Account Manager, Mid-Market Standalone (Growth)

Rippling; San Francisco (CA); On-site; USD 170,000 - 190,000; Full time

Job summary

You will own a multi-stakeholder sales process, grow revenue, and negotiate contracts while collaborating with cross-functional teams to ensure long-term customer success.

Qualifications

• 3+ years of SaaS experience in account management or sales.
• Track record of consistently meeting and exceeding quota.
• Able to manage long sales cycles and multiple stakeholders.
• Strong discovery and demo meeting skills.
• Proven ability to build and maintain long-term relationships.
• Excellent communication and interpersonal skills.
• New logo sales/account executive experience is a plus.

Responsibilities

• Assist customers consolidating tech stacks to Rippling.
• Engage customers via lifecycle events: go-live, reviews, renewals.
• Lead initiatives to drive adoption, retention, and revenue growth.
• Consult with clients on HR/IT/Finance/global workforce needs.
• Navigate the sales process with remote meetings and multiple stakeholders.
• Negotiate and coordinate procurement and contracts.
• Build a pipeline of cross-sales, upgrades, and renewals to quarterly targets.
• Develop knowledge of Rippling products and adoption playbooks.
• Collaborate with Technical Account Manager to align client strategy.

Skills

SaaS sales

Account management

Quota attainment

Communication

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.

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—within 90 seconds. Based in San Francisco, CA, Rippling has raised $1.4B+ 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 prioritize candidate safety. Please be aware that all official communication will only be sent from @Rippling.com addresses.

About The Role

Standalone Account Managers are ambitious AM’s who can manage a more strategic sales cycle while being an advisor to customers that are consolidating more of their tech stack to Rippling.

What You Will Do

• Assist customers who are only using Rippling for specific product suites realize the full potential of the platform by consolidating more of their processes into Rippling.
• Proactively engage customers in your book via key lifecycle events: “go live”, 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.

What You Will Need

• 3+ years of SaaS experience in account management or sales.
• 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.
• 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 a great company for the long term.
• New Logo Sales / Account Executive 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 compensation package including benefits + equity.

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.

Compensation for this role - OTE (60/40 commission split for base/variable pay)

Tier 1: $170,000 /year OTE (Office based)

• Commission is not guaranteed