Account Manager, SMB

Rippling; San Francisco (CA); Hybrid; USD 78,000 - 130,000; Full time

Benefits offered by this job

Hybrid work model

Equity

Job summary

Rippling is seeking a self-driven Account Manager for our hybrid-remote US-based team. You will be the primary relationship owner for customers, guiding them to optimize Rippling’s back-office HR products and solutions.

You’ll navigate complex issues and lead initiatives to boost adoption, retention, and revenue growth across your book of business. You will engage customers during go-live, renewals, and business reviews; consult on HR, IT, and finance needs; and build a pipeline for cross-sells

Qualifications

• 2+ years of SaaS account management, sales, or quota-carrying CS experience.
• Track record of meeting/exceeding quota via new product sales and upgrades.
• Strong communication and relationship-building capabilities.

Responsibilities

• Proactively engage customers through key lifecycle events like go-live, renewals, and executive business reviews.
• Consult with clients to understand HR, IT, Finance, and global workforce needs via a solutions-based approach.
• Build relationships with stakeholders through remote and in-person meetings to drive adoption and renewal.
• Negotiate procurement and contract execution as part of managing the customer relationship.
• Develop pipeline for cross-sales, product upgrades, and contract renewals toward monthly targets.
• Demonstrate knowledge of Rippling products via adoption playbooks and prospecting.
• Coordinate with product, support, and operations teams to ensure success and renewals.
• Act as a proactive partner to maximize product adoption for each customer.

Skills

SaaS account mgmt

Quota attainment

Consultative selling

Sales cycle management

Relationship building

Executive communication

Organization & follow-through

Integrity & long-term thinking

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.

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 $1.4B+ 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

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. 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 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 SMB segment own revenue retention and growth of one 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 maximize Rippling product adoption based on each customer’s unique business operations

What You Will Need

• 2+ 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 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
• 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, 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* for employees will be 60/40 commission split for base/variable pay.

This role will receive a competitive salary + benefits + equity. The salary for US-based employees will be aligned with one of the ranges below based on location; see which tier applies to your location here.

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.

Commission is not guaranteed

The Pay Range for this role

Tier 1: $130,000 OTE

Commission 60/40 Split