Director, Account Management

Rippling; New York (NY); On-site; USD 150,000 - 230,000; Full time

Job summary

Rippling is seeking a pragmatic Director of Account Management (SMB Channel) to lead and develop our remote US-based SMB AM team. You will coach Account Managers, define lifecycle events, and drive growth, margin, and retention across channel customers.

You will staff, set goals, and manage KPIs while collaborating with leadership to execute a go-to-market strategy and ensure long-term success.

Qualifications

• Minimum 5 years scaling and managing a client-facing sales or account management team.
• Proven track record of meeting and exceeding quotas.
• Experience with new product sales and upgrades; license expansion not required.
• Strong leadership and people management skills.
• Excellent analytical abilities and data-driven decision making.
• Outstanding communication and relationship-building across diverse stakeholders.
• Hands-on leader capable of driving multiple projects.
• Highly organized, self-motivated and detail-oriented.
• High integrity with a long-term growth mindset.
• Courage to challenge the status quo when needed.

Responsibilities

• Build strong account management teams that meet and exceed quota.
• Define and manage lifecycle events for SMB customers across verticals and track outcomes.
• Provide leadership and direction to a high-performance team – including hiring, training, and pace setting.
• Develop specific and targeted goals and quotas to expand and accelerate revenue opportunities.
• Create, monitor, and manage key performance metrics.
• Find innovative and creative ways to improve and increase performance.
• Implement best practices to support consistent and consultative sales and client success processes.
• Develop and refine an effective go-to-market strategy as we expand.
• Take an entrepreneurial approach to the role, working collaboratively with the rest of the leadership team to get things done.

Skills

Leadership

Account management

Sales management

Analytics

Communication

Hiring & training

Strategic thinking

Collaboration

Process improvement

Team coaching

Job description

Director, Account Management (SMB Channel)

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

Department: SMB AM

About the role

We are looking for a pragmatic, growth-minded Account Management & Sales Director with a proven track record of success to lead our remote US-based Account Management team. As a Director of Account Management, you will coach and develop SMB Account Managers in our Channel Account Management org. You will staff and lead the teams to meet company objectives for growth, margin, and customer retention. You will be responsible for defining, managing & executing key lifecycle events for customers across segments within the channel.

What you will do

• Build strong account management teams that consistently meet and exceed quota
• Define and manage key customer lifecycle events for the SMB segment across three distinct verticals in SMB and track outcomes
• Provide leadership and direction to a high-performance team – including hiring, training, and pace setting
• Develop specific and targeted goals and quotas to expand and accelerate revenue opportunities
• Create, monitor, and manage key performance metrics
• Find innovative and creative ways to improve and increase performance
• Implement best practices to support consistent and consultative sales and client success processes
• Develop and refine an effective go-to-market strategy as we expand
• Take an entrepreneurial approach to the role, working collaboratively with the rest of the leadership team to get things done

What you will need

• A minimum 5 years of experience scaling and managing a client-facing sales or account management team in a fast-paced environment
• Previous experience as a top-performing account manager or sales executive
• Proven track record of team quota-attainment via new product sales and upgrades (license expansion sales are not likely relevant)
• Proven leadership skills, people management skills
• Great with numbers including strong analytical skills
• Highly effective communicator with good people instincts - able to build trust and work well with a diverse group inside and outside the company
• Eager for a very hands-on role, where you’ll be asked to take on and run with a range of projects outside your comfort zone, and learn quickly
• Highly organized, self-motivated and detail-oriented, with great follow-through on projects/tasks big and small
• High integrity individual who’s 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 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 base variable split for this part of the business is 60/40. 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

About the Company

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.