Account Manager -SMB, Growth & Retention (HR Services)

About the role

Rippling is a company that brings together all of the workforce systems needed for HR, IT, and Finance into one place. As an account manager, you will be responsible for guiding customers in optimizing the use of Rippling's suite of back-office HR products and solutions.

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”, introduction calls, 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.
• 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 and growth-minded.
• Experience in a hybrid- US-based Account Management team.
• Experience with SaaS products and services.
• Experience in customer engagement and relationship management.
• Experience in negotiation and contract execution.
• Experience in developing and demonstrating knowledge of products.
• Experience in partnering with cross-functional teams.
• Experience in influencing product roadmaps and increasing operational efficiency.

Skills

• Customer Relationship Management (CRM)
• Sales Techniques
• Product Knowledge
• Communication Skills
• Problem-Solving Skills
• Project Management

Benefits

• Equal Opportunity Employer
• Reasonable Accommodations for Candidates with Disabilities
• Flexible Work Arrangements

Pay

The pay range for this role is: 130,000 - 130,000 USD per year (US) and 125,000 - 125,000 USD per year (US).

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.