Account Manager- Strategic Accounts (Growth & Retention)

What you'll do

• Drive growth and retention for your book of Rippling's largest and most strategic accounts
• Proactively engage customers in your book via key lifecycle events: “go live”, benefits renewal, executive business reviews, contract renewal, etc.
• Field customer requests and advocate for their needs and requirements cross-functionally, with a goal to meet company objectives for 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
• Drive executive alignment and value with customer decision makers and C-Level executives
• Navigate a sales process by building relationships with multiple stakeholders through remote meetings
• Negotiate and coordinate customer procurement and contract execution
• Drive visibility across Rippling’s leaders (AM, TAM, Product, Customer Support, etc) to highlight customer strategy, needs, risks, and opportunities
• 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 playbooks and prospecting
• Partner with your Technical Account Manager and other Rippling stakeholders 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

• 7-10+ 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 or seat expansion sales are not relevant)
• Competitive and creative drive to win alongside customers and think outside of the box to get a deal done
• Demonstrated ability to run sales discovery, demos, and a structured sales process (SPICED or MEDDPICC experience is a bonus)
• Proven success building and maintaining long-term commercial relationships, including experience managing multi-year renewals
• Highly effective communicator with excellent EQ – 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

Compensation

• Office Based: $250,000 /year OTE (60/40 commission split for base/variable pay)