Senior Manager, Account Management; SMB - Core

Rippling 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. For the first time ever, you can manage and automate every part of the employee lifecycle in a single system.

Take onboarding, for example. With Rippling, you can hire a new employee anywhere in the world and set up their payroll, corporate card, computer, benefits, and even third-party apps like Slack and Microsoft 365—all within 90 seconds.

Based in San Francisco, CA, Rippling has raised $1.4B+ from the world’s top investors—including Kleiner Perkins, Founders Fund, Sequoia, Greenoaks, and Bedrock—and was named one of America's best startup employers by Forbes.

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We are looking for a pragmatic, high‑velocity Account Management leader to run our SMB Core Accounts team. You will be a second‑line leader managing a team of three front‑line Managers of Account Management, owning the aggregate retention and expansion targets across their books.

In this role, your organization is responsible for our core platform accounts within the SMB segment (typically representing 30-70k in current spend). Because our SMB Account Managers carry larger books of business (~130 accounts), you must excel at balancing high‑volume operational efficiency with strategic, revenue‑generating motions across retention and cross‑sell/upsell.

• Build and scale an Account Management organization that consistently exceeds gross retention, net retention, and expansion targets across the SMB Core segment.
• Directly lead, coach, and develop 3 front‑line managers—setting operational cadence, driving performance management, and building bench strength.
• Design and execute high‑velocity, scalable engagement playbooks tailored to Account Managers managing ~130 accounts each.
• Own the segment‑level forecast, pipeline, renewal reviews, and executive roll‑ups.
• Forecast renewals 3-6 months out to identify churn/contraction risks early and position every renewal as an expansion opportunity.
• Step in as an executive sponsor on high‑risk renewals, complex escalations, and key commercial negotiations.
• Continuously refine segment KPIs, identify operational bottlenecks, and implement data‑driven improvements.
• Partner closely with Implementation, Product, Sales, SOS, and Deal Desk to eliminate friction and drive customer lifetime value.

• 1+ year managing managers (as a Senior Manager, Director, or equivalent) with 4+ years of overall people management experience.
• 7+ years in Account Management, Customer Success, or Sales, including 4+ years directly owning a revenue/quota target.
• Demonstrated track record of hitting retention and expansion goals through first‑line managers within an SMB, high‑volume, or high‑velocity SaaS environment.
• Proven operational rigor: proficient at using data (Salesforce, dashboards, Gong) to inspect pipeline health, spot segment trends, and coach leaders.
• Strong executive presence with sound judgment on cross‑function escalation and deal structuring.
• A bias for action and continuous improvement—identifying broken workflows and proactively fixing them.
• Nice to have:
  Multi‑product SaaS cross‑sell experience or background in HRIS/Payroll/HCM platforms.

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…