 or 3 days per week in our Sydney office.