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Rippling

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.

171k – 285kSan Francisco, CANew York, NYBusiness DevelopmentHybrid8+ YOE
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About the role

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 DevelopmentSalesPartner ManagementStrategic PartnershipsCommercial AgreementsNegotiationSaaSProfessional ServicesAccountabilityExecutive Presence

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