Account Manager- Mid-Market, Growth & Retention (Partner Referred Business)

About RipplingRippling is the first way for businesses to manage all of their HR & IT—payroll, benefits, computers, apps, and more—in one unified workforce platform.By connecting every business system to one source of truth for employee data, businesses can automate all of the manual work they normally need to do to make employee changes. Take onboarding, for example. With Rippling, you can just click a button and set up a new employees’ payroll, health insurance, work computer, and third-party apps—like Slack, Zoom, and Office 365—all within 90 seconds.Based in San Francisco, CA, Rippling has raised $1.2B from the world's top investors—including Kleiner Perkins, Founders Fund, Sequoia, Bedrock, and Greenoaks—and was named one of America's best startup employers by Forbes (#12 out of 500)We prioritize candidate safety. Please be aware that all official communication will only be sent from @Rippling.com addresses.About the roleWe 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.This role must be based in the office: San Francisco, New York, Austin.What you will doEnsure our customers in the Partner Referred 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 executionBuild 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 need3+ years of SaaS experience in account management, sales, or quota-carrying customer successTrack 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 doneDemonstrated ability to run a sales discovery and demo meeting and run a structured sales processProven 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 companyHighly organized, self-motivated, and detail-oriented; great follow-through on projects/tasks big and smallHigh integrity; enthusiastic about building a great company for the long termPEO or HCM experience a plus, but not requiredAdditional InformationRippling 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 View email address on click.appcast.io 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