Account Manager - Ent, Growth & Retention (HR Services Channel)

Rippling; San Francisco (CA); Hybrid; USD 198,000 - 242,000; Full time

Benefits offered by this job

Equity

Commission plan

Job summary

Rippling is seeking a self-driven Account Manager to own relationships with our HR and workforce management customers in a hybrid-remote role based in the United States. You will drive adoption, retention and revenue growth by guiding customers through Rippling’s back-office products, coordinating with cross-functional teams, and leading renewal discussions.

You will manage a book of strategic accounts, conduct executive reviews, and build long-term plans that align with customer goals and

Qualifications

• 4+ years of SaaS experience in account management, sales, or quota-carrying customer success.
• Track record of meeting and exceeding quota via new product sales and upgrades.
• Competitive and creative drive to win over customers and close deals.
• Demonstrated ability to run a structured sales process and manage multi-year renewals.

Responsibilities

• Ensure customers in the HR Services channel realize value and expand across the platform.
• Proactively engage customers at key lifecycle events (go-live, renewals, business reviews).
• Lead initiatives to meet objectives for adoption, retention, and revenue growth.
• Consult with clients to understand HR, IT, Finance, and global workforce needs using a solutions-based approach.
• Build relationships with multiple stakeholders through remote meetings to navigate the sales process.
• Negotiate and coordinate procurement and contract execution.
• Develop a pipeline of cross-sales, product upgrades, and renewals to meet quarterly targets.
• Collaborate with Technical Account Managers and cross-functional teams to ensure customer success.

Skills

SaaS account management

Quota attainment

Executive relationship

Sales discovery

Job description

About the role

We are Rippling’s sherpas – both for our customers and colleagues. We bring our customers along on the journey as we rapidly enhance and expand the first-of-a-kind employee management platform. We’re looking for a self-driven, growth-minded account manager with a proven track record of success to join our hybrid-remote US-based Account Management team.

You are the primary relationship owner for each of your customers to guide them in optimizing 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 Strategic segment own revenue retention and growth of our largest customers.

What you will do

• Ensure our customers in the HR Services channel are realizing value and expanding across the platform.
• Proactively engage customers in your book via key lifecycle events: “go live”, benefits renewal, executive business reviews, contract renewal, etc.
• You will field customer requests and lead initiatives in your book to meet company objectives for customer adoption, retention, and revenue growth.
• Consult with clients to understand their HR, IT, Finance, and global workforce management needs through a solutions-based selling approach.
• Navigate a sales process by building relationships with multiple stakeholders through remote meetings.
• Negotiate and coordinate customer procurement and contract execution
• Build and manage a pipeline of new subscription cross-sales, product upgrades, and contract renewals to quarterly targets.
• Develop and demonstrate a broad knowledge of current and new Rippling products via executing customer adoption playbooks and prospecting.
• Partner with your Technical Account Manager to devise account plans, long-term goals, and client strategies; and with cross-functional teams to ensure customer success and secure long-term commitments.

What you will need

• 4+ 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 sales discovery and demo meeting and run a structured sales process
• Proven success building and maintaining long-term commercial relationships (experience managing multi-year renewals)
• Highly effective communicator with good people instincts – able to build trust and work well with a diverse group inside and outside the company
• Highly organized, 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
• PEO or HCM experience a plus, but not required

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, color, 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 highly values having employees working in-office to foster a collaborative work environment and company culture. For office-based employees (employees who live within a defined radius of a Rippling office), Rippling considers working in the office, at least three days a week under current policy, to be an essential function of the employee’s role.

This role will receive a competitive On-Target Earnings (base salary + sales commission) + benefits + equity. The On-Target Earnings* US-based employees will be 60/40 commission split for base/variable pay for the range listed below.

A variety of factors are considered when determining someone’s compensation–including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed below.

OTE (60/40 commission split for base/variable pay):

Tier 1: $220,000/year OTE (Office based)

*Commission is not guaranteed