Manager, Expansion Channel Sales (Accountant)

Rippling; New York (NY); On-site; USD 140,000 - 230,000; Full time

Benefits offered by this job

Equity

Competitive commission structure

Job summary

Rippling is seeking a VP-level Expansion Channel Sales leader to drive growth within our Accounting & HR Advisory partner network. You will recruit, onboard, and develop a world-class Team of Channel Account Executives to expand partner client bases on Rippling’s platform.

You’ll lead strategy to scale revenues with current partners, while collaborating with Marketing, RevOps, and Solution Consulting to maximize partner value and satisfaction.

Qualifications

• 5+ years of B2B SaaS sales leadership experience.
• Proven track record of exceeding quota in a high-paced environment.
• Experience scaling teams in the accounting channel.
• Excellent communication and people-management skills.
• Strong familiarity with CRM and sales tooling to drive velocity and forecast accuracy.

Responsibilities

• Manage, coach, and scale high-performance teams of Channel Account Executives.
• Set a high standard of operational excellence and measure performance regularly.
• Drive sales performance, pipelines, forecasts, and closed deals to meet quotas.
• Report on team results through meticulous pipeline management.
• Develop strategic account plans to align with partner growth goals.

Skills

B2B SaaS sales leadership

Quota attainment

Team building & coaching

CRM & sales tools (Gong, Outreach)

Account expansion strategy

Tools

Gong

Outreach

Job description

About Rippling

Rippling is the first way for businesses to manage all of their HR & IT—payroll, benefits, computers, apps, and more—in one unified workforce platform.

By connecting every business system to one source of truth for employee data, businesses can automate all of the manual work they normally need to do to make employee changes. Take onboarding, for example. With Rippling, you can just click a button and set up a new employees’ payroll, health insurance, work computer, and third-party apps—like Slack, Zoom, and Office 365—all within 90 seconds.

Based in San Francisco, CA, Rippling has raised $1.8B from the world’s top investors—including Kleiner Perkins, Founders Fund, Sequoia, and Bedrock—and was named one of America’s best startup employers by Forbes (#12 out of 500).

About the role

Rippling’s Accounting and HR Advisory Channel is experiencing exponential growth, and we are excited to hire the next sales leader 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 lead and develop a team of Channel Account Executives who own the expansion of our current Accounting & HR Advisory partners. You will work with your team to strategically align with our existing partners to expand their client base onto Rippling.

The Manager, Expansion Channel Sales role is designed for experienced sales leaders who thrive in a fast-paced and collaborative team environment. Your leadership will have a direct impact on the strategy and growth of the Accountant & HR Advisory channel by building and executing a strategy to significantly expand revenues within our current partners while recruiting, onboarding, developing and training a world-class team of Channel Account Executives to meet and exceed sales targets.

This position reports directly to the Director, National Expansion, Accountants & HR Advisory firms.

What you will do

• Manage, coach, and scale high performance teams of Channel Account Executives
• Sets a high standard of operational excellence, measuring and improving the performance of the team on a monthly, quarterly, and annual basis
• Drive sales performance, activity, pipelines, monthly forecasts, and closed-deals to ensure quota attainment.
• Regularly report on team and individual results through meticulous pipeline management and forecasting
• Drive exponential growth in partner-client pipeline by cultivating high-trust and strong relationships with decision-makers within our existing partner base
• Design and execute solid strategic account plans to align with key partners' growth goals and priorities by expanding relationships and contacts to maximize the growth potential of the partner.
• Serve as strategic thought partner and product expert ensuring the team and partners are leveraging Rippling’s new product developments and best practices to get the most out of Rippling’s platform and partner program
• Strive for cross-functional excellence and collaboration with Marketing, RevOps, Solution Consulting, Implementation, Partner Success, and Account Management to drive results and ensure a high-level of partner satisfaction
• Build and orchestrate with other Rippling Managers across PEO, Global, Spend, & IT to maximize revenue, value, and win rates for Accountant and HR Advisory firm clients

What you will need

• 5+ years of B2B SaaS sales leadership experience with a proven track record of building and scaling high performance teams
• Top performer and leader with a track record of consistently exceeding quota in a high-paced environment
• Demonstrated ability in building and scaling teams in the accounting channel
• Demonstrated ability in driving expansion revenue in accounting channel within current partner base
• Excellent communication, teamwork, and people management skills
• Excellent knowledge of CRM and sales tools (ex: Gong, Outreach, etc) to drive pipeline velocity, forecast accuracy, and key performance metrics

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* US-based employees will be 60/40 commission split for base/variable pay for the range listed below.

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