Manager, Strategic Account Management

Rippling; San Francisco (CA); On-site; USD 252,000 - 308,000; Full time

Benefits offered by this job

Equity

Benefits

Competitive salary

Job summary

Rippling is seeking a Manager of Strategic Account Management in San Francisco to lead a team of Account Managers who own key strategic customers. You will drive strategy, coach high-performing ICs, and focus on adoption, retention, and revenue growth across a broad enterprise portfolio.

You will hire, mentor, and scale talent while partnering with Product, Support, RevOps, and Customer Success to optimize go-to-market execution and renewal strategies.

Qualifications

• 5+ years of total SaaS experience, including 3+ years of direct people management experience leading Account Management or Sales teams in the enterprise+ space.
• Consistent track record of team quota achievement across net retention, cross-sell/up-sell revenue, and customer adoption targets.
• Demonstrated expertise in sales and coaching methodologies, and developing individual contributor skillsets.
• Strong leadership agility with experience operating in high-growth, fast-paced environments, and navigating complex organizational structures.
• Proven success building and maintaining long term commercial relationships, including interfacing directly with executive buyers.
• Highly effective communication skills and exceptional EQ – able to build trust and work well with a diverse group inside and outside the company.
• Strong operational and technical acumen - you have the DNA of an engineer but choose to be in sales leadership.

Responsibilities

• Hire, recruit, onboard, and retain top-tier AM talent to scale the Strategic Accounts team.
• Coach and develop Strategic AMs through 1:1s, pipeline reviews, call coaching, and active deal support to elevate team performance and career progression.
• Drive performance management and hold the team accountable to key operational metrics, pipeline generation, cross-sell quota attainment, and retention goals.
• Act as an executive sponsor on high-stakes customer renewals, expansion opportunities, and escalations to support deal execution.
• Partner closely with Cross-Functional Leadership (Product, Support, RevOps, and Customer Success) to align on go-to-market strategies, improve internal processes, and advocate for customer needs.
• Establish and refine playbook strategies for account expansion, executive business reviews, contract renewals, and customer risk mitigation.
• Analyze account data, customer health indicators, and market trends to forecast revenue, identify growth opportunities, and mitigate churn risk across the team's portfolio.
• Foster a culture of continuous learning, team collaboration, high accountability, and customer-centricity.

Skills

SaaS leadership

People management

Quota achievement

Sales coaching

Executive relationships

Communication skills

Operational acumen

Job description

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

We’re rapidly moving upmarket, scaling our Strategic Account Management organization, and seeking an experienced, growth-minded people leader with a proven track record of leading high-performing sales or account management teams. As a Manager of Strategic Account Management at Rippling, you will lead, coach, and scale a team of Account Managers who serve as primary relationship owners for our most Strategic customers. You will drive team strategy, mentor ICs through complex growth and retention opportunities, and foster operational excellence to achieve company targets for customer adoption, net retention, and revenue growth.

What you will do

• Hire, recruit, onboard, and retain top-tier AM talent to scale the Strategic Accounts team.
• Coach and develop Strategic AMs through 1:1s, pipeline reviews, call coaching, and active deal support to elevate team performance and career progression.
• Drive performance management and hold the team accountable to key operational metrics, pipeline generation, cross-sell quota attainment, and retention goals.
• Act as an executive sponsor on high-stakes customer renewals, expansion opportunities, and escalations to support deal execution.
• Partner closely with Cross-Functional Leadership (Product, Support, RevOps, and Customer Success) to align on go-to-market strategies, improve internal processes, and advocate for customer needs.
• Establish and refine playbook strategies for account expansion, executive business reviews, contract renewals, and customer risk mitigation.
• Analyze account data, customer health indicators, and market trends to forecast revenue, identify growth opportunities, and mitigate churn risk across the team's portfolio.
• Foster a culture of continuous learning, team collaboration, high accountability, and customer-centricity.

What you will need

• 5+ years of total SaaS experience, including 3+ years of direct people management experience leading Account Management or Sales teams in the enterprise+ space.
• Consistent track record of team quota achievement across net retention, cross-sell/up-sell revenue, and customer adoption targets.
• Demonstrated expertise in sales and coaching methodologies, and developing individual contributor skillsets.
• Strong leadership agility with experience operating in high-growth, fast-paced environments, and navigating complex organizational structures.
• Proven success building and maintaining long term commercial relationships, including interfacing directly with executive buyers.
• Highly effective communication skills and exceptional 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.
• Strong operational and technical acumen - you have the DNA of an engineer but choose to be in sales leadership.
• High integrity; 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 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.

Compensation for this role:

$280,000 /Year OTE Uncapped + Equity

(60/40 commission split for base/variable pay