Account Manager- Mid-Market, Growth & Retention (HR Services Channel)

1 Month ago • 4 Years + • Account Management • $91,800 PA - $178,500 PA

Job Summary

Job Description

Rippling is seeking a self-driven, growth-minded Account Manager for its hybrid-remote US-based Account Management team. The role involves guiding customers in optimizing Rippling's HR products and solutions, navigating complex customer issues, and leading initiatives to meet company objectives for customer adoption, retention, and revenue growth. Responsibilities include ensuring customers realize value, expanding across the platform, proactively engaging customers at key lifecycle events, fielding requests, consulting clients on HR, IT, Finance, and global workforce management needs, building relationships with stakeholders, negotiating contracts, managing a pipeline of new sales and renewals, and developing knowledge of Rippling products.
Must have:
  • 4+ years of SaaS experience in account management, sales, or customer success.
  • Proven track record of exceeding quota.
  • Ability to run sales discovery and demo meetings.
  • Skilled in building and maintaining long-term commercial relationships.
  • Highly effective communicator with good people instincts.
  • Highly organized, self-motivated, and detail-oriented.
  • High integrity and enthusiasm for building a great company.
Good to have:
  • PEO or HCM experience is a plus.

Job Details

About Rippling

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.


We prioritize candidate safety. Please be aware that all official communication will only be sent from @Rippling.com addresses.


About the role

We are Rippling’s sherpas – both for our customers and colleagues. We bring our customers along on the journey as we rapidly enhance and expand the first-of-a-kind employee management platform. We’re looking for a self-driven, growth-minded account manager with a proven track record of success to join our hybrid-remote US-based Account Management team. 

You are the primary relationship owner for each of your customers 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 in your book to meet company objectives for customer adoption, retention, and revenue growth. Account managers in our Mid-Market segment own revenue retention and growth of our largest customers.

What you'll do

  • Ensure our customers in the HR Services channel are realizing value and expanding across the platform.
  • Proactively engage customers in your book via key lifecycle events: “go live”, benefits renewal, executive business reviews, contract renewal, etc.
  • You will field customer requests and lead initiatives in your book to meet company objectives for customer adoption, retention, and revenue growth.
  • Consult with clients to understand their HR, IT, Finance, and global workforce management needs through a solutions-based selling approach.
  • Navigate a sales process by building relationships with multiple stakeholders through remote meetings.
  • Negotiate and coordinate customer procurement and contract execution
  • Build and manage a pipeline of new subscription cross-sales, product upgrades, and contract renewals to quarterly targets.
  • Develop and demonstrate a broad knowledge of current and new Rippling products via executing customer adoption playbooks and prospecting.
  • Partner with your Technical Account Manager to devise account plans, long-term goals, and client strategies; and with cross-functional teams to ensure customer success and secure long-term commitments.

What you will need

  • 4+ 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 (license expansion sales are not likely relevant)
  • Competitive and creative drive to win over customers and think outside the box to get a deal done
  • Demonstrated ability to run a sales discovery and demo meeting and run a structured sales process
  • Proven success building and maintaining long-term commercial relationships (experience managing multi-year renewals)
  • 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/tasks big and small
  • High integrity; enthusiastic about building a great company for the long term
  • PEO or HCM experience a plus, but not required

Additional Information 


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 accommodation, please email accomodations@rippling.com

Rippling highly values having employees working in-office to foster a collaborative work environment and company culture.  For office-based employees (employees who live within a 40 mile radius of a Rippling office), Rippling considers working in the office, at least three days a week under current policy, to be an essential function of the employee's role.


This role will receive a competitive On-Target Earnings (base salary + sales commission) + benefits + equity. The On-Target Earnings* US-based employees will be 60/40 commission split for base/variable pay for the range listed below.


A variety of factors are considered when determining someone’s compensation–including a candidate’s professional background, experience, and location. Final offer amounts may vary from the amounts listed below.


*Commission is not guaranteed

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About The Company

San Francisco, California, United States (Hybrid)

Bengaluru, Karnataka, India (On-Site)

Bengaluru, Karnataka, India (On-Site)

Bengaluru, Karnataka, India (On-Site)

Bengaluru, Karnataka, India (On-Site)

San Francisco, California, United States (Hybrid)

Bengaluru, Karnataka, India (Hybrid)

Dublin, County Dublin, Ireland (Hybrid)

United States (Remote)

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