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 champion the voice of the customer within the company and take an entrepreneurial approach to the role. We're a growing team with massive personal development opportunities.

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 Enterprise segment own revenue retention and growth of our largest customers.

This role must be office based: San Francisco, New York, Austin.

What you'll do

• 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

Additional information

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 compensation package including benefits + equity.

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.

Compensation for this role - OTE (60/40 commission split for base/variable pay):

Compensation:

Office/Hybrid (New York, San Francisco): $220,000/year OTE
Office/Hybrid (Austin, Seattle, Chicago): $210,000/year OTE

*Commission is not guaranteed

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