Account Manager- SMB Retention; Partner Referred Business

Account Manager – SMB, Growth & Retention (Partner Referred Business) About Rippling

Rippling gives businesses one place to run HR, IT, and Finance. It brings together all 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.

We’re looking for a self‑driven, growth‑minded account manager with a proven track record of success to join our hybrid US‑based Account Management team. As an account manager at Rippling, you are the CEO of your book of business and the primary relationship owner for each customer to guide them in optimizing the use of Rippling’s suite of back‑office HR products and solutions.

You will navigate complex customer issues and priorities and lead initiatives to meet company objectives for customer adoption, retention, and revenue growth. Account managers in our SMB segment own revenue retention and growth of one of our fastest growing customer segments. This is a quota‑carrying sales role.

• Ensure our customers in the Partner Referred channel realize value and expand across the platform.
• Proactively engage customers via key lifecycle events: go‑live, 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.
• Build 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 meet monthly targets.
• Demonstrate a broad knowledge of current and new Rippling products via customer adoption playbooks and prospecting.
• Partner with cross‑functional product, support, and customer operations teams to ensure customer success, secure long‑term commitments, directly influence Rippling’s product roadmap, and increase operational efficiency.
• Take an entrepreneurial approach 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.

• 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.
• Competitive and creative drive to win over customers and think outside the box to close deals.
• Demonstrated ability to run a consultative discovery and demo meeting and govern 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 and tasks.
• 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.

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…