Account Manager - Enterprise, Growth & Retention

Rippling; San Francisco (CA); Hybrid; USD 210,000 - 220,000; Full time

Benefits offered by this job

Hybrid work model

Equity

Competitive compensation

Job summary

Rippling is seeking an Account Manager for Enterprise, Growth & Retention to lead relationships with our largest customers across HR & IT platforms. This hybrid-remote US-based role focuses on adoption, renewals and revenue growth, guiding customers through lifecycle events and strategic outcomes.

You will drive discovery, demos, and cross-sell opportunities, coordinating with product and technical teams to ensure long-term success and value realization for each account.

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 deals and think outside the box.
• Sales discovery and demo meeting skills with a structured process.
• Proven success building long-term commercial relationships and renewals.
• Strong communicator with good people instincts and trust-building.
• Highly organized, self-motivated, detail-oriented and reliable.
• PEO or HCM experience is a plus.

Responsibilities

• Manage relationships with enterprise customers to drive adoption and revenue growth.
• Lead lifecycle activities: go-live, renewals, executive business reviews, and contract renewals.
• Consult with clients to understand HR/IT/Finance needs using a solutions-based approach.
• Navigate sales processes with remote stakeholders and build multi-year renewals.
• Negotiate procurement and coordinate contract execution.
• Develop and manage a pipeline for cross-sales and product upgrades.
• Collaborate with Technical Account Manager and cross-functional teams.

Skills

SaaS sales

Account management

Quota attainment

Discovery & demos

Relationship building

Communication

Negotiation

Hybrid / remote collaboration

Job description

Account Manager- Enterprise, Growth & Retention (Partner Referred Business)

Location: Seattle, WA; Chicago, IL; San Francisco, CA; New York, NY

Department: Strategic AM

About the rol

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’ll 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 40 mile 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.

*Commission is not guaranteed

OTE (60/40commission split for base/variable pay):
Tier 1: $220,000/year OTE (Office based)

Tier 2: $210, 000/ year OTE (Remote based)

#LI-Hybrid

About the Company

About Rippling

Rippling is the first way for businesses to manage all of their HR & IT-payroll, benefits, computers, apps, and more in one unified workforce platform.

By connecting every business system to one source of truth for employee data, businesses can automate all of the manual work they normally need to do to make employee changes. Take onboarding, for example. With Rippling, you can just click a button and set up a new employees' payroll, health insurance, work computer, and third-party apps - like Slack, Zoom, and Office 365 all within 90 seconds.

Based in San Francisco, CA, Rippling has raised $1.2B from the world's top investors—including Kleiner Perkins, Founders Fund, Sequoia, Bedrock, and Greenoaks—and was named one of America's best startup employers by Forbes (#12 out of 500)

We prioritize candidate safety. Please be aware that all official communication will only be sent from @Rippling.com addresses.