Expansion Account Executive, Accountant Channel (West Coast)

Rippling; Nevada (IA); On-site; USD 150,000 - 160,000; Full time

Job summary

Rippling’s Channel Account Executive role focuses on acquiring and activating new accounting and HR advisory partners, driving net-new referrals, and onboarding firms to scale their workforce advisory practice with Rippling.

Based in San Francisco, this quota-carrying position requires expert discovery, compelling product demonstrations, and collaboration with AE teams to maximize partner success and growth.

Qualifications

• CAE with tenure >12 months by Jan 31, 2026.
• CAE with track record penetrating into existing partner base.
• Consistently meets sales quotas.
• Track record of selling $20K+ end client deals via partners.
• Experience selling Rippling Suite across HR, Finance, Spend, PEO, IT and Global.
• In good standing with Rippling.

Responsibilities

• Manage a highly consultative sales process and position Rippling's value to new partners using MEDDPICC.
• Manage a high volume of partner pipeline by building strong relationships with Accounting & HR Advisory firms.
• Build strategic account plans to expand relationships within Accounting & HR Advisory firms.
• Keep Accounting & HR Advisory contacts up-to-date on new product developments and best practices.
• Win new partners by understanding and positioning against competition.
• Deliver product demos to showcase Rippling's value to partners and partner clients.
• Collaborate with other AEs across PEO, Global, Spend, and IT to maximize value and win rates.
• This is a quota carrying role requiring accurate CRM updates to meet quota expectations.

Skills

Consultative selling

Quota attainment

CRM proficiency

Cross-functional collaboration

Partner development

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.

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.

About The Role

Rippling’s Accounting and HR Advisory Channel is experiencing exponential growth, and we are excited to hire the next sales professional to join our growing team and support our mission by delivering exceptional value to our partners so they can scale and grow their workforce advisory practice with Rippling

Rippling partners with Accounting and HR Advisory firms serving small and mid-sized businesses. In this role, you’ll focus on acquiring and activating new partners by sourcing, landing, and onboarding net-new firms. You’ll build and execute strategies to drive partner penetration and ensure activation, with the goal of securing a first client referral within 90 days. Over the first 12 months, you’ll work closely with each new partner to understand their business and client needs, positioning Rippling’s value to help onboard their book of business. After the first year, partnerships transition to the Expansion team for long-term management.

The Channel Account Executive (Hunter or Expansion) role is designed for sales professionals who thrive in a fast-paced and collaborative team environment, opening new doors, driving net-new partner acquisition, and scaling a referral motion within the Accountant and HR Advisory ecosystem.

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.

What You Will Do

• Manage a highly consultative sales process and position the value of Rippling to new prospective partners, utilizing Rippling’s MEDDPICC sales methodology
• Manage a high volume of partner and partner client pipeline by building strong relationships with Accounting & HR Advisory firms.
• Build solid strategic account plans to align with partners' growth goals and priorities by expanding relationships and contacts within Accounting & HR Advisory firms to maximize the growth potential of the partner
• Keep Accounting & HR Advisory contacts up-to-date on new product developments and best practices to get the most out of Rippling’s platform and partner program
• Win new partners and partner client business by deeply understanding and positioning against our competition
• Deliver best-in-class product demos to position the value of Rippling for our partners and partner clients
• Work collaboratively and quarterback the sales process with other Rippling Account Executives across PEO, Global, Spend, & IT to maximize value and win rates for Accountant and HR Advisory firm clients
• This is a quota carrying role. You will need to forecast, and manage your sales pipeline by keeping accurate notes in our CRM on a daily and weekly basis to meet quota expectations

What You Will Need

• Currently a CAE who has a tenure >12 months by the end of January 31st, 2026
• CAE with documented track record of successfully penetrating into our existing partner base
• A consistent track recorded of achieving sales quotas
• Consistently meets our north star metrics of 10 RS2s/month
• Passion for for deepening relationships within existing firms and generating new referral contact PS2s
• Cross-functional alignment across Marketing, SDR, IM, Partner Success, & Account Management
• Solid consultative selling skills
• Track record of selling larger $20K+ end client deals from partners
Track record of selling all Rippling Suite: HR, Finance, Spend, PEO, IT, & Global
• In good standing with Rippling

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.

• Commission is not guaranteed

The pay range for this role is:

San Francisco Office Based: $160,000/year OTE

Seattle Office Based: $155,000/year OTE

Remote: $150,000/year OTE