SaaS Account Manager, Mid-Market

Rippling; Seattle (WA); On-site; USD 160,000 - 170,000; Full time

Job summary

Rippling is seeking a self-driven Mid-Market Account Manager to own a book of business in the US. You will be the primary relationship owner for customers, guiding them to optimize Rippling’s back-office HR solutions and drive adoption, retention, and revenue growth.

This role is office-based in San Francisco, New York, Seattle, or Chicago, requiring you to engage stakeholders, manage a subscription pipeline, and collaborate with product and support teams to deliver long-term value.

Qualifications

• 3+ years of SaaS experience in account management, sales, or quota-carrying customer success.
• Proven track record of meeting/exceeding quota via new product sales and upgrades.
• Ability to run a consultative discovery and demo and manage a structured sales process.

Responsibilities

• Proactively engage customers in your book at key lifecycle events (go-live, renewals, business reviews).
• Consult with clients to understand HR, IT, Finance and global workforce needs.
• Navigate a strategic sales process with multiple stakeholders through remote and in-person meetings.
• Negotiate and coordinate procurement and contract execution as part of the relationship.
• Build and manage a pipeline of cross-sales, upgrades, and renewals to monthly targets.
• Develop knowledge of Rippling products and drive customer adoption playbooks.
• Partner with product, support, and operations teams to ensure success and longer-term commitments.
• Act as a proactive, entrepreneurial partner to maximize product adoption per customer needs.

Skills

SaaS account management

Quota carrying

Consultative sales

Pipeline development

Strong communication

Relationship building

Job description

About the role

We’re looking for a self-driven, growth-minded account manager with a proven track record of success to join our US-based Account Management team. As a Mid-Market Account Manager at Rippling, you are the CEO of your book of business. You are the primary relationship owner for each of your customers to guide them in optimizing the use of Rippling’s suite of back-office HR products and solutions. You will navigate complex customer issues and priorities and lead initiatives in your book to meet company objectives for customer adoption, retention, and revenue growth. Account managers in our Mid-Market segment own revenue retention and growth of one our fastest growing customer segments.

This role must be office based: San Francisco, New York, Seattle, or Chicago.

What you will do

• Proactively engage customers in your book via key lifecycle events: “go live”, benefits renewal, executive business reviews, contract renewal, etc.
• Consult with clients to understand their HR, IT, Finance, and global workforce management needs through a solutions-based approach
• Navigate a strategic sales process by building relationships with multiple external and internal stakeholders through remote and in-person meetings
• Negotiate and coordinate customer procurement and contract execution as part of managing the broader customer relationship
• Build and manage a pipeline of new subscription cross-sales, product upgrades, and contract renewals to monthly targets
• Develop and demonstrate a broad knowledge of current and new Rippling products via executing customer adoption playbooks and prospecting
• Partner with cross-functional product, support, and customer operations teams to ensure customer success and secure long-term commitments, directly influence Rippling’s product roadmap, and increase operational efficiency
• Take an entrepreneurial approach to the role by being a proactive and strategic partner to customers, tailoring your approach to maximize Rippling product adoption based on each customer’s unique business operations

What you will need

• 3+ years of SaaS experience in account management, sales, or quota-carrying customer success
• Track record of consistently meeting and exceeding quota via new product sales and upgrades (license expansion sales are not likely relevant)
• Competitive and creative drive to win over customers and think outside the box to get a deal done
• Demonstrated ability to run a consultative discovery and demo meeting and run a structured sales process
• Proven success building and maintaining long term commercial relationships
• Highly effective communicator with good people instincts – 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
• 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 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* for employees will be 60/40 commission split for base/variable pay.

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:

Tier 1 (San Francisco & New York): $170,000/year OTE

Tier 2 (Seattle & Chicago): $160,000/year OTE

OTE (60/40commission split for base/variable pay):

*Commission is not guaranteed