Senior Business Development Manager

Rippling; San Francisco (CA); On-site; USD 180,000 - 240,000; Full time

Job summary

Rippling is seeking a senior leader to own and scale the Services Partners function, overseeing SI partners (GSIs and large regionals) delivering Rippling implementations. You will drive accountability on timelines and quality, structure complex commercial agreements, and keep Sales, CS, Implementation, and Legal aligned throughout the lifecycle.

You will build a metrics-driven program, engage senior partners, and lead end-to-end deal execution.

Qualifications

• Bachelor's Degree required.
• 8+ years in BD and/or sales at high-growth SaaS companies.
• 3+ years direct experience managing services delivery partners (GSIs and large regional SIs).
• Proven track record of proactive, assertive follow-up and accountability.
• Experience structuring and negotiating complex commercial partnerships / co-delivery arrangements.
• Strong executive presence - ability to engage senior stakeholders at large SI firms and internally.
• First-principles thinker who thrives in ambiguous environments.
• Strong negotiation, communication, and organizational skills.
• Deep knowledge of SaaS/services business models and the professional services ecosystem.

Responsibilities

• Recruit and manage top-tier SI partners; secure resourcing and ensure delivery quality.
• Build a metrics-driven program with regular reporting to partners and internal leadership.
• Lead escalation management - resolve issues quickly and decisively.
• Connect customers with relevant partners and support end-to-end deal execution.
• Structure and negotiate complex commercial agreements with Legal, Finance, and exec leadership.
• Evaluate corporate development opportunities that expand services delivery capacity.
• Drive aggressive follow-up: own open items, set clear deadlines, ensure nothing drops.
• Conduct market research and competitive analysis on the services partner landscape.

Skills

BD & Sales

Partner management

Executive presence

Negotiation

Communication

Ambiguity navigation

Cross-functional

SaaS knowledge

Strategic thinking

Education

Bachelor's Degree

Job description

About the role

Own and scale Rippling's Services Partners function - recruiting, onboarding, and managing SI partners (GSIs and large regionals) who deliver Rippling implementations to customers. You'll hold partners accountable on timelines and quality, structure complex commercial agreements, and keep cross-functional stakeholders (Sales, CS, Implementation, Legal) fully informed at every stage.

What you will do

• Recruit and manage top-tier SI partners; secure resourcing and ensure delivery quality


• Build a metrics-driven program with regular reporting to partners and internal leadership


• Lead escalation management - resolve issues quickly and decisively


• Connect customers with relevant partners and support end-to-end deal execution


• Structure and negotiate complex commercial agreements with Legal, Finance, and exec leadership


• Evaluate corporate development opportunities that expand services delivery capacity


• Drive aggressive follow-up: own open items, set clear deadlines, ensure nothing drops


• Conduct market research and competitive analysis on the services partner landscape

What you will need

• Bachelor's Degree required


• 8+ years in BD and/or sales at high-growth SaaS companies


• 3+ years direct experience managing services delivery partners (GSIs and large regional SIs)


• Proven track record of proactive, assertive follow-up and accountability


• Experience structuring and negotiating complex commercial partnerships / co-delivery arrangements


• Strong executive presence - ability to engage senior stakeholders at large SI firms and internally


• First-principles thinker who thrives in ambiguous environments


• Strong negotiation, communication, and organizational skills


• Deep knowledge of SaaS/services business models and the professional services ecosystem

Nice to Have

• MBA or advanced degree


• Direct experience in the HCM / HR Tech / Payroll ecosystem


• Prior experience at or partnering with a Big 4 / GSI firm (Deloitte, Accenture, PwC, etc.)


• Background in implementation or professional services delivery (not just managing partners)


• Experience building a partner program from scratch


• Track record managing partner P&Ls or co-sell / co-delivery revenue targets

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.