Account Manager- Mid-Market, Growth & Retention (Core)

About the role

We're seeking a self-driven, growth-minded account manager with a proven track record of success to join our hybrid-remote US-based Account Management team. As an account manager at Rippling, you'll be the CEO of your book of business, guiding customers in optimizing the use of Rippling's suite of back-office HR products and solutions. You'll navigate complex customer issues and priorities, leading initiatives to meet company objectives for customer adoption, retention, and revenue growth.

Responsibilities

• 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.

Requirements

• 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.
• Courage to challenge the status quo when logic and reason require it. See something broken? Fix it.

Qualifications

• 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.
• Courage to challenge the status quo when logic and reason require it. See something broken? Fix it.

Skills

• Strong problem-solving and decision-making skills.
• Excellent interpersonal and communication skills.
• Ability to manage multiple priorities and deadlines.
• Experience with CRM tools and customer relationship management.

Benefits

• 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 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.

Pay

• Office based: $170,000/year OTE
• OTE (60/40 commission split for base/variable pay): Commission is not guaranteed.

Schedule

• 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.