Senior Business Development Manager
Own and scale Rippling's Services Partners function by recruiting, onboarding, and managing SI partners who deliver implementations. Requires 8+ years BD/sales experience and 3+ years managing GSI partners at high-growth SaaS companies.
About the job
What you will do
- Recruit and manage top-tier SI partners; secure resourcing and ensure delivery quality
- Build a metrics-driven program with regular reporting to partners and internal leadership
- Lead escalation management — resolve issues quickly and decisively
- Connect customers with relevant partners and support end-to-end deal execution
- Structure and negotiate complex commercial agreements with Legal, Finance, and exec leadership
- Evaluate corporate development opportunities that expand services delivery capacity
- Drive aggressive follow-up: own open items, set clear deadlines, ensure nothing drops
- Conduct market research and competitive analysis on the services partner landscape
What you will need
- Bachelor's Degree required
- 8+ years in BD and/or sales at high-growth SaaS companies
- 3+ years direct experience managing services delivery partners (GSIs and large regional SIs)
- Proven track record of proactive, assertive follow-up and accountability
- Experience structuring and negotiating complex commercial partnerships / co-delivery arrangements
- Strong executive presence — ability to engage senior stakeholders at large SI firms and internally
- First-principles thinker who thrives in ambiguous environments
- Strong negotiation, communication, and organizational skills
- Deep knowledge of SaaS/services business models and the professional services ecosystem
Nice to Have
- MBA or advanced degree
- Direct experience in the HCM / HR Tech / Payroll ecosystem
- Prior experience at or partnering with a Big 4 / GSI firm (Deloitte, Accenture, PwC, etc.)
- Background in implementation or professional services delivery (not just managing partners)
- Experience building a partner program from scratch
- Track record managing partner P&Ls or co-sell / co-delivery revenue targets
Skills
Business Development, Sales, Partner Management, Strategic Partnerships, Commercial Agreements, Negotiation, SaaS, Professional Services, Accountability, Executive Presence
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