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RipplingRipplingNew York, NY

Account Manager, SMB

Manages an SMB customer portfolio, driving adoption, retention, renewals, cross-sales, and upgrades through consultative relationships. Requires at least two years of SaaS account management, sales, or quota-carrying customer success experience and a record of meeting sales targets.

130k – 130k/yr
Hybrid2+ YOEAccount Management

About the role

Responsibilities

  • Proactively engage customers during key lifecycle events, including go-live, benefits renewal, executive business reviews, and contract renewal.
  • Consult with clients to understand their HR, IT, Finance, and global workforce management needs through a solutions-based approach.
  • Navigate strategic sales processes by building relationships with multiple external and internal stakeholders through remote and in-person meetings.
  • Negotiate and coordinate customer procurement and contract execution.
  • Build and manage a pipeline of subscription cross-sales, product upgrades, and contract renewals to monthly targets.
  • Develop broad knowledge of current and new products by executing customer adoption playbooks and prospecting.
  • Partner with product, support, and customer operations teams to drive customer success, secure long-term commitments, influence the product roadmap, and improve operational efficiency.
  • Act as a proactive, strategic customer partner and tailor engagement to maximize product adoption.

Requirements

  • 2+ years of SaaS experience in account management, sales, or quota-carrying customer success.
  • Track record of consistently meeting and exceeding quota through new product sales and upgrades.
  • Competitive and creative drive with the ability to think strategically and overcome deal obstacles.
  • Experience running consultative discovery and demonstration meetings and structured sales processes.
  • Proven success building and maintaining long-term commercial relationships.
  • Highly effective communication and relationship-building skills.
  • Strong organization, self-motivation, attention to detail, and follow-through.
  • High integrity and enthusiasm for building a company for the long term.
  • Willingness to challenge the status quo and improve broken processes.

Compensation and Benefits

  • Competitive on-target earnings, benefits, and equity.
  • 60/40 base-to-variable commission split; commission is not guaranteed.
  • US-based salary aligned to location-specific compensation tiers.
  • Tier 1 pay range: $130,000 OTE.

Skills

SaaSAccount ManagementsalesCustomer SuccessConsultative SellingSales Pipeline Managementproduct upsellingcontract renewalsCustomer Relationship Managementproduct adoption

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