Account Manager- Strategic Accounts (Growth & Retention)

Rippling, Inc.; Seattle (WA); On-site; USD 225,000 - 275,000; Full time

Job summary

Rippling, Inc. is seeking an Account Manager- Strategic Accounts to drive growth and retention for our largest customers from our Seattle office.

You’ll champion the voice of the customer as we scale the employee management platform and lead cross-functional initiatives. In this role you’ll manage a strategic book, conduct executive business reviews, negotiate contracts, and partner with our Technical Account Manager to create long-term account plans with quarterly targets.

Qualifications

• 7-10+ 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.
• Creative drive to win alongside customers and close deals.
• Experience running sales discovery, demos, and a structured sales process (SPICED/MEDDPICC a bonus).
• Proven success building long-term commercial relationships, including multi-year renewals.
• Excellent communication and EQ for working with diverse stakeholders.

Responsibilities

• Drive growth and retention for your book of Rippling's largest and most strategic accounts.
• Engage customers via go-live, benefits renewal, executive reviews, and contract renewal.
• Advocate for customer needs cross-functionally to meet adoption, retention, and revenue goals.
• Consult with clients to understand HR, IT, Finance, and global workforce management needs.
• Drive executive alignment with decision makers and C-level executives.
• Navigate sales processes via remote meetings and multi-stakeholder relationships.
• Negotiate and coordinate procurement and contract execution.
• Highlight customer strategy, risks, and opportunities to Rippling leadership.
• Build and manage a pipeline of cross-sales, product upgrades, and renewals to quarterly targets.
• Develop knowledge of Rippling products through playbooks and prospecting.
• Partner with Technical Account Manager to devise account plans and long-term goals.

Skills

SaaS account management

Quota carrying

Executive engagement

Sales process

Long-term relationships

Strong communication

Organization & follow-through

Job description

Account Manager- Strategic Accounts (Growth & Retention)

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

Rippling’s Strategic Account Managers guide our largest and most strategic customers through a tailored journey. As we rapidly enhance and expand the first-of-its-kind employee management platform, Account Managers champion the voice of the customer within the company and should take an entrepreneurial approach to the role. We're a growing team with massive personal and professional development opportunities.

This role must be based in office: San Francisco, New York, Seattle, Austin, Chicago.

What you'll do

• Drive growth and retention for your book of Rippling's largest and most strategic accounts
• Proactively engage customers in your book via key lifecycle events: “go live”, benefits renewal, executive business reviews, contract renewal, etc.
• Field customer requests and advocate for their needs and requirements cross-functionally, with a goal to meet company objectives for 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
• Drive executive alignment and value with customer decision makers and C-Level executives
• Navigate a sales process by building relationships with multiple stakeholders through remote meetings
• Negotiate and coordinate customer procurement and contract execution
• Drive visibility across Rippling’s leaders (AM, TAM, Product, Customer Support, etc) to highlight customer strategy, needs, risks, and opportunities
• 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 playbooks and prospecting
• Partner with your Technical Account Manager and other Rippling stakeholders 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

• 7-10+ 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 or seat expansion sales are not relevant)
• Competitive and creative drive to win alongside customers and think outside of the box to get a deal done
• Demonstrated ability to run sales discovery, demos, and a structured sales process (SPICED or MEDDPICC experience is a bonus)
• Proven success building and maintaining long-term commercial relationships, including experience managing multi-year renewals
• Highly effective communicator with excellent EQ – 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

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:

Office Based: $250,000 /year OTE

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