Account Manager -SMB, Growth & Retention (HR Services)

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’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. 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 SMB segment own revenue retention and growth of one of our fastest growing customer segments. This is a quota-carrying sales role. What you will 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”, introduction calls, 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 Navigate a strategic sales process by building 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 monthly targets Develop and demonstrate a broad knowledge of current and new Rippling products via executing customer adoption playbooks and prospecting Partner with cross-functional product, support, and customer operations teams to ensure customer success and secure long-term commitments, directly influence Rippling’s product roadmap, and increase operational efficiency Take an entrepreneurial approach to the role 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 What you will need 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 (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 consultative discovery and demo meeting and run 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/tasks big and small 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? F