Account Manager- Mid-Market, Growth & Retention (HR Services Channel)

About the role

We are Rippling’s sherpas – both for our customers and colleagues. We bring our customers along on the journey as we rapidly enhance and expand the first-of-a-kind employee management platform. We are looking for a self-driven, growth-minded account manager with a proven track record of success to join our hybrid-remote US-based Account Management team.

Responsibilities

• Ensure our customers in the HR Services channel are realizing value and expanding across the platform.
• Proactively engage customers in your book via key lifecycle events: “go live”, benefits renewal, executive business reviews, contract renewal, etc.
• You will field customer requests and lead initiatives in your book to meet company objectives for customer adoption, retention, and revenue growth.
• Consult with clients to understand their HR, IT, Finance, and global workforce management needs through a solutions-based selling approach.
• Navigate a sales process by building relationships with multiple stakeholders through remote meetings.
• Negotiate and coordinate customer procurement and contract execution.
• Build and manage a pipeline of new subscription cross-sales, product upgrades, and contract renewals to quarterly targets.
• Develop and demonstrate a broad knowledge of current and new Rippling products via executing customer adoption playbooks and prospecting.
• Partner with your Technical Account Manager to devise account plans, long-term goals, and client strategies; and with cross-functional teams to ensure customer success and secure long-term commitments.

Requirements

• 4+ 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 sales discovery and demo meeting and run a structured sales process.
• Proven success building and maintaining long-term commercial relationships (experience managing multi-year renewals).
• 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.
• High integrity; enthusiastic about building a great company for the long term.

Qualifications

• PEO or HCM experience a plus, but not required.

Skills

• Strong problem-solving skills.
• Excellent interpersonal and communication skills.
• Ability to work independently and as part of a team.
• Experience with Salesforce or similar CRM tools.

Benefits

• Rippling is an equal opportunity employer.
• We are committed to providing reasonable accommodations for candidates with disabilities who need assistance during the hiring process.
• To request a reasonable accommodation, please email accommodations@rippling.com.
• 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)

Schedule

• This role must be office based: San Francisco, New York, or Austin.