Manager, Expansion Channel Sales (Accountant)

About the role

Rippling’s Accounting and HR Advisory Channel is experiencing exponential growth. In this role, you’ll lead and develop a team of Channel Account Executives who own the expansion of our current Accounting & HR Advisory partners. You will work with your team to strategically align with our existing partners to expand their client base onto Rippling.

The Manager, Expansion Channel Sales role is designed for experienced sales leaders who thrive in a fast-paced and collaborative team environment. Your leadership will have a direct impact on the strategy and growth of the Accountant & HR Advisory channel by building and executing a strategy to significantly expand revenues within our current partners while recruiting, onboarding, developing, and training a world-class team of Channel Account Executives to meet and exceed sales targets.

This position reports directly to the Director, National Expansion, Accountants & HR Advisory firms.

Responsibilities

• Manage, coach, and scale high-performance teams of Channel Account Executives
• Set a high standard of operational excellence, measuring and improving the performance of the team on a monthly, quarterly, and annual basis
• Drive sales performance, activity, pipelines, monthly forecasts, and closed-deals to ensure quota attainment
• Regularly report on team and individual results through meticulous pipeline management and forecasting
• Drive exponential growth in partner-client pipeline by cultivating high-trust and strong relationships with decision-makers within our existing partner base
• Design and execute solid strategic account plans to align with key partners' growth goals and priorities by expanding relationships and contacts to maximize the growth potential of the partner
• Serve as a strategic thought partner and product expert ensuring the team and partners are leveraging Rippling’s new product developments and best practices to get the most out of Rippling’s platform and partner program
• Strive for cross-functional excellence and collaboration with Marketing, RevOps, Solution Consulting, Implementation, Partner Success, and Account Management to drive results and ensure a high-level of partner satisfaction
• Build and orchestrate with other Rippling Managers across PEO, Global, Spend, & IT to maximize revenue, value, and win rates for Accountant and HR Advisory firm clients

Requirements

• 5+ years of B2B SaaS sales leadership experience with a proven track record of building and scaling high-performance teams
• Top performer and leader with a track record of consistently exceeding quota in a high-paced environment
• Demonstrated ability in building and scaling teams in the accounting channel
• Demonstrated ability in driving expansion revenue in the accounting channel within the current partner base
• Excellent communication, teamwork, and people management skills
• Excellent knowledge of CRM and sales tools (e.g., Gong, Outreach) to drive pipeline velocity, forecast accuracy, and key performance metrics

Benefits

This role includes competitive On-Target Earnings (base salary + sales commission), benefits, and equity.

Pay

A variety of factors are considered when determining compensation—including professional background, experience, and location. Final offer amounts may vary from the listed ranges below. Commission is not guaranteed.

• NYC In-Office OTE: 240,000 - 270,000 USD per year (60/40 base/variable split)
• Remote East OTE: 230,000 - 260,000 USD per year (60/40 base/variable split)

Schedule

For office-based employees (those within a 40-mile radius of a Rippling office), Rippling considers working in the office at least three days a week an essential function of the role.