Account Manager, SMB

Rippling; Dublin; Hybrid; EUR 60,000 - 90,000; Full time

Job summary

Rippling, Dublin-based, is seeking a self-driven account manager to own a portfolio of customers and drive adoption, retention, and revenue growth across Rippling’s back-office HR products.

You will engage stakeholders, run consultative discovery and demos, manage a cross-functional lifecycle, and build a proactive pipeline for cross-sells and renewals, while guiding customers to maximize product value.

Qualifications

• 3+ years of SaaS experience in account management, sales, or quota-c carrying customer success.
• Consistently met/exceeded quota via new product sales and upgrades.
• Consultative discovery and demo meetings with a structured sales process.
• Proven success building and maintaining long-term commercial relationships.

Responsibilities

• Proactively engage customers at key lifecycle events such as go-live and renewals.
• Consult with clients to understand HR, IT, Finance and workforce needs.
• Navigate strategic sales with multiple stakeholders through remote/in-person meetings.
• Negotiate procurement and contract execution as part of account management.
• Build and manage a pipeline of cross-sells, upgrades, and renewals to meet targets.
• Demonstrate Rippling product knowledge via adoption playbooks and Prospecting.
• Partner with product, support, and operations to ensure customer success.
• Act as an entrepreneurial partner, maximizing product adoption for each customer.

Skills

SaaS account management

Quota-carrying sales

Strong communication

Relationship management

Strategic selling

Job description

About the role

We’re looking for a self-driven, growth-minded account manager with a proven track record of success to join our Dublin based Account Management team. As an account manager at Rippling, you are the CEO of your book of business. You are the primary relationship owner for each of your customers to guide them in optimising the use of Rippling’s suite of back-office HR products and solutions. You will navigate complex customer issues and priorities and lead initiatives in your book to meet company objectives for customer adoption, retention, and revenue growth. Account managers in our SMB segment own revenue retention and growth of one of our fastest growing customer segments.

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-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
• Partner with cross-functional product, 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

• 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.

*Commission is not guaranteed