Senior Manager, Account Management (SMB - Core)

Rippling; San Francisco (CA); Hybrid; USD 180,000 - 280,000; Full time

Benefits offered by this job

Equity

Benefits

Job summary

Rippling is seeking a pragmatic, high-velocity Account Management leader to run our SMB Core Accounts team. You will manage three front-line Managers of Account Management and own the retention and expansion targets across their books, typically 30-70k spend per account.

In this role, you will balance high-volume operational efficiency with strategic revenue motions across renewals, cross-sell and upsell. The role is hybrid, based in San Francisco, New York, or Chicago, with in-office

Qualifications

• 1+ year managing managers with 4+ years in leadership and people management.
• 7+ years in Account Management, Customer Success, or Sales with quota ownership.
• Proven track record in SMB, high-volume, or fast SaaS environments.

Responsibilities

• Build and scale an Account Management org that exceeds retention and expansion targets.
• Directly lead 3 front-line managers and set operational cadence and coaching.
• Design scalable engagement playbooks for ~130 accounts per manager.
• Own segment forecast, pipeline, renewal reviews, and executive roll-ups.
• Forecast renewals 3–6 months out to identify churn risks early and optimize expansions.
• Engage as executive sponsor on high-risk renewals and complex negotiations.
• Refine segment KPIs and drive data-driven improvements.
• Partner with Implementation, Product, Sales, SOS, and Deal Desk to reduce friction.

Skills

People management

SaaS sales

Data-driven decisions

Executive presence

Cross-functional collaboration

Forecasting

Tools

Salesforce

Gong

Dashboards

Job description

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-functional 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