Director of Channel Marketing

About the role

Rippling's Channel GTM organization is one of the fastest-growing go-to-market motions at the company, and we're looking for the marketing leader who will own all of it. This is a full-stack leadership role. You'll lead the entire channel marketing function across three independent teams: Accountant & HR Advisors, Broker, and Private Equity.

Each channel has its own distinct buyer profile, partner economics, and GTM motion. Each runs a full marketing engine — demand generation, product marketing, content, enablement, events, and partner marketing. A strong foundation is already in place: proven messaging, active field programs, maturing partner programs, and strong cross-functional partners in Sales, RevOps, and Product across every segment. Your job is to take all of it to the next level — and build the org to scale into whatever comes next.

This position reports directly to the VP of Corporate and Integrated Marketing.

What you will do

• Lead the channel marketing org. Be the marketing GM for Rippling's channel GTM function. Set the vision, own the roadmap across all three segments, and hold a high bar for execution. Serve as the primary marketing voice in cross-functional forums — translating channel needs into budget, headcount, and program priorities. Develop the team beneath you and raise the bar across every channel.
• Own channel marketing strategy across all three segments. Accountant & HR Advisors, Broker, and Private Equity each have distinct buyer profiles, partner economics, and GTM motions. Set the strategic direction for each — and identify where shared frameworks, infrastructure, and systems create leverage across all three. You're the connective tissue that makes three independent channel motions smarter than the sum of their parts.
• Drive Product Marketing across the channel function. Define and evolve positioning across all channel personas. Build and maintain the full enablement suite — pitch decks, battlecards, one-pagers, objection-handling guides — and keep the field ahead of competition by synthesizing win/loss data, Gong insights, and partner feedback into sharper messaging. Own the narrative across channels and drive the content that puts it in front of partners and prospects at every stage of the funnel.
• Lead Demand Generation across all channels. Set strategy for integrated campaigns — audience segmentation, paid, channel mix, and attribution — and hold the team accountable to funnel metrics, partner-sourced SQOs, and pipeline contribution. Partner with RevOps to ensure every program is measured and optimized. Build and evolve ABM motions targeting high-value partners across all three segments.
• Elevate Field Marketing. Set strategic direction for the channel's physical presence — conferences, hosted events, lunch & learns, and partner activations — with every program tied to pipeline and embedded in Sales account strategy. Build scalable playbooks the team can run consistently across segments.
• Build and scale the team. Hire, develop, and retain strong marketers across all three channel teams. Set the standard for what great looks like at every level. Own the budget across the channel marketing function and make real allocation decisions that reflect strategic priorities. Build an org that can keep pace with Rippling's growth.
• Drive cross-functional alignment. Be the connective tissue between channel marketing and the broader GTM org. Align with channel Sales VPs, RevOps, Partner Success, and Solution Consulting across the full partner journey. Orchestrate with channel leaders across PEO, Global, Spend, and IT to unlock co-marketing and cross-sell opportunities.

What you will need

• 8+ years of B2B SaaS marketing experience, with 4+ years leading multi-disciplinary teams
• Full-stack marketing fluency — you've owned or closely led across DG, PMM, Content, and Field
• Experience owning marketing for multiple segments, verticals, or channels simultaneously
• Strong demand gen foundation: funnel metrics, attribution, campaign architecture, CRM/MAP tooling
• Sharp positioning thinker — you can translate complex platform value into crisp, segment-specific narratives for sophisticated B2B buyers
• Proven people manager with a track record of hiring, developing, and retaining strong marketers
• Budget ownership experience — you've managed meaningful budgets and made real allocation decisions
• Highly collaborative operator — you align cross-functionally without formal authority and build operating rhythms that hold
• Analytical instincts — you build measurement frameworks, set OKRs, and make decisions from data
• Comfortable with ambiguity and pace — you build systems while running programs simultaneously

Nice to Haves

• Prior experience in HRIS, HCM, payroll, or fintech SaaS
• Experience building and scaling channel or partner marketing programs
• Background building partner community programs, certification motions, or credentialing frameworks
• Familiarity with channel marketing infrastructure: PRM systems, partner portals, co-marketing playbooks