# Account Manager, SMB

**Company:** [Rippling](https://hotfix.jobs/companies/rippling)
**Location:** New York, NY, San Francisco, CA, Chicago, IL
**Role:** Account Management
**Salary:** $130k – $130k/yr
**Experience:** 2+ years
**Skills:** SaaS, Account Management, sales, Customer Success, Consultative Selling, Sales Pipeline Management, product upselling, contract renewals, Customer Relationship Management, product adoption
**Posted:** 2026-08-07

> 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.

## Job Description

## 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**.

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