Director, Channel Account Management; Partner-Referred Vertical

Director, Channel Account Management (Partner-Referred Vertical)

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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, growth-minded Account Management & Sales Director with a proven track record of success to lead our remote US-based Account Management team. As a Director of Account Management, you will coach and develop Account Managers in our HR Services vertical, across three customer segments. You will staff and lead the teams to meet company objectives for growth, margin, customer adoption, and customer retention.

You will be responsible for defining, managing & executing key lifecycle events for customers across all segments within the channel.

• Build strong account management teams that consistently meet and exceed quota
• Define and manage key customer lifecycle events across SMB, Mid-Market and Enterprise segments within the channel, and track outcomes
• Provide leadership and direction to a high-performance team – including hiring, training, and pace setting
• Develop specific and targeted goals and quotas to expand and accelerate revenue opportunities
• Create, monitor and manage key performance metrics
• Find innovative and creative ways to improve and increase performance
• Implement best practices to support consistent and consultative sales and client success processes
• Develop and refine an effective go-to-market strategy as we expand geographic and language coverage
• Take an entrepreneurial approach to the role, working collaboratively with the rest of the leadership team to get things done

• 5+ years of experience scaling and managing a client-facing sales or account management team in a fast-paced environment
• Experience managing managers for at least 3+ years
• Experience as a top-performing account manager or sales executive
• Proven track record of team quota-attainment via new product sales and upgrades (license expansion sales are not likely relevant)
• Proven leadership skills, people management skills
• Great with numbers including strong analytical skills
• Highly effective communicator with good people instincts – able to build trust and work well with a diverse group inside and outside the company
• Eager for a very hands‑on role, where you’ll be asked to take on and run with a range of projects outside your comfort zone, and learn quickly
• Highly organized, self‑motivated and detail‑oriented, with great follow‑through on projects/tasks big and small
• High integrity individual who’s 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 protected characteristics. Rippling is committed to providing reasonable accommodations for candidates with disabilities who need assistance during the hiring process.

To request a reasonable…