Manager, Expansion Channel Sales
Leads and develops Channel Account Executives focused on expanding Rippling adoption within existing accounting and HR advisory partners. The role requires 5+ years of B2B SaaS sales leadership experience, accounting-channel expertise, and a strong record of exceeding quota.
About the job
Responsibilities
- Manage, coach, and scale high-performance teams of Channel Account Executives.
- Set standards for operational excellence and measure and improve team performance monthly, quarterly, and annually.
- Drive sales performance, activity, pipeline, monthly forecasts, and closed deals to ensure quota attainment.
- Report on team and individual results through pipeline management and forecasting.
- Grow partner-client pipelines by cultivating strong relationships with decision-makers within the existing partner base.
- Design and execute strategic account plans aligned with partners’ growth goals and priorities.
- Expand relationships and contacts to maximize partner growth potential.
- Serve as a strategic thought partner and product expert, ensuring the team and partners leverage product developments and partner-program best practices.
- Collaborate with Marketing, RevOps, Solution Consulting, Implementation, Partner Success, and Account Management to drive results and partner satisfaction.
- Coordinate with managers across PEO, Global, Spend, and IT to maximize revenue, value, and win rates for Accountant and HR Advisory firm clients.
Requirements
- 5+ years of B2B SaaS sales leadership experience, with a track record of building and scaling high-performing teams.
- Track record of consistently exceeding quota in a fast-paced environment.
- Experience building and scaling teams in the accounting channel.
- Experience driving expansion revenue within the current accounting-channel partner base.
- Excellent communication, teamwork, and people-management skills.
- Strong knowledge of CRM and sales tools such as Gong and Outreach.
Compensation and Benefits
- Competitive on-target earnings, consisting of base salary and sales commission, plus benefits and equity.
- US-based employees have a 60/40 base-to-variable commission split for the listed compensation range.
- Commission is not guaranteed.
Skills
B2B SaaS, Sales Leadership, Team Building, Pipeline Management, Sales Forecasting, Quota Attainment, Account Planning, CRM, Gong, Outreach
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