VP, Partnerships

What You’ll Do

• Build and scale Rippling’s GSI partnership strategy, defining how we engage with system integrators.
• Develop joint business plans, go-to-market frameworks, and co-sell motions that drive sourced and influenced pipeline.
• Personally close joint pipeline with SI partners and the Rippling Sales team — this is a hands-on role where you drive revenue end-to-end
• Build executive relationships at target SIs that convert to active pipeline within two quarters.
• Partner closely with Rippling’s field sales and account management team to serve as a force multiplier in SI-influenced accounts.
• Lead, hire, and coach a team of partnership professionals—setting the standard for what great looks like.
• Own forecasting and pipeline hygiene: QBRs, partner scorecards, and CRM discipline are non-negotiable.

Requirements

• 10+ years in strategic alliances, partner sales, or SI/GSI relationship management within SaaS, HCM, and enterprise software.
• 5+ years of direct experience working with or selling through SIs
• A personal closing track record on SI-sourced deals at $1M+ ACV—we’ll want to hear the specifics.
• Experience building a partnerships program at a growth-stage company, not just managing an inherited one.
• Hunter mentality with builder instincts—you’re energized by ambiguity and thrive when creating something new.
• Strong executive presence: equally effective in a GSI alliance boardroom and pitching Fortune 500 CXOs.
• Deep relationships with leads at GSIs, including the Big 4 GSIs

Qualifications

• Passion for the HR, IT, and finance technology space; an understanding of how Rippling’s platform maps to SI delivery capabilities is a strong plus.
• Bachelor’s degree required; MBA preferred.