VP, Partnerships

Rippling; San Francisco (CA); On-site; USD 450,000 - 475,000; Full time

Benefits offered by this job

Equity

Competitive compensation package

Office-based role with strong onsite/É

Job summary

Rippling is seeking a VP of Partnerships to design and lead our GSI strategy in San Francisco. You will build the function from the ground up, shape the playbook, recruit a team, and drive revenue through top system integrators.

You will own forecasting, executive relationships, and joint go-to-market motions with SI partners, collaborating with Rippling’s field sales and account teams to scale an enterprise partnerships program.

Qualifications

• 10+ years in strategic alliances, partner sales, or SI/GSI relationship management within SaaS, HCM, and enterprise software.
• 5+ years of direct experience working with or selling through SIs.
• A personal closing track record on SI‑sourced deals at $1M+ ACV.

Responsibilities

• Build and scale Rippling’s GSI partnership strategy, defining how we engage with system integrators.
• Develop joint business plans, go-to-market frameworks, and co-sell motions that drive sourced and influenced pipeline.
• Personally close joint pipeline with SI partners and the Rippling Sales team — this is a hands‑on role where you drive revenue end‑to‑end
• Build executive relationships at target SIs that convert to active pipeline within two quarters.
• Partner closely with Rippling’s field sales and account management team to serve as a force multiplier in SI‑influenced accounts.
• Lead, hire, and coach a team of partnership professionals—setting the standard for what great looks like.
• Own forecasting and pipeline hygiene: QBRs, partner scorecards, and CRM discipline are non‑negotiable.

Skills

Strategic alliances

SI/GSI relationship management

Executive presence

SaaS sales

Enterprise software

Education

Bachelor’s degree

MBA

Job description

About the role

As VP, Partnerships, you’ll build and own Rippling’s GSI partnership motion at a pivotal moment in our growth. You’re here to develop the strategy, create the playbook, forge the relationships, build the team and drive significant revenue through partnerships with the top GSIs.

You’re a builder. You'll create the function from the ground up, drive deals through your existing SI relationships, and operate with the ownership mindset that defines Rippling. Executive sponsorship, a clear mandate, and the platform to build something that lasts.

What You’ll Do

• Build and scale Rippling’s GSI partnership strategy, defining how we engage with system integrators.
• Develop joint business plans, go-to-market frameworks, and co-sell motions that drive sourced and influenced pipeline.
• Personally close joint pipeline with SI partners and the Rippling Sales team — this is a hands‑on role where you drive revenue end‑to‑end
• Build executive relationships at target SIs that convert to active pipeline within two quarters.
• Partner closely with Rippling’s field sales and account management team to serve as a force multiplier in SI‑influenced accounts.
• Lead, hire, and coach a team of partnership professionals—setting the standard for what great looks like.
• Own forecasting and pipeline hygiene: QBRs, partner scorecards, and CRM discipline are non‑negotiable.

What We’re Looking For

• 10+ years in strategic alliances, partner sales, or SI/GSI relationship management within SaaS, HCM, and enterprise software.
• 5+ years of direct experience working with or selling through SIs
• A personal closing track record on SI‑sourced deals at $1M+ ACV—we’ll want to hear the specifics.
• Experience building a partnerships program at a growth‑stage company, not just managing an inherited one.
• Hunter mentality with builder instincts—you’re energized by ambiguity and thrive when creating something new.
• Strong executive presence: equally effective in a GSI alliance boardroom and pitching Fortune 500 CXOs.
• Deep relationships with leads at GSIs, including the Big 4 GSIs
• Passion for the HR, IT, and finance technology space; an understanding of how Rippling’s platform maps to SI delivery capabilities is a strong plus.
• Bachelor’s degree required; MBA preferred.

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.

*Commission is not guaranteedThe pay range for this role is: 450,000 - 475,000 USD per year (All Tiers OTE)