Senior Manager, Account Management (SMB - Core)

Rippling; Chicago (IL); On-site; USD 132,000 - 230,000; Full time

Benefits offered by this job

Equity

Benefits

Job summary

Rippling is seeking a Senior Manager, Account Management (SMB - Core) to lead a high-velocity team driving retention and expansion in SMB core accounts. You will manage three front-line managers and own revenue targets across ~130 accounts.

You will balance scalable, data-driven processes with hands-on leadership, partnering with Implementation, Product, Sales, and Deal Desk to maximize customer lifetime value.

Qualifications

• 1+ year managing managers at Senior Manager/Director level.
• 7+ years in Account Management / Customer Success / Sales with 4+ years revenue ownership.
• Proven retention and expansion track record in SMB/high-velocity SaaS.
• Proficient at using data (Salesforce, dashboards, Gong) to inspect pipeline health.
• Strong executive presence with cross-functional escalation experience.
• Bias for action and continuous improvement in workflows.
• Nice to have: multi-product SaaS cross-sell in HRIS/Payroll/HCM.

Responsibilities

• Build and scale an Account Management organization that consistently exceeds retention, net retention, and expansion targets across the SMB Core segment.
• Directly lead, coach, and develop 3 front‑line managers—setting cadence, driving performance, and building bench strength.
• Design and execute high‑velocity, scalable engagement playbooks for ~130 accounts per AM.
• Own segment forecast, pipeline, renewal reviews, and executive roll‑ups.
• Forecast renewals 3–6 months out to identify churn risks and position renewals as expansions.
• Step in as executive sponsor on high‑risk renewals and key negotiations.
• Refine segment KPIs and implement data‑driven improvements.
• Partner with Implementation, Product, Sales, SOS, and Deal Desk to reduce friction and maximize CLV.

Skills

People management

Account management

SaaS sales

Data driven

Cross-functional collaboration

Executive presence

Tools

Salesforce

Gong

Dashboards

Job description

Senior Manager, Account Management (SMB - Core)

About this position

About Rippling

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 are looking for a pragmatic, high‑velocity Account Management leader to run our SMB Core Accounts team. You will be a second‑line leader managing a team of three front‑line Managers of Account Management, owning the aggregate retention and expansion targets across their books.

In this role, your organization is responsible for our core platform accounts within the SMB segment (typically representing 30-70k in current spend). Because our SMB Account Managers carry larger books of business (~130 accounts), you must excel at balancing high‑volume operational efficiency with strategic, revenue‑generating motions across retention and cross‑sell/upsell.

What you will do

• Build and scale an Account Management organization that consistently exceeds gross retention, net retention, and expansion targets across the SMB Core segment.
• Directly lead, coach, and develop 3 front‑line managers—setting operational cadence, driving performance management, and building bench strength.
• Design and execute high‑velocity, scalable engagement playbooks tailored to Account Managers managing ~130 accounts each.
• Own the segment‑level forecast, pipeline, renewal reviews, and executive roll‑ups.
• Forecast renewals 3-6 months out to identify churn/contraction risks early and position every renewal as an expansion opportunity.
• Step in as an executive sponsor on high‑risk renewals, complex escalations, and key commercial negotiations.
• Continuously refine segment KPIs, identify operational bottlenecks, and implement data‑driven improvements.
• Partner closely with Implementation, Product, Sales, SOS, and Deal Desk to eliminate friction and drive customer lifetime value.

What you will need

• 1+ year managing managers (as a Senior Manager, Director, or equivalent) with 4+ years of overall people management experience.
• 7+ years in Account Management, Customer Success, or Sales, including 4+ years directly owning a revenue/quota target.
• Demonstrated track record of hitting retention and expansion goals through first‑line managers within an SMB, high‑volume, or high‑velocity SaaS environment.
• Proven operational rigor: proficient at using data (Salesforce, dashboards, Gong) to inspect pipeline health, spot segment trends, and coach leaders.
• Strong executive presence with sound judgment on cross‑function escalation and deal structuring.
• A bias for action and continuous improvement—identifying broken workflows and proactively fixing them.
• Nice to have: Multi‑product SaaS cross‑sell experience or background in HRIS/Payroll/HCM platforms.

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 values in‑person collaboration to foster execution speed and strong team alignment. This role is based out of our San Francisco, New York, or Chicago offices. Under current policy, working in‑office at least three days per week is considered an essential function of this 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.

*Commission is not guaranteed

The pay range for this role is:
138,000 - 230,000 USD per year(US (Tier 1) )
132,000 - 220,000 USD per year(US (Tier 2))