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

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. 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, growth-minded account manager with a proven track record of success.
• Hybrid- US-based Account Management team member based in San Francisco, CA.
• Quota-carrying sales role with a competitive On-Target Earnings (base salary + sales commission) + benefits + equity.
• Competitive salary + benefits + equity for US-based employees.
• Office-based employees must be willing to work at least three days a week in a Rippling office.

Skills

• Strong communication skills.
• Ability to build and maintain long-term commercial relationships.
• Experience in SaaS and quota-carrying customer success roles.
• Ability to navigate complex customer issues and priorities.
• Knowledge of Rippling’s suite of back-office HR products and solutions.

Benefits

• Equal opportunity employer.
• Reasonable accommodations for candidates with disabilities.
• Flexible work arrangements for office-based employees.

Pay

• Base salary + sales commission + benefits + equity.
• Salary range: 130,000 - 130,000 USD per year (US) / 125,000 - 125,000 USD per year (US).

Schedule

• Hybrid work schedule with at least three days a week in a Rippling office.