Senior Segment GTM Manager, Startups and SMB

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

Scaling to $1B ARR and beyond means we need to build a go-to-market engine that drives growth across dozens of product SKUs, sales segments, buyer personas, and countries.

That’s where you come in.

The Go-to-market team brings Rippling closer to our customers. As the Senior GTM Manager for startups and SMB, you’ll orchestrate the marketing and selling motions for customers with less than 50 employees. We’ll look to you for expertise on who those customers are, what their needs and preferences are, and how to design strategies to connect with them and position our products and solutions to make Rippling their preferred business software solution. You will gather and analyze market intelligence to ensure we tell the right stories in the right channels, so our sales team can win.

This role is highly cross-functional. You will work closely with Rippling’s Sales teams, the rest of our Marketing machine, and our Product organization. We’d love to talk to you if you have a strong marketing and management mindset, are a compelling storyteller, and obsess about customers.

Our GTM team sits within the marketing organization.

You will be based in our San Francisco, CA office and will be required to be in office 3x/week.

What you will do

• Develop GTM fundamentals for target segments, including messaging, positioning, personas, and more, grounded on a strategic understanding of what will have the biggest impact on attracting and converting our target audiences
• Conduct deep customer research and synthesize insights about our products, target audiences, and personas
• Identify key product needs and critical product gaps for startups /SMBs and partner closely with product and engineering teams to drive product improvements.
• Educate our sales teams and create sales tools / collateral to help them win.
• Be the in-house expert (buyers, influencers, competitors, industry, etc.) on your segment.
• Manage like a GM with a focus on how to improve metrics like awareness, attach rate, win rate, ACV, and customer retention.

What you will need

• 5+ years of experience in general management, product marketing, product, business operations, or consulting  (2+ years experience in marketing highly preferred)
• You are deeply familiar with startup environments - how early-stage companies operate, what they need, and how they buy. 
• You understand how to select an audience and build a compelling story that connects with attitudes and needs.
• You are an exceptional problem solver. You decompose complex problems, identify patterns from noisy data, develop action plans, and communicate insights clearly.
• You are resourceful, results-oriented, and action-driven. You thrive in ambiguity and can quickly size opportunities, make trade-offs, and focus on the most critical levers for impact - balancing the needs of multiple segments that differ widely in behavior and strategy.
• You influence at all levels, from cross-functional partners to senior executives. You build trust across stakeholders and make a clear and compelling case, getting buy-in even for tough and non-obvious decisions. 
• You are evidence-driven and intellectually honest. You speak the truth even when it's inconvenient and admit what you don't know.
• You are an outstanding communicator, both written and verbal. communicator. You tell a clear story without resorting to jargon.
• You are a quick learner. You pick up context rapidly and easily adapt to new challenges.

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 defined 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 salary + benefits + equity. The salary for US-based employees will be aligned with one of the ranges below based on location; see which tier applies to your location here.

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.