Business Development Manager - Benefits Marketplace

Rippling; San Francisco (CA); Sur place; USD 132 000 - 220 000; Plein temps

Résumé du poste

Rippling, the HR, IT, and payroll platform, is seeking a Business Development Manager for its Benefits Marketplace in the San Francisco Bay Area. You will own partner growth, onboarding new partners, manage ongoing relationships, and drive adoption, distribution, and revenue across partnerships.

You'll collaborate with Sales, Brokerage, and GTM teams to position partnerships, develop enablement programs, and scale successful playbooks across the portfolio.

Qualifications

• 5+ years of experience in partnerships, partner management, partner growth, business development, account management, channel partnerships, or a related role.
• Experience growing revenue, adoption, pipeline, or usage across partnerships or strategic accounts.
• Strong relationship management skills and experience working directly with external partners and their sales or distribution organizations.
• Strong commercial instincts and ability to identify actions likely to improve performance of a partnership.
• Experience working with internal sales organizations and building GTM programs that translate partnerships into customer adoption or revenue.
• Strong analytical skills and comfort using data to understand performance, identify opportunities, and measure results.
• Strong operational instincts and ability to turn ambiguous opportunities into clear actions, owners, and measurable outcomes.
• Excellent written and verbal communication skills and the ability to influence stakeholders across different functions and levels of an organization.
• Ability to manage multiple partner relationships and growth initiatives simultaneously in a fast-moving environment.
• Experience in employee benefits, insurance, HR technology, payroll, fintech, or another regulated ecosystem is a plus.
• Experience working with insurance carriers, brokers, general agencies, benefits technology companies, marketplaces, or other distribution partners is a plus.

Responsabilités

• Onboard newly signed partners. Coordinate across Rippling and partner teams to translate new partnerships into successful programs, including GTM, operational, reporting, and enablement work required to get them off the ground.
• Manage ongoing partner relationships. Serve as a primary day-to-day point of contact for partners, build strong relationships, run regular business reviews, and ensure shared priorities are delivered.
• Grow partner impact and revenue. Develop and execute growth plans for priority partners focused on revenue, customer adoption, attach, pipeline, referrals, and partner-sourced opportunities.
• Drive GTM with Rippling Sales. Work with Sales, Brokerage, PEO, and other GTM teams to ensure understanding of partner offerings and enable adoption.
• Lead external sales enablement. Build relationships with partner sales and distribution organizations and develop enablement, campaigns, and referral motions.
• Identify new growth opportunities. Use performance data, customer insights, partner feedback to identify expansion opportunities.
• Measure partner performance. Build visibility into revenue, adoption, pipeline, attach, referrals, and other KPIs to diagnose and prioritize.
• Improve how we operate. Identify friction across referrals, lead routing, handoffs, reporting, billing, and other partner workflows.
• Scale what works. Turn successful partner programs into repeatable playbooks across the Benefits Marketplace portfolio.

Connaissances

Partnerships management

Revenue growth

Relationship management

GTM programs

Analytical skills

Operational instincts

Executive communication

Multi-partner management

Independent ownership

Benefits/HR tech exposure

Description du poste

Business Development Manager - Benefits Marketplace

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 Benefits Marketplace team builds partnerships that expand the products, services, and experiences available to Rippling customers and create new revenue opportunities for Rippling.

We're looking for a Partner Growth Manager to turn those partnerships into successful, growing businesses. You'll work across the lifecycle of our partner relationships—from onboarding newly signed partners, to managing the ongoing relationship, to identifying and executing opportunities to grow partner adoption, distribution, and revenue.

You'll serve as a primary day-to-day point of contact for our partners and connect their teams with the right people across Rippling. Internally, you'll work closely with our Sales and Brokerage teams to build and execute go-to-market motions. Externally, you'll work directly with partner sales and distribution teams to make sure they understand Rippling, know how to position the partnership, and are actively bringing opportunities to us.

Most importantly, you'll be focused on growth. Every partnership is different, and growth may mean increasing customer adoption, generating more partner-sourced opportunities, improving attach, activating a new distribution channel, or growing direct partner revenue. You'll use data, relationships, and strong execution to identify what will have the greatest impact and make it happen.

This is a highly cross-functional role for someone who is equally comfortable building relationships, working with sales teams, digging into performance data, and driving execution across multiple organizations.

What you will do

• Onboard newly signed partners. Coordinate across Rippling and partner teams to translate new partnerships into successful programs, including the GTM, operational, reporting, and enablement work required to get them off the ground.
• Manage ongoing partner relationships. Serve as a primary day-to-day point of contact for partners, build strong relationships across their organizations, run regular business reviews, and ensure both Rippling and the partner are delivering against shared priorities.
• Grow partner impact and revenue. Develop and execute growth plans for priority partners focused on the metrics that matter for each relationship, including revenue, customer adoption, attach, pipeline, referrals, and partner-sourced opportunities.
• Drive GTM with Rippling Sales. Work closely with Rippling's Sales, Brokerage, PEO, and other GTM teams to ensure they understand our partner offerings, know when to position them, and have the tools, training, and processes needed to drive adoption.
• Lead external sales enablement. Build relationships with partner sales and distribution organizations and become their go-to resource for Rippling. Develop enablement, campaigns, referral motions, and other programs that help partner teams bring Rippling into customer opportunities.
• Identify new growth opportunities. Use performance data, customer insights, partner feedback, and market opportunities to identify new ways to expand existing partnerships and distribution.
• Measure partner performance. Build visibility into revenue, adoption, pipeline, attach, referrals, and other relevant KPIs. Use that data to understand what's working, diagnose underperformance, and prioritize where to invest.
• Improve how we operate. Identify friction across referrals, lead routing, customer handoffs, reporting, billing, and other partner workflows and work across Rippling to make our programs easier to operate and scale.
• Scale what works. Turn successful partner-specific programs into repeatable playbooks that can be applied across the broader Benefits Marketplace portfolio.

What you will need

• 5+ years of experience in partnerships, partner management, partner growth, business development, account management, channel partnerships, or a related role.
• A track record of growing revenue, adoption, pipeline, or usage across existing partnerships or strategic accounts.
• Strong relationship management skills and experience working directly with external partners and their sales or distribution organizations.
• Strong commercial instincts and the ability to identify the actions most likely to improve the performance of a partnership.
• Experience working with internal sales organizations and building GTM programs that translate partnerships into customer adoption or revenue.
• Strong analytical skills and comfort using data to understand performance, identify opportunities, and measure results.
• Strong operational instincts and an ability to turn ambiguous opportunities into clear actions, owners, and measurable outcomes.
• Excellent written and verbal communication skills and the ability to influence stakeholders across different functions and levels of an organization.
• Ability to manage multiple partner relationships and growth initiatives simultaneously in a fast-moving environment.
• Strong judgment, ownership, and the ability to operate independently.
• Experience in employee benefits, insurance, HR technology, payroll, fintech, or another regulated ecosystem is a plus.
• Experience working with insurance carriers, brokers, general agencies, benefits technology companies, marketplaces, or other distribution partners is a plus.

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 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.

The pay range for this role is:

132,000 - 220,000 USD per year (US San Francisco Bay Area)