Account Manager- SMB, Growth & Retention (Core)

About the role

Rippling is a company that brings together all of the workforce systems for businesses, allowing them to manage and automate every part of the employee lifecycle in a single system. This includes onboarding, where a new employee can have their payroll, corporate card, computer setup, benefits, and third-party apps like Slack and Microsoft 365 configured within 90 seconds.

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

• 2+ 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
• High integrity; enthusiastic about building a great company for the long term
• Courage to challenge the status quo when logic and reason require it. See something broken? Fix it.

Qualifications

• Self-driven, growth-minded account manager with a proven track record of success
• Hybrid-remote US-based Account Management team
• Own revenue retention and growth of one of Rippling's fastest-growing customer segments

Skills

• Ability to build and maintain long term commercial relationships
• Effective communication skills
• Ability to work with a diverse group inside and outside the company
• Highly organized and detail-oriented
• Ability to challenge the status quo when necessary

Benefits

• Equal opportunity employer
• Reasonable accommodations for candidates with disabilities
• Flexible work schedule with option to work in-office at least 3 days a week

Pay

• Competitive On-Target Earnings (base salary + sales commission) + benefits + equity
• The On-Target Earnings* for employees will be 60/40 commission split for base/variable pay
• 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

Schedule

• Hybrid-remote US-based position
• Option to work in-office at least 3 days a week