Account Manager- Strategic Accounts (Growth & Retention)

Overview

Ripping gives businesses one place to run HR, IT, and Finance. It brings together all of the workforce systems that are normally scattered across a company, like payroll, expenses, benefits, and computers.

About the role

We prioritize candidate safety. Please be aware that all official communication will only be sent from @Rippling.com addresses.

Strategic Account Manager responsibilities

• Drive growth and retention for your book of Rippling's largest and most strategic accounts
• Proactively engage customers in your book via key lifecycle events: “go live”, benefits renewal, executive business reviews, contract renewal, etc.
• Field customer requests and advocate for their needs and requirements cross-functionally, with a goal to meet company objectives for 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
• Drive executive alignment and value with customer decision makers and C-Level executives
• Navigate a sales process by building relationships with multiple stakeholders through remote meetings
• Negotiate and coordinate customer procurement and contract execution
• Drive visibility across Rippling’s leaders (AM, TAM, Product, Customer Support, etc) to highlight customer strategy, needs, risks, and opportunities
• 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 Ripling products via executing customer playbooks and prospecting
• Partner with your Technical Account Manager and other Rippling stakeholders 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

• 7-10+ 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 or seat expansion sales are not relevant)
• Competitive and creative drive to win alongside customers and think outside of the box to get a deal done
• Demonstrated ability to run sales discovery, demos, and a structured sales process (SPICED or MEDDPICC experience is a bonus)
• Proven success building and maintaining long-term commercial relationships, including experience managing multi-year renewals
• Highly effective communicator with excellent EQ – 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

• 7-10+ 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 or seat expansion sales are not relevant)
• Competitive and creative drive to win alongside customers and think outside of the box to get a deal done
• Demonstrated ability to run sales discovery, demos, and a structured sales process (SPICED or MEDDPICC experience is a bonus)
• Proven success building and maintaining long-term commercial relationships, including experience managing multi-year renewals
• Highly effective communicator with excellent EQ – 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

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.

Pay

Office Based: $250,000/year OTE

OTE (60/40 commission split for base/variable pay)

Schedule

This role must be based in office: San Francisco, New York, Seattle, Austin, Chicago.