Partner Growth Manager, Benefits Marketplace

Rippling, Inc.; San Francisco (CA); On-site; USD 132,000 - 220,000; Full time

Job summary

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.

Responsibilities

• 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.

Skills

Partnerships management

Revenue growth

Relationship management

GTM programs

Analytical skills

Operational instincts

Executive communication

Multi-partner management

Independent ownership

Benefits/HR tech exposure

Job description

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.